Director, Consumer Lending Client Sales Executive (Remote)

FICO; United States; Remote; USD 132,000 - 208,000; Full time

Job summary

FICO invites a Director-level consumer lending sales leader to join our Scores division, working remotely from the United States. You will partner with North American lenders to drive adoption of FICO Score solutions, shaping business outcomes through strategic solution design and pricing decisions.

You will own pipeline management, engage with executives and technical stakeholders, and lead complex negotiations to maximize value while ensuring successful deployment and future expansion

Qualifications

• Bachelor's degree required; MBA or advanced degree preferred.
• 10+ years’ experience in consultative or solution-led B2B Analytic technology sales, ideally within financial services or risk analytics.
• Demonstrated ability to structure, position, and sell complex solutions.
• Strong commercial acumen, including pricing strategy, contracting, and deal structuring.
• Ability to engage effectively with executive, business, and technical stakeholders.
• Track record of building pipelines and consistently delivering against revenue targets.
• Excellent communication, organization, and follow-up skills with a strong customer focus.
• Comfort operating in a matrixed, cross-functional environment.
• Ability to travel up to 50% to meet with clients required.

Responsibilities

• Identify, qualify, and develop new and existing client opportunities for FICO Score solutions.
• Lead discovery discussions to understand client use cases, technical environments, and business objectives.
• Position FICO Scores from a business and technical perspective, articulating value across multiple use cases.
• Design and document solution approaches, including FICO Score roadmaps, demos, and tailored narratives.
• Own the solution overview sections of RFPs and proposals, coordinating internal contributors.
• Develop and manage pipeline, forecast accurately, and provide regular status updates to leadership.
• Design commercial strategies, including pilots or proofs of concept as appropriate.
• Collaborate with Scores leadership to develop pricing strategies and obtain quotes.
• Support negotiations and contract finalization, defending Score-specific terms as needed.
• Remain engaged through early implementation to resolve complex issues and ensure adoption.
• Identify expansion opportunities driven by new use cases or volume growth.

Skills

Consultative sales

Executive engagement

Pipeline development

Cross-functional collaboration

Education

Bachelor's degree

MBA preferred

Job description

Director - Consumer Lending Client Sales Executive

Location: Work from Home, United States

Time Type: Full time

Job Description

FICO (NYSE: FICO)is a leading global analytics software company, helping businesses in 100+ countries make better decisions. Join our world-class team today and fulfill your career potential!

The Opportunity

If you're looking for your next opportunity to make a meaningful business impact across the consumer lending industry, bring business expertise to FICO's Scores division, where you will partner with North American lenders helping them grow and serve customers. FICO's Scores unit is home to the world's #1 credit score – the FICO® Score – that powers over 10 billion decisions each year.

What You'll Contribute

• Identify, qualify, and develop new and existing client opportunities for FICO Score solutions.
• Lead discovery discussions to understand client use cases, technical environments, and business objectives.
• Position FICO Scores from both a business and technical perspective, articulating value across multiple use cases.
• Design and document solution approaches, including FICO Score roadmaps, demos, and tailored solution narratives.
• Own the solution overview sections of RFPs and proposals, coordinating internal contributors to ensure accuracy and alignment.
• Develop and manage pipeline, forecast accurately, and provide regular status updates to internal leadership.
• Design commercial strategies, including determining when pilots or proofs of concept are appropriate.
• Collaborate with Scores leadership to develop pricing strategies and obtain quotes.
• Actively participate in negotiations and support contract finalization, defending Score‑specific terms when required.
• Remain engaged through early implementation to resolve complex Score‑related issues and ensure successful adoption.
• Identify expansion opportunities driven by new use cases, volume growth, or additional Score adoption.
• Represent FICO Scores in executive meetings, client forums, and industry events as needed.

What We're Seeking

• Bachelor’s degree required; MBA or advanced degree preferred.

• 10+ years’ experience in consultative or solution‑led B2B Analytic technology sales, ideally within financial services or risk analytics.
• Demonstrated ability to structure, position, and sell complex solutions.
• Strong commercial acumen, including pricing strategy, contracting, and deal structuring.
• Ability to engage effectively with executive, business, and technical stakeholders.
• Track record of building pipelines and consistently delivering against revenue targets.
• Excellent communication, organization, and follow‑up skills with a strong customer focus.
• Comfort operating in a matrixed, cross‑functional environment.
• Ability to travel up to 50% to meet with clients required.

Our Offer to You

• An inclusive culture strongly reflecting our core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others.
• The opportunity to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences.
• Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so.
• An engaging, people‑first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.
• The targeted base pay range for this role is: $132,300 to $207,900 with this range reflecting differences in candidate knowledge, skills and experience.

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Why Make a Move to FICO?

At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics. You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.

Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.

Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.

Lending — 3/4 of US mortgages are approved using the FICO Score.

Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career. Join FICO and help change the way business thinks!

Learn more about how you can fulfil your potential at www.fico.com/Careers

FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.

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