Senior Client Partner

obin-ai; New York (NY); On-site; USD 250,000 - 350,000; Full time

Job summary

Obin is seeking a Senior Client Partner to own the firmwide relationship with one of its flagship insurance clients—the C-suite relationship, the account arc, and the ROI narrative. You will set pricing and ROI for expansion, lead steering committees, and sponsor risk, compliance, and procurement processes.

You will mentor Client Partners, translate ambitions into a funded, defensible commercial roadmap, and drive year-over-year growth across the account with a standing 20%+ YoY growth target.

Qualifications

• 15+ years of overall experience in Financial Services / Insurance.
• Credible experience in Financial Services / Insurance operating models, economics, and regulatory context.

Responsibilities

• Own the Firmwide Relationship: serve as the executive sponsor and trusted advisor to C-suite stakeholders across the client's business units, owning the overall account arc and the commercial number.
• Pricing & ROI Strategy: set pricing and shape the ROI story for expansion initiatives; own the steering committee cadence with client executives.
• Executive-Level Qualification: lead early-stage exec engagement to establish and quantify business pain and identify the executive champion for new initiatives.
• Executive Air Cover on Regulated Risk: provide sponsorship through model risk, third-party vendor risk, InfoSec, legal, and procurement reviews.
• Commercial Close: own commercial terms and signing, ensuring a clean handoff to delivery.
• Expansion Roadmap: track ROI against commitments, run QBRs, identify and pitch ongoing expansion pipeline (20%+ YoY).
• Manage & Develop Client Partners: coach and develop Client Partners.
• Cross-Functional Partnership: collaborate with Presales, Forward Deployed PM/Engineering, and Industry Expert to translate goals into fundable initiatives.
• Industry & GTM Voice: represent Obin's insurance GTM perspective to product and leadership.

Skills

Years of Experience

FSI Background

Owns the Number

Technical Fluency

Trusted C-Suite Advisor

Growth Orientation

Job description

The Role

Obin drives strategic growth in financial services by leading critical transformations across Insurance Advisory, Claims, Financial Planning, and the Investment Office.

We are looking for a Senior Client Partner to own the firmwide relationship with one of Obin's flagship insurance clients — the C-suite relationship, the account arc, and the number. You are the executive sponsor of the account: the person the client's leadership calls when they want to reimagine how their firm operates, and the person who translates that ambition into a funded, defensible commercial roadmap.

This is a senior, quota-carrying role for someone who can set pricing and the ROI narrative for expansion, run steering committees with C-suite stakeholders, and provide executive air cover through the risk, compliance, and procurement gauntlet that regulated financial institutions require. You will also manage and develop the Client Partner(s) who own the day-to-day divisional relationships beneath you, and act as the account's connective tissue across Obin's commercial, product, and delivery teams.

You are, first and foremost, a trusted advisor to the C-suite — someone client executives call before they've fully framed the problem. And you are always scanning: every account under your ownership should be growing year over year, with a target YoY growth as the baseline expectation of the seat, not a stretch goal.

What You Will Do

• Own the Firmwide Relationship: Serve as the primary executive sponsor and trusted advisor to C-suite stakeholders across the client's business units, owning the overall account arc and the commercial number.
• Pricing & ROI Strategy: Set pricing and shape the ROI story for expansion initiatives; own the steering committee cadence with client executives.
• Executive-Level Qualification: Lead early-stage exec engagement to establish and quantify business pain in operating detail, and identify the executive champion for new initiatives.
• Executive Air Cover on Regulated Risk: Provide senior-level sponsorship through model risk, third-party vendor risk, InfoSec, legal, and procurement review — the stage where regulated financial-institution deals most often stall.
• Commercial Close: Own commercial terms and signing alongside the Client Partner(s), ensuring a confirmed executive sponsor and a clean handoff to the delivery team.
• Expansion Roadmap: Track realized ROI against commitments, run QBRs, and continuously identify, quantify, and pitch the account's ongoing expansion pipeline — with a standing target of 20%+ YoY account growth.
• Manage & Develop Client Partners: Manage the Client Partner(s) who own individual business-unit relationships (e.g., Insurance Advisory, Claims, Financial Planning, Investment Office), providing coaching, deal strategy, and executive escalation support.
• Cross-Functional Partnership: Partner with Presales Engineering, Forward Deployed PM/Engineering, and Obin's Industry Expert to translate ambiguous, firmwide transformation goals into scoped, fundable initiatives.
• Industry & GTM Voice: Represent Obin's point of view on the insurance vertical to product and GTM leadership, sharpening pitch, roadmap, and product narrative for this account and the vertical at large.

What We Are Looking For

Must Have

• Years of Experience: 15+ years of overall experience, including a strong Financial Services / Insurance background.
• FSI Background: Deep, credible experience in Financial Services / Insurance — the operating model, economics, and regulatory context that shape technology transformation at large regulated institutions.
• Owns the Number: A proven track record carrying and exceeding a commercial quota on large, multi-stakeholder enterprise accounts — ideally accounts with more than one economic buyer spanning multiple business units.
• Technical Fluency: Comfortable operating at the intersection of commercial and technical conversations — credible enough with technology and AI/agentic concepts to partner directly with product, presales, and forward-deployed engineering teams, not just relay between them.
• Trusted C-Suite Advisor: Established credibility with C-suite stakeholders at major financial institutions, with a track record of being sought out as an advisor rather than just a vendor contact.
• Growth Orientation: A relentless, always-on instinct for identifying expansion opportunity — measured against YoY account growth.

Good to Have

• Career-Switcher Profile: Began a career in consulting or finance before transitioning into technology GTM/account leadership — bringing both the credibility of an FSI/consulting background and fluency in how tech companies sell and deliver.
• Experience running executive steering committees or governance forums, and setting pricing/ROI narratives for expansion deals.
• Experience navigating regulatory, compliance, and procurement review cycles at large, regulated financial institutions.
• People-leadership experience — has managed, mentored, or developed client-facing talent (Client Partners, Account Managers, or equivalent).
• Excitement about operating in an early-stage environment, with the potential to shape both the company and the industry.

Base compensation range:

$250,000 - $350,000

Plus Annual Bonus + Equity