Senior Director, OEM Captive Finance – Auto

FICO; United States; On-site; USD 148,000 - 233,000; Full time

Job summary

FICO is seeking a strategic leader to manage key OEM captive finance relationships in the Auto Industry Practice. You will drive adoption of FICO Scores and analytics across retail, lease, and dealer programs, and develop multi-year account strategies with an emphasis on revenue growth and ROI.

You will engage senior leaders across credit risk, originations, and capital markets to shape a scalable business model.

Qualifications

• Bachelor's degree required.
• MBA or advanced degree preferred.
• 10+ years of experience in auto finance, credit risk, or financial services sales and strategy.
• Established relationships with senior leaders at captive finance companies and a strong network across OEM/dealer ecosystem.

Responsibilities

• Look after a portfolio of top OEM captive finance companies as their trusted partner.
• Drive adoption and growth of FICO Scores across retail, lease, and dealer programs.
• Build and execute multi-year account strategies with clear segmentation, positioning, and growth targets.
• Build C-level trust with captive leaders across credit risk, originations, pricing, capital markets, and dealer operations.

Skills

Executive leadership

Strategic selling

Account management

Relationship building

Public speaking

Travel readiness

Education

MBA or advanced degree preferred

Tools

CRM systems

Data analysis tools

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 Want to shape how the world's largest automakers finance their customers? Join the FICO® Score Auto Industry Practice as our lead for OEM captive finance companies. Reporting to the VP of Auto Industry Practice, you will lead FICO's strategy and look after our relationships across the captive segment. Your work will protect and grow FICO® Score adoption in one of auto finance's most influential channels. Captives set credit policy, fund dealer networks, and issue some of the largest auto ABS programs in the market. The right candidate understands that influence. They turn it into lasting partnerships and help define FICO's future in auto finance.

What You’ll Contribute

• Look after a portfolio of top OEM captive finance companies as their trusted partner.
• Drive adoption and growth of FICO® Scores across retail, lease, and dealer programs.
• Build and execute multi-year account strategies with clear segmentation, positioning, and growth targets.
• Build C-level trust with captive leaders across credit risk, originations, pricing, capital markets, and dealer operations.
• Position FICO® Scores as the industry standard.
• Promote adoption of FICO's latest auto analytics, including FICO® Auto Scores and the newest FICO® Score versions.
• Deliver executive presentations that show ROI and competitive advantage across captive programs, including sub vented and incentive programs, lease, and tiered credit.
• Understand each captive's origination volumes, OEM sales priorities, funding strategy, and contract levers.
• Use them to find revenue growth and cross-sell opportunities.
• Work closely with FICO capital markets and ABS experts to drive FICO® Score use across captive ABS programs, where score standards shape investor and rating agency requirements.
• Resolve complex client challenges with recommendations on contracting, pricing, and service delivery.
• Leverage FICO experts in scores, analytics, and capital markets across a matrixed sales organization.
• Lead business reviews that track performance against client goals and flag material changes to internal teams.
• Keep a disciplined pipeline in CRM and track results against set KPIs.
• Serve as a strategic advisor to the VP of Auto.
• Bring captive market insight and competitive intelligence to the FICO® Scores Leadership Team.
• Provide thought leadership through client engagements, industry events, and executive briefings.
• Help build the captive segment over time, with the opportunity to grow and lead a team as the business scales.

What We’re Seeking

• Bachelor's degree required.
• MBA or advanced degree preferred.
• Experience in a key decision-making role at an OEM captive finance company.
• 10+ years of experience in auto finance, credit risk, or financial services sales and strategy.
• Deep background in credit strategy, credit risk, risk-based pricing, or business strategy, with a proven track record of using credit scores to advance captive lending objectives.
• Established relationships with senior leaders at captive finance companies and a strong network across the OEM and dealer ecosystem.
• Progressive leadership experience in auto finance, with proven success delivering enterprise solutions with lenders and automotive dealers.
• Expert consultative selling skills and the ability to turn complex, ambiguous business problems into tailored solutions.
• Experience building account plans and driving revenue growth in a matrixed, collaborative environment.
• Outstanding executive presence, with strong storytelling, negotiation, and relationship skills.
• Working knowledge of captive funding models, including auto ABS strongly preferred.
• Strong analytical skills and experience developing market insight and competitive positioning.
• Ability to travel 25% to 35% for client meetings, industry conferences, and planning sessions.

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.

The targeted base pay range for this role is: $148,400 to $233,200 with this range reflecting differences in candidate knowledge, skills and experience.

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.

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.

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

FICO powers decisions that help people and businesses around the world prosper. Founded in 1956, FICO has been the trusted backbone of financial decisioning for more than seven decades. We empower businesses worldwide with applied intelligence and advanced analytics to transform complex data into fair, explainable, and actionable decisions — enabling smarter outcomes, stronger customer relationships, and sustainable growth. FICO clients include more than half of the top 100 banks in the world, more than 600 personal and commercial line insurers in North America and Europe, 400+ retailers and general merchandisers, all of the 100 largest U.S. credit card issuers, and more. FICO is a global leader in analytics software, empowering businesses to make smarter, faster decisions through cutting-edge data science, machine learning, and AI. Creators of the iconic FICO® Score — the standard in credit decisioning — and recognized in both the Forrester Wave™ and Gartner® Magic Quadrant™ for its decision intelligence. FICO delivers a powerful platform built on Applied Intelligence, combining advanced analytics with explainable AI to drive transparency, reduce risk, and enable hyper-personalized customer experiences at scale. Trusted by organizations across financial services, insurance, payments, and beyond, FICO turns data into decisions that matter.