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About the Role
Own a set of business-unit relationships inside one of Obin's largest insurance clients, and grow them. This is a quota-carrying seat where you work alongside the Senior Client Partner to identify, scope, price, and fund new opportunities within the client's divisions.
Responsibilities
- Manage divisional relationships and become the go-to person for operating leaders.
- Own expansion targets within business units and develop a roadmap to achieve them.
- Conduct discovery to understand actual workflows, exception paths, and current process costs.
- Develop business cases that quantify value using the client's metrics and align initiatives with financial acceptance.
- Track realized value against commitments and address discrepancies with the client.
- Run quarterly business reviews that are valuable to executives, helping to build the QBR program.
- Navigate deals through risk, security, legal, and procurement processes.
- Partner with delivery teams to align commitments with engineering capacity.
Requirements
- Possess financial services credibility with a working knowledge of the industry's operating model, economics, and the impact of compliance and model risk on timelines.
- Have personally carried a number (sales target) and be able to discuss a missed quarter honestly.
- Demonstrate experience in account growth within complex tech environments, where the buying committee was challenging.
- Exhibit executive presence, capable of engaging senior operating leaders effectively.
- Be comfortable with ambiguity, including a lack of a finished playbook, rate card, or QBR template.
- Have 8 to 12 years in insurance, financial services, consulting, or enterprise technology sales to financial institutions (good to have).
- Have a career that started in consulting, insurance, or operations and moved into technology go-to-market (good to have).
- Possess sufficient fluency in AI architecture, security, and governance to be credible with technology and risk leaders (good to have).
- Have experience building ROI narratives for transformation programs (good to have).
- Have experience in an early-stage or high-growth company (good to have).
Skills
- Sales
- Account Management
- Business Development
- Relationship Building
- Financial Modeling
- Value Quantification
- Deal Navigation
- Risk Management
- AI Architecture
- Security
- Governance
Location
- Client Site
Work Type
- Full-time
- Quota-carrying
- Individual Contributor
Experience Level
- Mid-Senior Level
About the Company
- Obin provides AI agents trained on specific financial institution workflows, operating within the client's cloud and governance boundaries.
- Their AI solutions are auditable, traceable, and reversible, owned entirely by the client.
- They serve leading institutions in insurance, private credit, private equity, and commercial lending.
- Founded by experienced leaders from JPMorgan Chase, Silver Lake, and Google.
- Advisors include Fei-Fei Li and Lukasz Kaiser.
- Currently in production at institutions managing over $1 trillion in assets.
- Profitable since seed funding and closing a Series A round.