Solutions Specialist Leader - Fraud
United States
Sales – Sales /
Full-time /
Remote
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.
Our Solutions Specialist team at Plaid combines deep product and industry knowledge and is focused on bringing new Plaid solutions to an ever-broadening set of businesses. The team works in partnership with our Product and Go-To-Market (GTM) with shared ownership of solution adoption and revenue.
As a Fraud Solutions Leader, you will be the senior solution sales leader accountable for the overall performance of Plaid’s Fraud solutions. You will lead a team of Solutions Specialists to plan, execute and support the sales process to achieve/exceed quarterly targets across the company. In this role, you will be a trusted advisor and a Fraud subject matter expert with core capability and expertise within the Fraud space inclusive of Fraud, Risk, Identity Verification, KYC/AML and Identity space.
In addition to leading the team, the Fraud Solutions Leader acts as a “business expert” function providing leadership, business insight and strong individual contribution to both the challenges and opportunities in the local business. In this role you will be expected to get into the details and be hands-on in the business to support the sales teams and ensure the region is achieving its overall business objectives. A successful candidate will be an experienced Fraud business sales leader who has a demonstrated ability in strategic sales planning, exceptional customer/partner relationship management, sales talent assessment/development and sales execution. The ability to hold others accountable and demonstrate impact and influence without direct control while maintaining excellent cross-boundary collaboration are critical success factors for the role.
Responsibilities
- Drives company-wide revenue performance for Fraud solutions under purview
- Expected to maintain and report a revenue forecast for the Fraud solutions under their purview
- Ensures appropriate 4 quarter pipeline qualified in place by workload/solution
- Participates in sales calls, customer meetings, industry events, etc as a thought leader and market expert in areas relevant to Fraud solutions under their purview
- Hires and manages Solutions Specialists to support Fraud solutions under their purview
- Develops a high-performing team by hiring diverse talent, prioritizing development, leading by example and by preparing people for more senior positions in other parts of the organization
- Coaches Seller’s with a “challenger mentality” by prompting Seller’s to engage early and lead with new insights on how to grow the customers’ business
- Maintains a real-time understanding of where (segments/verticals/geos) Plaid has product-market-fit for its Fraud solutions and what is needed to open new markets
- Serves as a trusted advisor to segment level Sales leadership to devise, execute and update go-to-market strategies for the Fraud solutions under their purview
- Outlines opportunities for improvement in Plaid’s structure and systems and works with GTM and Product leadership to prioritize fixes and drive resolution
- Participates in Plaid’s quarterly and annual planning process; sets ambitious targets for the Fraud solutions under their purview and outlines what is needed to achieve and exceed the target
Qualifications
- 7+ years of relevant market experience
- 3+ years of managing a revenue-driving team
- Deep experience and market knowledge within the Fraud space inclusive of Fraud, Risk, Identity Verification, KYC/AML and Identity space
- Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation
- Strong communication and presentation skills, and an ability to build relationships with prospects and customers, up to the C-suite
- Strong collaboration skills and ability to work across a variety of internal stakeholders
- Excitement to work in a high-growth environment and to help build processes and scale product growth across the revenue team
$112,199 - $251,370 a year
The target base salary for this position ranges from $112,199/year to $251,370/year encompassing all 4 zones. 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.
