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.

The New Business Team is the engine of revenue growth at Plaid. We generate sales pipeline for the business and develop the company's future sales talent. The New Business Lead will oversee a team of 3-8 new business representatives, managing them to hit their quota.

You will also lead team performance to deliver business needs, partnering with Marketing and Sales leadership to ensure we generate pipe to the appropriate level and quality to hit business targets. This includes creating plans, understanding drivers of performance and executing to targets.

Responsibilities

• Team management: Managing a team of 3-8 new business representatives to hit quota
• Pipeline development and management: Ensure pipe generation meets business targets; Partner with Marketing and Sales leadership to unlock and unblock pipe creation
• Coaching and mentorship: Coaching team develop their sales acumen and achieve professional ambitions
• Team building: Hire, develop and promote world-class talent through ever-green recruiting efforts
• Strategic initiatives: Lead cross-functional initiatives to drive step-level improvements in pipeline generation

Qualifications

• 3-10 years of experience, ideally with at least 2 years of team management experience
• Sales experience: Experience as an AE or sales development manager
• Experience selling tech products: Experience at a tech company, ideally involved with developer-oriented products
• Quantitative inclination: Comfort with and desire to deliver quantitative objectives
• Strong written and communications skills: Role requires regular communication with team, stakeholders, and business leads
• Experience managing sales teams: Experienced manager of sales development reps and/or AEs
• Experience in pipeline development and management: Ability to develop both short-term execution plans and long-term strategy for pipeline development

Additional Information

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.

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At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies.

We are seeking a highly accomplished and strategic Account Executive to join our Enterprise/Field Sales team. In this advanced role, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients, and strategically acquiring new logos.

Responsibilities

Strategic Revenue Generation

Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments.

Expert Pipeline & Forecasting

Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership.

Deep Customer & IT Architecture Understanding

Develop a profound understanding of customers' IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions.

Multi-Engagement Leadership

Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare's platform sale, actively involving and influencing technical C-level minus one executives.

Virtual Team Leadership

Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery.

Digital Transformation Authority

Act as an authority on digital transformation, understanding key drivers (e.g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations.

Compelling Value Creation

Articulate highly compelling, strategic value propositions for Cloudflare's services, directly linking them to customer business outcomes and strategic objectives. Lead with a strong focus on the 'why', communicating the whole picture to both internal and external stakeholders.

Advanced Negotiation & Closure

Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities.

Trusted Advisor & Coach

Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work.

Organizational Impact & Leadership

Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights. Leverage company-wide learnings to improve department and team execution. Serve as a leader within Cloudflare, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long-term thinking.

Examples of Desirable Skills, Knowledge, and Experience

• 8+ years of advanced experience selling complex technology solutions in a B2B enterprise model, with a significant track record of consistently exceeding multi-million dollar quota targets.

• Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies, with an exceptional ability to articulate features, benefits, and use cases across diverse customer segments (e.g., SMBs, enterprise, vertical markets).

• Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures for successful platform sales.

• Demonstrated success leading and influencing virtual cross-functional teams (e.g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure.

• Exceptional strategic communication and presentation skills, with a focus on articulating the 'why' and conveying the whole picture to executive leadership and technical decision-makers (C-level minus one).

• Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals.

• Expert-level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts.

• Authority on digital transformation trends and their impact on enterprise customers, with the ability to position Cloudflare as a key enabler of strategic business outcomes.

• Strong coaching and mentorship abilities, with a passion for helping colleagues grow and improve.

• Highly self-motivated, entrepreneurial, and resilient, thriving in a fast-paced, high-growth environment with a consistent focus on long-term goals.

• Proficiency in advanced

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Your responsibilities will include:

• Solving real business needs at a large scale by applying your software engineering skills
• Ensuring consistent delivery against milestones and strong alignment with the field working "two-in-a-box" with product leadership
• Evolving organisational structure to align with long-term initiatives, building strong "5 ingredient" teams with good comms architecture
• Managing technical debt, including long-term technical architecture decisions and balancing product roadmap
• Leading and participating in technical, product, and design discussions
• Building, managing, and operating a highly scalable service in the cloud
• Growing leaders on the team by providing coaching, mentorship, and growth opportunities
• Partnering with other engineering and product leaders on planning, prioritisation, and staffing
• Creating a culture of excellence on the team while leading with empathy

We are looking for someone with 20+ years of industry experience building and operating large-scale distributed systems. You should have proven ability to build, grow, and manage high-performing infrastructure teams, including developing managers and tech leads. Deep experience running large-scale cloud infrastructure systems (AWS, Azure, or GCP), ideally across multiple clouds or regions, is also required.

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