Key Account Manager - Auto

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

Job summary

FICO is seeking an Automotive Financial Services Account Manager in the United States to own prospecting, qualify opportunities, and drive pipeline across lenders. You will manage early- to mid-stage opportunities and collaborate on complex enterprise deals with senior teammates.

You will build trusted relationships with lenders, craft proposals showcasing FICO’s AI and optimization capabilities, and contribute to account strategy while traveling up to 25–30% for client meetings.

Qualifications

• 5+ years of success selling technology or analytics solutions into automotive finance, OEM captives, or indirect lenders.
• Engage decision-makers in lending, risk, fraud, or servicing.
• A clear drive to grow into senior enterprise sales roles, with curiosity to learn from complex deals.
• Knowledge of B2B technology sales cycles and ability to manage deals independently.
• Awareness of auto-finance trends such as digital retailing, AI decisioning, credit optimization, fraud prevention.
• Coachable, communicative, and motivated to collaborate across teams.
• Travel up to 25–30% for client meetings and industry events.

Responsibilities

• Drive Pipeline Growth: prospect, qualify, and advance automotive finance accounts across captives, banks, and indirect lenders.
• Lead Sales Execution: manage early- to mid-stage opportunities and collaborate on complex enterprise deals.
• Engage Automotive Lenders: build relationships with stakeholders in credit, risk, funding, servicing, and customer experience.
• Craft Winning Solutions: partner with product, delivery, and marketing to show ROI from AI and analytics.
• Contribute to Account Strategy: participate in planning and growth insights from client interactions.
• Champion Client Needs: surface feedback to shape positioning, product strategy, and go-to-market plans.
• Advance Your Career: deepen expertise in automotive finance technology sales with mentorship from senior leaders.

Skills

Sales Experience

Enterprise Sales

Prospecting

Sales Acumen

Industry Insight

Growth Mindset

Resilience

Team Orientation

Travel Flexibility

Education

Bachelor’s degree in business, finance, technology, or related field—or equivalent commercial experience.

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.

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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.

FICO makes a real difference in the way businesses operate worldwide:

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 under-represented 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.

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