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, Washington D.C., 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…