Account Director

Obin AI; New York (NY); Hybrid; USD 140,000 - 210,000; Full time

Job summary

Obin AI is looking for a high-impact Account Executive to own multi-unit expansion within a major insurance client. You will map opportunities, quantify value, and secure funding for initiatives that modernize workflows inside a regulated finance environment.

You will work closely with delivery and engineering teams to translate client needs into funded projects, manage quarterly reviews, and navigate complex governance processes to drive measurable business outcomes.

Qualifications

• Must have financial services credibility and working knowledge of the insurance/financial services industry.
• Able to carry a concrete number or quota you personally owned.
• Proven experience growing enterprise relationships where buying committees are complex.

Responsibilities

• Own expansion within your business units and build a roadmap against it.
• Discover underlying workflows and costs by getting beneath stated requirements.
• Build rigorous business cases that tie initiatives to client metrics and finance expectations.
• Lead and structure quarterly business reviews with client executives to ensure value delivery.
• Navigate deals through risk, legal, and procurement without losing momentum.

Skills

Financial services credibility

Personal quota

Enterprise account growth

Executive presence

Builder appetite

Job description

About Obin

AI has made plenty of promises. Regulated financial institutions need systems they can deploy, govern, and defend to a regulator.

Obin is the agentic workforce for regulated finance. We build AI agents trained on how a specific firm actually works — its operating logic, its edge cases, its regulatory framework — that run inside the client's own cloud and governance boundary. Every agent we build belongs to the client: their cloud, their model, their IP. Outputs are auditable, traceable, and reversible.

We help leading institutions rethink critical workflows across insurance, private credit, private equity, and commercial lending. In insurance specifically, that means advisory, claims, financial planning, and the investment office. Our founders are Apoorv Saxena (Global Head of AI at JPMorgan Chase, Managing Director at Silver Lake, Head of Product for Cloud AI at Google) and Lak Lakshmanan (Data & AI operating executive at Silver Lake, Head of Data Analytics & AI at Google). Our advisors include Fei-Fei Li and Lukasz Kaiser. We are in production at institutions representing over $1 trillion in assets, profitable since seed, and closing a Series A.

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. You work alongside the Senior Client Partner, who owns the firmwide relationship and the executive sponsorship. Your job is the layer underneath: the divisional leaders, the operating executives, and the people who actually run the workflows we are rebuilding. You find the next problem worth solving, scope it, price it, and get it funded.

This is not a customer success role. No renewal calendar, no health-score dashboard, no ticket queue. You carry a number and you build the business case that supports it.

Be clear-eyed about what this is. You are an individual contributor. You build the QBR deck yourself, sit through the InfoSec review yourself, and keep the CRM current yourself. We are building the Client Partner function now, and early people here shape it.

You will work directly with our Head of Delivery, our CTO, forward-deployed engineers, and insurance-domain experts who scope and build what you sell. Account Executives hunt net-new institutions; growth inside this client is yours.

What you will own

• Divisional relationships. Become the person operating leaders call when something is broken, not the person they call back after a QBR invite.
• A number. Own expansion within your business units and build a roadmap against it.
• Discovery. Get underneath stated requirements to the actual workflow, the exception paths, and what the current process costs.
• The business case. Quantify value in the client's own metrics. Connect every initiative to a number their finance team will accept.
• Realized value. Track what we committed against what we delivered, in the client's numbers, and raise it with them yourself when the gap goes the wrong way. This is what makes a QBR worth attending.
• Quarterly business reviews. Run them so executives find them useful. We do not have a QBR program today; you will help build it.
• Deal navigation. Move initiatives through model risk, third-party risk, InfoSec, legal, and procurement without losing momentum.
• Delivery partnership. Sequence what gets committed, staged, or declined against real engineering capacity.

What success looks like

90 days: You know your business units three levels deep, not just your champions. You have quantified what we have already delivered, in their metrics. You have named the real expansion opportunities and killed the ones that are not.

6 months: At least one new workflow scoped, priced, and funded. A QBR your executives attend without being chased.

12 months: Multiple funded initiatives across your business units, and relationships that do not depend on the Senior Client Partner being in the room.

What we are looking for

Must have

• Financial Services credibility. Working knowledge of the financial services industry. You understand the operating model, the economics, and what compliance and model risk do to a timeline.
• A number you have personally carried. Not a firm-level result. A target you owned, and a quarter you missed that you can discuss honestly.
• Account growth in a complex tech environment. You have grown an enterprise relationship where the buying committee was the hard part, not the product.
• Executive presence. You can hold a room of senior operating leaders in 30 minutes and be worth their time.
• Builder appetite. Comfortable with no finished playbook, no rate card, and no QBR template waiting for you.

Good to have

• 8 to 12 years in insurance, financial services, consulting, or enterprise technology sold into financial institutions
• A career that started in consulting, insurance, or operations and moved into technology go-to-market
• Enough fluency in AI architecture, security, and governance to be credible with technology and risk leaders — this is not an engineering role
• Experience building ROI narratives for transformation programs
• Early-stage or high-growth company experience