Plaid

Account Executive Leader - Fraud

Job Description

The Fraud Product Sales team at Plaid is a specialist, solutions-focused sales organization responsible for driving adoption and growth of Plaid’s emerging products across both new and existing customers. This team plays a critical role in scaling products, translating customer needs into commercial opportunities, and accelerating Plaid’s next phase of growth through consultative, value-driven selling.

As Account Executive Leader - Fraud, you will be responsible for the performance and growth of Plaid’s Fraud solutions, serving as a player-coach who both leads and directly closes strategic deals. You will bring deep expertise across fraud, risk, and identity verification to drive new business and expansion, partnering closely with Product and cross-functional Go-To-Market teams to shape sales strategy, develop specialist AEs, and translate complex customer fraud challenges into meaningful, revenue-generating outcomes. This role is hands-on by design and is ideal for a seasoned fraud sales leader who thrives in ambiguity, influences without direct authority, and is motivated by scaling emerging solutions.


Responsibilities
  • Owns and drives company-wide revenue performance for Plaid’s Fraud solutions, with clear accountability for revenue growth, pipeline generation, and deal execution.
  • Maintains a rigorous revenue forecast for Fraud solutions
  • Builds, hires, and leads a high-performing team aligned to revenue goals, ensuring coverage, productivity, and scalable sales execution.
  • Acts as an executive seller and market expert, leading high-impact sales conversations, strategic customer engagements, and industry events to accelerate pipeline creation and close complex, enterprise deals.
  • Develops top-tier sales talent by setting a high performance bar, coaching through real deals, and preparing team members for expanded scope and senior leadership roles.
  • Coaches sellers with a challenger mindset, enabling teams to lead with insight, reframe customer risk and fraud strategies, and uncover net-new and expansion revenue opportunities.
  • Maintains a real-time view of product-market fit across segments, verticals, and geographies, identifying growth levers and partnering cross-functionally to unlock new revenue opportunities.
  • Serves as a strategic advisor to segment sales and product leadership, shaping and executing go-to-market strategies that maximize revenue impact for Fraud solutions.
  • Identifies structural, systems, and process gaps that limit revenue scale, partnering with GTM and Product leadership to prioritize and drive improvements.
  • Plays a key role in quarterly and annual planning by setting ambitious revenue targets for Fraud solutions and defining the strategy, resources, and execution plan required to exceed them.

    • 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.

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