This is a foundational leadership role for an entrepreneurial builder who is energized by creating a new motion from 0 to 100 and pairing product-led growth with the right sales touch to accelerate conversion, expansion, and efficiency.

The right candidate will bring a strong operator mindset, deep fluency in PLG and hybrid GTM models, and a clear point of view on how to balance AI and human judgment to improve outcomes at scale.

Responsibilities:

• Build a self-serve segmentation model that identifies the right customers for the right sales motion, maximizing cost efficiency, conversion, and speed through the funnel.

• Design and implement a highly efficient coverage model that introduces sales engagement at the optimal point in the customer journey.

• Partner closely with data science and sales analytics to develop and operationalize a data-driven targeting strategy.

• Work cross-functionally with marketing to deliver targeted campaigns to the right customers at the right time with the right message, improving take rates and product expansion.

• Define how AI should be deployed across the scaled sales motion to improve productivity and business outcomes, while making sound decisions about where human engagement adds the most value.

• Build and run a strong experimentation framework that enables rapid testing, learning, and iteration across segmentation, outreach, coverage, and conversion strategies.

• Establish clear operating rhythms, performance metrics, and diagnostic frameworks to understand business drivers and inform resourcing and investment decisions.

• Lead execution with a strong bias for action, using data to continuously improve funnel performance and scale a repeatable sales-assisted PLG motion.

Requirements:

• 12+ years of experience in SaaS sales, revenue strategy, growth, or go-to-market leadership, including experience in scaled, high-velocity, or hybrid PLG and sales-assisted environments.

• Proven track record designing or scaling segmentation, coverage, or targeting models that improved conversion, efficiency, or expansion outcomes.

• Experience partnering closely with analytics, data science, marketing, and sales operations teams to translate insights into GTM execution.

• Strong analytical fluency with the ability to define success metrics, inspect performance, identify root causes, and make data-driven decisions.

• Demonstrated success building new programs, motions, or teams from the ground up in ambiguous, fast-changing environments.

• Experience designing and evaluating experimentation frameworks to test GTM hypotheses and improve business performance over time.

• Strong executive communication and cross-functional influence skills, with the ability to align stakeholders around new ways of working.

Preferred Qualifications:

• Experience building or leading a PLG-assist or sales-assisted growth motion in a multi-product SaaS company.

• Experience applying AI or automation to improve sales productivity, targeting precision, or customer engagement outcomes.

• Background in both strategy and execution, with comfort moving between high-level GTM design and hands-on operational problem solving.

• Familiarity with customer lifecycle marketing, product signals, and expansion motions within self-serve or managed funnels.

• Experience in environments undergoing GTM transformation, including introducing new motions, redefining ownership boundaries, or building new operating models.

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Key responsibilities include:

• Building a self-serve segmentation model that identifies the right customers for the right sales motion, maximizing cost efficiency, conversion, and speed through the funnel.
• Designing and implementing a highly efficient coverage model that introduces sales engagement at the optimal point in the customer journey.
• Partnering closely with data science and sales analytics to develop and operationalize a data-driven targeting strategy.
• Working cross-functionally with marketing to deliver targeted campaigns to the right customers at the right time with the right message, improving take rates and product expansion.
• Defining how AI should be deployed across the scaled sales motion to improve productivity and business outcomes, while making sound decisions about where human engagement adds the most value.
• Building and running a strong experimentation framework that enables rapid testing, learning, and iteration across segmentation, outreach, coverage, and conversion strategies.
• Establishing clear operating rhythms, performance metrics, and diagnostic frameworks to understand business drivers and inform resourcing and investment decisions.

Requirements include:

• 12+ years of experience in SaaS sales, revenue strategy, growth, or go-to-market leadership, including experience in scaled, high-velocity, or hybrid PLG and sales-assisted environments.
• Proven track record designing or scaling segmentation, coverage, or targeting models that improved conversion, efficiency, or expansion outcomes.
• Experience partnering closely with analytics, data science, marketing, and sales operations teams to translate insights into GTM execution.
• Strong analytical fluency with the ability to define success metrics, inspect performance, identify root causes, and make data-driven decisions.
• Demonstrated success building new programs, motions, or teams from the ground up in ambiguous, fast-changing environments.
• Experience designing and evaluating experimentation frameworks to test GTM hypotheses and improve business performance over time.
• Strong executive communication and cross-functional influence skills, with the ability to align stakeholders around new ways of working.

Preferred qualifications include:

• Experience building or leading a PLG-assist or sales-assisted growth motion in a multi-product SaaS company.
• Experience applying AI or automation to improve sales productivity, targeting precision, or customer engagement outcomes.
• Background in both strategy and execution, with comfort moving between high-level GTM design and hands-on operational problem solving.
• Familiarity with customer lifecycle marketing, product signals, and expansion motions within self-serve or managed funnels.
• Experience in environments undergoing GTM transformation, including introducing new motions, redefining ownership boundaries, or building new operating models.

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This leader sits at the center of sales execution, partnering across Sales, Finance, Strategy, Marketing, Product, Customer Success, and Engineering to translate business priorities into durable systems, trusted metrics, streamlined processes, and actionable insights.

You will play a central role in sales planning, forecasting support, territory and account planning, pipeline visibility, seller productivity, and business performance analytics. You will also help shape the data and systems foundation that powers revenue execution, ensuring leaders and frontline teams can make faster, better decisions with confidence.

This is a highly visible leadership role for someone who enjoys building high-performing teams, simplifying complexity, and driving cross-functional outcomes. You will have the opportunity to influence senior leadership decisions, modernize critical GTM workflows, and create measurable impact on seller efficiency and business performance.

Responsibilities:

• Lead the Sales Operations and Analytics function, including strategy, organizational design, prioritization, and operating rhythms for the team.

• Own the sales operating backbone across planning, forecasting support, territory and account planning, pipeline visibility, reporting, and productivity measurement.

• Build and evolve the authoritative sales data foundation, including standardized metric definitions, trusted reporting tables, governance, SLAs, and cross-functional alignment.

• Partner across Sales, Finance, Strategy, Marketing, Product, Customer Success, and Engineering to design scalable processes, systems, dashboards, and insights that improve execution and decision-making.

• Drive automation and workflow improvements across core seller motions including account planning, quoting and approvals, outbound routing, and related revenue workflows.

• Establish a high-bar analytics practice that delivers actionable insights embedded in seller and leadership workflows.

• Hire, coach, and develop senior operations and analytics leaders while building a culture of rigor, urgency, and business impact.

Requirements:

• 15+ years of experience in sales operations, revenue operations, business operations, analytics, or closely related go-to-market leadership functions.

• 7+ years of people leadership experience, including leading senior managers and building high-performing, cross-functional teams.

• Deep experience with sales planning, forecasting, pipeline management, performance reporting, and operational cadence design in a complex B2B go-to-market environment.

• Proven track record of partnering effectively with executive stakeholders across Sales, Finance, Strategy, Product, and Engineering.

• Strong analytical and systems thinking, with experience building trusted metrics, data governance practices, and scalable reporting foundations.

• Experience driving process redesign and workflow automation across CRM, forecasting, quoting, or seller productivity workflows.

• Excellent communication and executive influence skills, including the ability to turn ambiguous business needs into clear operating plans and measurable outcomes.

Preferred Qualifications:

• Experience leading both Sales Operations and Analytics under a single organizational umbrella.

• Experience supporting enterprise or multi-segment sales organizations with complex planning, forecasting, and renewal motions.

• Familiarity with modern GTM tooling and data ecosystems, including CRM, forecasting, engagement, and analytics platforms.

• Experience embedding AI-driven signals, predictive insights, or automation into go-to-market workflows.

• MBA or other advanced degree in business, analytics, economics, or a related field.

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Responsibilities

• Conducts thorough investigations and delivers equitable resolutions for employee complaints
• Serves as a trusted advisor to managers, providing guidance on complex employee relations and performance management practices
• Analyzes trends from employee check-ins, engagement surveys, and workforce data to identify opportunities for organizational improvement
• Defines, clarifies, and communicates people policies to ensure consistency and transparency across the organization
• Partners with HRBP leadership and senior stakeholders to design and execute tailored HR initiatives that support functional business goals
• Acts as a primary point of contact for manager and employee inquiries

Qualifications

Must-Have Experience:

• Minimum 5 years as a HR business partner or People Partner
• Experience with workplace investigations and performance management processes
• Experience issue spotting and proactively advising on potential solutions with minimal oversight
• Analytically driven; experience in utilizing qualitative and quantitative approaches to root cause analysis
• A team player; low ego and highly collaborative
• Ability to manage and juggle multiple competing priorities
• Experience working in a fast-paced startup

Nice-to-have experience:

• Experience partnering with Go-To-Market leaders and teams

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. 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!

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