Account Management leader - SMB
Plaid
Sales & Business Development
San Francisco, CA, USA
Posted on Apr 24, 2025
At Plaid, our mission is to empower innovators by delivering access to the financial system. Since 2012, we've helped tens of millions of consumers live a better financial life and over a thousand customers build a new financial future. Our customers range from startups like Stripe, Coinbase, and Robinhood to Fortune 500 enterprises like American Express, PayPal, JP Morgan Chase, and Wells Fargo. Plaid’s SMB team partners with early-stage companies that are on the cutting edge of innovation — the startups that could become tomorrow’s biggest names in tech. This team is at the forefront of providing the solutions forward-looking SMBs need to thrive, utilizing Plaid’s product suite encompassing payments, account funding, transaction data, fraud prevention, underwriting tools, and more. We are looking for a high-impact SMB Account Management Leader to drive growth, team performance, and innovation. The ideal candidate is a proven, second-line people leader with strong business acumen, a rigorous operator skilled in designing and executing scalable processes, and a visionary in leveraging AI to enhance customer engagement and team efficiency. This person is responsible for hitting ambitious revenue goals and partnering closely with cross-functional teams across Sales, Product, Marketing, and Ops to deliver a world-class SMB customer experience.
Responsibilities
- Lead and inspire a high-performing team of SMB Account Managers, including people leaders, fostering growth, accountability, and a culture of excellence.
- Drive revenue growth by building and executing strategies that help customers scale and deepen their use of Plaid’s products.
- Establish a rigorous operational rhythm to improve team efficiency, including effective process design and AI-powered automation.
- Develop and scale customer success motions that deliver consistent value and support for a high volume of fast-growing SMBs.
- Engage directly with customer executives to build strategic relationships, map key stakeholders, and drive long-term partnerships.
- Partner cross-functionally with Product, Sales, Marketing, and Ops to advocate for customer needs and influence Plaid’s roadmap.
Qualifications
- Proven track record of driving revenue growth through sales, account management, or customer success in high-growth technology environments, ideally at a business with $50M+ revenue.
- 10+ years of experience, including 5+ years managing a revenue-driving team, ideally in scaled account management or customer success.
- 2+ years managing second-line managers is strongly preferred
- A passion for recruiting, developing talent, and thoughtful team planning.
- Strong ability to articulate both technical and financial value, internally across functions and externally with customers, including C-level stakeholders.
- Excellent relationship-building skills with both internal and external partners.
- Outstanding communication skills to inspire teams, align stakeholders, and drive results.
- Ability to thrive in a fast-paced, high-growth environment, with a hands-on, scrappy approach to building processes, tools, and structure as needed.
- Brings a strong point of view on how to leverage AI in this role, with genuine curiosity for emerging capabilities.