Sales Engineer - Regulated Industries

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. Sales Engineering unlocks the full potential of the Plaid Network. We combine deep product expertise with a customer-obsessed approach to serve as trusted technical advisors throughout the pre-sales process and help customers realize business value. As Plaid’s first dedicated Sales Engineer for Regulated Industries, you will partner with Enterprise Account Executives as their technical lead and build this function from the ground up across Public Sector, Education, Healthcare and Life Sciences, and Utilities. You will help customers and ecosystem partners translate Plaid’s solutions into real-world use cases across payments, identity, fraud, onboarding, and income verification. You will also collaborate closely with other cross-functional teams to define the playbooks and go-to-market motions that will drive growth in these markets. Responsibilities - Serve as the lead technical advisor from discovery through solution design, evaluation, technical win, and post-sale handoff. - Partner with AEs to connect technical capabilities to business value across regulated industries. - Lead discovery, demos, architecture design, and RFIs/RFPs for payments, account verification, onboarding, income, and fraud workflows. - Run hands-on API pilots and POCs, defining success criteria, diagnosing gaps, and guiding integration tradeoffs. - Surface product, privacy, security, and compliance requirements early and coordinate appropriate specialist reviews. - Build reusable solution guides, reference architectures, and enablement that support partner integrations and downstream adoption. - Shape vertical strategy and product feedback with Sales, Product, Partnerships, and Marketing. - Partner with Implementation and the broader SE team on successful handoffs, adoption, and shared best practices. Qualifications - 7+ years of customer-facing experience in technical selling, solutions engineering, or enterprise consulting. - 3+ years supporting one or more regulated industries, including Public Sector, Healthcare, Education, Utilities, or similarly regulated environments. - Nice to have: fintech/payments, identity, fraud, or income-verification experience; familiarity with public-sector procurement, systems integrators, or healthcare platforms such as RCM and EHR systems. - Experience leading complex technical evaluations and partnering strategically with AEs across multistakeholder pursuits. - Hands-on API and web/mobile architecture knowledge; ability to build demos, solution diagrams, and integration guidance. - Strong discovery, communication, and customer empathy, connecting technical choices to business outcomes. - Ability to learn new sectors, navigate ambiguity, and validate product-market fit. - Sound judgment working with Product, Partnerships, Legal, Compliance, Privacy, Security, and commercial stakeholders. - Ability to build reusable technical assets and support partner-led integrations and adoption. - Willing and able to travel up to 25% of the time. 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.