Commercial Lead, Enterprise

Plaid•San Francisco, CA

9d•$171,600 - $214,800

About The Position

This role serves as a thought partner, contract expert, and lead negotiator for major deals, defining the commercial terms that underpin relationships between Plaid and its customers. The position is motivated by tangible outcomes and finding win-win deals. The Commercial Lead will also be a key partner to Plaid’s go-to-market teams, helping to craft repeatable, robust commercial processes for a global team to increase speed and consistency. This role involves data analysis for informed decision-making and a focus on transparency and visibility for sharper decision-making and organizational communication.

Requirements

4-7 years of experience in strategic sales, business development, finance/consulting, partnerships or GTM strategy—ideally with customer-facing ownership of complex, high-value commercial agreements.
Proven track record of negotiating complex deals, including multi-product or multi-party agreements in regulated industries such as financial services or fintech.
Demonstrated success working cross-functionally with Product, Legal, Engineering, and GTM teams to shape deals, align priorities, and unblock high-stakes internal initiatives.
Strong executive communication skills to confidently engage senior external stakeholders.
Experience building scalable commercial frameworks (e.g., pricing strategies, decision processes) that support speed and consistency across a growing GTM org.
Deep interest in fintech, open finance, and technical products, with the ability to understand and advocate for product capabilities in commercial conversations.
Comfort with ambiguity and change, with a bias for action and a growth mindset suited to fast-paced, high-growth environments.

Responsibilities

Collaborate closely with Plaid’s Sales, Account Management, and Enterprise teams to negotiate key customer contracts
Creatively enable new deals with top prospects while staying true to Plaid’s operating practices
Drive successful renewals, upsells, and cross-sells with top customers to increase usage and adoption of key Plaid products
Craft pricing strategies that work for Plaid, prospects, and existing customers
Evolve and improve commercial terms, practices, and processes
Serve as the GTM expert on a given GBT with regard to commercialization, pricing, and agreement requirements for new products and services
Serve as the GTM voice and single point of contact for cross-functional special projects