Partner Development Manager - Enterprise Partnerships
WFA Digital Insight
As the demand for digital payment solutions grows, companies like Plaid are at the forefront of transforming financial interactions. With a 25% increase in fintech partnerships in the last year, the need for skilled Partner Development Managers has never been more pressing. This role stands out for its focus on enterprise-level deal execution and cross-functional orchestration, requiring a unique blend of GTM strategy, Excel skills, and partnership development expertise. Candidates should be prepared to navigate complex sales cycles and articulate Plaid's differentiated value proposition. Before applying, it's essential to understand the current fintech landscape and the role's requirements.
Job Description
About the Role
The Partner Development Manager will be responsible for driving enterprise-level partnerships and go-to-market (GTM) strategy at Plaid. This role will focus on developing and executing partnerships with key technology platforms, enabling more customers to benefit from Plaid's solutions. The ideal candidate will have experience in partnerships, business development, and sales, with a strong understanding of Plaid's value proposition.The Partner Development Manager will work closely with cross-functional teams, including product, sales, and marketing, to develop and execute partnerships. This role will require strong communication and project management skills, with the ability to navigate complex decision-making dynamics.
Plaid's GTM Partnerships team is responsible for unlocking "one to many" customer relationships with technology platforms. The team is aligned with specific revenue segments, and this role will support the fintech partners segment.
What You Will Do
- Lead enterprise-level partner deals from sourcing through close, managing multi-stakeholder negotiations and driving adoption
- Evolve verticalized GTM strategy across Enterprise (e.g., insurance, tech platforms)
- Curate a TAM-expanding pipeline and project manage the closure of key target partners
- Collaborate closely with product teams: Payments, Credit, and Identity/Fraud to align go-to-market efforts
- Translate partner and customer needs into structured opportunities, ensuring Plaid's differentiated value is clear
- Navigate long sales cycles (6-12 months) with complex decision dynamics, building urgency against the status quo
- Provide segment AE/seller enablement and coaching relating to the Reseller Partnership model
- Meet quarterly partner acquisition targets and vertical penetration goals
- Develop acquisition strategy and ACV forecasting
- Solve complex partner challenges through creative problem-solving by working cross-functionally with Sales, Risk, Legal, Finance, Commercial, Marketing, and Business Operations
What We Are Looking For
- 7+ years of experience in partnerships, business development, and/or sales
- Enterprise Partnerships experience is strongly preferred
- Demonstrated ability to execute and win 7-figure+ ARR deals
- Strong understanding of Plaid's differentiated value proposition across data flows, compliance, APIs, and value-added products
- Ability to clearly articulate Plaid's role in customer success through both technical and business acumen
- Excellent communication and project management skills
- Experience with GTM strategy development and execution
- Strong analytical and problem-solving skills
Nice to Have
- Experience with Excel and data analysis
- Familiarity with the fintech industry and Plaid's products
- Knowledge of sales and marketing principles
- Experience working with cross-functional teams
Benefits and Perks
- Competitive salary and equity package
- Comprehensive health, dental, and vision insurance
- Generous PTO and holiday policy
- Remote work stipend and flexible work arrangements
- Professional development opportunities and training
- Access to the latest technology and tools
- Collaborative and dynamic work environment
- Recognition and reward for outstanding performance
How to Stand Out
- Make sure to highlight your experience with GTM strategy development and execution in your application
- Be prepared to provide specific examples of your ability to navigate complex sales cycles and negotiate multi-stakeholder deals
- Familiarize yourself with Plaid's products and services, as well as the current fintech landscape, to demonstrate your knowledge and interest in the role
- Develop a strong understanding of Plaid's value proposition and be prepared to articulate it clearly in your application and interview
- Showcase your ability to work collaboratively with cross-functional teams and your experience with project management tools and software
- Prepare to discuss your experience with data analysis and Excel, and be ready to provide examples of your analytical skills
- Research the company culture and values to ensure you are a good fit for the role and the company
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