New Business Leader

About the role

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. As a New Business Leader, you will oversee a team of New Business Representatives (NBRs) and New Business Account Executives (NBAEs), leading team performance to deliver business needs and building world-class talent. In this role, you will: Oversee a team of 5–20 new business representatives: You will be responsible for managing them to hit their quota and other key metrics. Lead team performance to deliver business needs: Partner closely with Marketing and Sales leadership to ensure we generate pipeline to the appropriate level and quality to hit business targets. Recruit, build, and nurture a high-performance team: Identify strong sales talent, onboard them, and coach them to develop professionally. Key Responsibilities Team Management: Manage a high-performing team of New Business Representatives to hit and exceed quota. Pipeline Development & Management: Ensure pipeline generation meets business targets; partner with Marketing and Sales leadership to unlock and unblock pipeline creation. Coaching & Mentorship: Actively coach team members to develop their sales acumen, prospecting techniques, and career trajectories. Team Building: Hire, develop, and promote world-class talent through continuous evergreen recruiting efforts. Strategy & Innovation: Drive step-change improvements across the function, including MQL conversion rates, cadence optimizations, and targeting high-intent leads. Minimum Qualifications 3+ years of total experience, ideally with at least 1 year of team management experience (or equivalent experience as an AE, AM, or NBA Team Lead). Sales Experience: Demonstrated success as an Account Executive or Sales Development Manager. Tech Experience: Experience working at a tech company, ideally selling technical or developer-oriented products. Quantitative Inclination: Strong comfort with and passion for delivering against quantitative targets and metrics. Communication & EQ: Strong written, oral, and interpersonal communication skills to effectively align with internal team members, stakeholders, and business leaders. Technical Proficiency: Hands-on experience with Salesforce. Preferred Qualification: Experience directly managing sales development representatives (SDRs/NBRs) or Account Executives (AEs). Proven experience in both short-term execution and long-term strategy for pipeline development and metric tracking. Experience working in top-tier tech or Fintech companies 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 . 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.