Key Account Manager

FICO; United States; Remote; USD 91,000 - 143,000; Full time

Job summary

FICO, a global analytics software leader, is seeking an Automotive Financial Services Account Manager in the United States. You will own client relationships, drive pipeline growth, and deliver AI-driven decisioning for top automotive finance organizations.

Collaborate with senior account executives on enterprise deals, manage early-to-mid-stage opportunities, and build trusted lender relationships across credit, risk, funding and servicing functions.

Qualifications

• 5+ years of success selling technology or analytics solutions in automotive finance
• Experience engaging decision-makers in lending, risk, or servicing
• Ability to generate leads and move opportunities through the sales cycle
• Strong understanding of B2B tech sales cycles

Responsibilities

• Drive Pipeline Growth by prospecting and advancing automotive finance accounts across captives, banks and indirect lenders
• Lead early-to-mid-stage opportunities independently while collaborating on complex enterprise deals
• Engage automotive lenders and build relationships with stakeholders in credit, risk, funding, servicing and customer experience functions
• Craft winning proposals with product, delivery and marketing to show ROI of AI/analytics solutions
• Contribute to account strategy and provide insights from client interactions and market engagement
• Champion client needs to shape solution positioning, product strategy and go-to-market plans
• Advance your career by deepening expertise in automotive finance technology sales through mentorship and exposure to strategic accounts

Skills

Sales Experience

Enterprise Sales

Prospecting

Sales Cycle Knowledge

Industry Insight Auto-Finance

Growth Mindset

Resilience & Drive

Team Collaboration

Travel Readiness

Education

Bachelor’s degree in business/finance/technology

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 fulfil your career potential! The Opportunity Accelerate your sales career in automotive lending technology with FICO’s industry-leading solutions. Are you ready to take the next step in your sales journey—owning client relationships, driving pipeline growth, and delivering cutting‑edge AI‑driven decisioning and optimization solutions to top automotive finance organizations? As an Automotive Financial Services Account Manager at FICO, you’ll collaborate with senior account executives managing some of our most strategic OEM and indirect lending partnerships, while leading your own sales initiatives and expanding your portfolio. With over 60 years of innovation and consistent growth, FICO empowers automotive lenders worldwide to make smarter, faster decisions across credit origination, fraud prevention, collections, compliance, and customer management. If you’ve sold technology into the auto‑finance ecosystem and are eager to deepen your industry impact and advance toward senior enterprise sales, this is your opportunity.

What You'll Contribute

• Drive Pipeline Growth: Take ownership of prospecting, qualifying, and advancing automotive finance accounts, applying proven sales strategies to build a robust pipeline across captives, banks, and indirect lenders.
• Lead Sales Execution: Manage early‑to‑mid‑stage opportunities independently while collaborating on complex enterprise deals with senior colleagues.
• Engage Automotive Lenders: Build trusted relationships with stakeholders in credit, risk, funding, servicing, and customer experience functions.
• Craft Winning Solutions: Partner with product, delivery, and marketing teams to develop proposals that demonstrate how FICO’s AI, analytics, and optimization technologies drive measurable ROI.
• Contribute to Account Strategy: Participate in account planning and growth initiatives, providing insights from your client interactions and market engagement.
• Champion Client Needs: Surface feedback from lenders to shape solution positioning, product strategy, and go‑to‑market plans.
• Advance Your Career: Deepen your expertise in automotive finance technology sales through hands‑on experience, exposure to strategic accounts, and mentorship from senior FICO leaders.

What We're Seeking

• Sales Experience: 5+ years of success selling technology or analytics solutions into automotive finance, OEM captives, or indirect lenders, with a proven record engaging decision‑makers in lending, risk, fraud, or servicing.
• Enterprise Sales Ambition: A clear drive to grow into senior enterprise sales roles, with the curiosity and discipline to learn from complex deals and seasoned mentors.
• Prospecting Strength: Demonstrated ability to generate leads, qualify opportunities, and build momentum in the auto‑finance sector.
• Sales Acumen: Knowledge of B2B technology sales cycles, with the ability to independently manage deals and collaborate on enterprise pursuits.
• Industry Insight: Awareness of auto‑finance trends—digital retailing, AI decisioning, credit optimization, fraud prevention, and portfolio management analytics.
• Growth Mindset: Coachable, communicative, and motivated to learn and collaborate across teams.
• Resilience & Drive: Thrives in a fast‑paced, results‑oriented environment with a strong sense of ownership.
• Team Orientation: Collaborative spirit with initiative to deliver individual results while contributing to team success.
• Travel Flexibility: Willingness to travel up to 25–30% for client meetings, industry conferences, and account development.
• Education: Bachelor’s degree in business, finance, technology, or related field—or equivalent commercial experience.

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: $91,000 to $143,000 with this range reflecting differences in candidate knowledge, skills and experience.

Why Make a Move to FICO?

• Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.
• Fraud Detection and Security — 4billion 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!

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.

Information submitted with your application is subject to the FICO Privacy policy at https://www.fico.com/en/privacy-policy.