Account Management Lead - SMB

We believe that the way people interact with their finances will drastically improve in the next few years. We’re dedicated to empowering this transformation by building the tools and experiences that thousands of developers use to create their own products. Plaid powers the tools millions of people rely on to live a healthier financial life. We work with thousands of companies like Venmo, SoFi, several of the Fortune 500, and many of the largest banks to make it easy for people to connect their financial accounts to the apps and services they want to use. Plaid’s network covers 12,000 financial institutions across the US, Canada, UK and Europe. Founded in 2013, the company is headquartered in San Francisco with offices in New York, Seattle, Washington D.C., Raleigh, London, and Amsterdam. The SMB Account Management team is a core part of Plaid's mission to unlock financial freedom for everyone. We believe that by empowering small and medium-sized businesses, we contribute directly to creating a more inclusive and accessible financial ecosystem. Our team is dedicated to building meaningful relationships with our clients, providing solutions that drive growth, and ensuring Plaid's products enable businesses to thrive. We work collaboratively across teams to meet ambitious revenue goals while fostering a culture of continuous learning and development. The Account Management team leverages our deep technical, product, and industry knowledge to help our SMB customers build and scale amazing applications and businesses. We act as partners, advisors, and advocates for our customers to help shape how their customers interact with their finances. As the SMB Account Management Lead, you'll be responsible for managing and growing the SMB customer base, as well as setting the vision and strategy to build long-term partnerships. You will lead a team of account managers who work with some of Plaid's most dynamic SMB customers. You'll collaborate cross-functionally across product and go-to-market teams to build solutions that drive growth for customers and your team. As our business rapidly expands, we're looking for an action-oriented and thoughtful leader who can hire thoughtfully, bringing the right relationship managers into the business and enabling them to steward the next phase of Plaid's growth and impact. Responsibilities - Recruiting, hiring, and developing a world-class account management team to support our fastest-growing SMB customers and deliver on revenue targets - Motivating and inspiring each team member to enable personal and professional career growth - Engaging directly with C-level executives internally and externally to build and maintain customer relationships - Building and executing the strategy that drives upsell/cross-sell revenue and renewals at scale, and operationalizing processes to drive team efficiency - Working in a high-pace, cross-functional environment that presents different challenges every day - Working with leadership across the company to set direction for the SMB team and Plaid as a whole Qualifications - 8+ years of experience, ideally 3+ years managing a revenue-driving team - Proven track record of success driving revenue through account management at a technology company, working with SMB or financial services organizations as clients - Experience in both new customer acquisition and install-base account management, preferably in a hyper-growth environment - Excitement for recruiting, onboarding, and coaching; a thoughtful approach to team planning and development - Strong ability to articulate technical and financial value propositions – internally for cross-functional collaboration and externally to customers, including executive audiences - Strong analytical skills to understand customer trends at scale - Ability to build relationships with internal and external stakeholders - Outstanding communication skills to drive internal alignment and results Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognize that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description. We are always looking for team members that will bring something unique to Plaid! Plaid is proud to be an equal opportunity employer and values diversity at our company. We do not discriminate based on race, color, national origin, ethnicity, religion or religious belief, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, military or veteran status, disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local laws. Plaid is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance with your application or interviews due to a disability, please let us know at accommodations@plaid.com. Please review our Candidate Privacy Notice here https://plaid.com/legal/#candidate-privacy-notice. Additional compensation in the form(s) of equity and/or commission are dependent on the position offered. Plaid provides a comprehensive benefit plan, including medical, dental, vision, and 401(k). Pay is based on factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience and skillset, and location. Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans.