Sales Engineer Manager - SMB
New York / Raleigh-Durham
Sales – Sales /
Full-time /
Hybrid
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, Washington D.C., London and Amsterdam.
Sales Engineering unlocks and empowers prospects’ full potential on the Plaid Network. We bring product expertise and drive Revenue outcomes by being customer-obsessed technical advisors in the pre-sales process. The SMB Sales Engineering team is dedicated to empowering the next generation of entrepreneurs and growing businesses. We believe that access to better financial technology can unlock transformative growth—and we’re here to help make that possible. As technical partners in the sales process, we work hand-in-hand with our SMB Sales team to deliver tailored solutions, share scalable best practices, and drive meaningful outcomes. By bringing deep product knowledge and a relentless focus on the customer, we help SMBs realize the full potential of the Plaid Network and build financial tools that serve their communities.
You’ll lead Plaid’s high-performing SMB Sales Engineering team as a player-coach, contributing directly to strategic deals while guiding the team. In this role, you’ll serve as a hands-on technical leader supporting technical discovery, scoping tailored solutions, and aligning stakeholders to drive customer outcomes. You’ll also define and scale the SMB segment strategy by building repeatable sales plays, enablement content, and solution assets that accelerate deal velocity. Partnering cross-functionally, you’ll ensure customer insights shape both sales strategy and product direction, while mentoring your team through regular coaching and development.
Responsibilities
- Coach and develop a team of Sales Engineers through regular 1:1s, feedback cycles, and focused skill-building initiatives
- Lead high-impact Small Business deals as a hands-on technical partner to Account Executives, shaping Plaid-powered solutions and driving deal momentum through demos, POCs, and scoping reviews
- Create and refine segment-specific demo scripts, reference architectures, and sales plays to improve time-to-value and consistency across engagements
- Define and track key pre-sales metrics (e.g., demo-to-close rate, cycle time) to inform strategy and continuously optimize the playbook
- Represent SMB pre-sales in cross-functional forums, advocating for segment needs and influencing broader strategic initiatives
- Translate customer feedback and technical insights into actionable input for product roadmap planning
- Partner with Revenue Leadership and Sales Engineering leadership on resource planning, enablement programs, and SE career development for the Small Business segment
- Partner with Revenue Leadership on deal and segment strategy for efficient and impactful SE resource utilization
Requirements
- 5+ years of experience in Sales Engineering or Solutions Engineering
- 1–2 years in a formal management, team lead, or player-coach role, with a track record of scaling Sales Engineering teams
- Background in FinTech, payments, risk, credit, or fraud solutions preferred
- Proven ability to architect and close pre-sales engagements in SMB or other high-volume segments
- Strong business and technical acumen, with the ability to navigate both detailed API/integration conversations and high-level value discussions
- Exceptional coaching skills, with experience mentoring peers, delivering actionable feedback, and developing technical talent
- Excellent written and verbal communication skills, with confidence engaging both technical and non-technical stakeholders
- Proven ability to apply AI tools and techniques to improve Sales Engineering efficiency and quality, particularly in developing solution guides and demos
- Hands-on experience with web services, RESTful APIs, SDK integration, and architecting API-based solutions
- Customer-centric mindset and consultative selling approach
- Willingness to travel up to 20% as needed
- Based in NY-metro area, strongly preferred
$94,483 - $178,080 a year
The target base salary for this position ranges from $94,483/year to $178,080/year. The target base salary will vary based on the job's location.
Our geographic zones are as follows:
Zone 1 - New York City and San Francisco Bay Area
Zone 2 - Los Angeles, Seattle, Washington D.C.
Zone 3 - Austin, Boston, Denver, Houston, Portland, Sacramento, San Diego
Zone 4 - Raleigh-Durham and all other US cities
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.
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.
