Principal, FSI

Nimble Gravity

16h•Hybrid

About The Position

The Principal, FSI is responsible for driving net-new growth across the financial services ecosystem, including banking, insurance, and capital markets. This role involves deepening co-sell motions with Microsoft's FSI organization, scaling the Databricks partnership, and building Anthropic-led AI engagements. The ideal candidate will have experience selling consulting and professional services into FSI, understand where AI can deliver measurable ROI in regulated environments, and possess the discipline to manage a partner-driven pipeline effectively. Nimble Gravity is a data, AI, and digital engineering consultancy with approximately 250 employees, known for blending business insight with technical expertise to achieve real-world outcomes. The company has a strong presence in financial services, holding MSAs with over 20 FSI accounts, being a Microsoft FSI Partner of the Year finalist, and acting as a launch partner for Anthropic Claude on Azure Foundry. This position is crucial for capitalizing on the convergence of Microsoft, Databricks, and Anthropic platforms within the FSI sector.

Requirements

5+ years of relevant experience selling technology or management consulting services into financial services, ideally with breadth across banking, insurance, and capital markets, and depth in one.
Working understanding of FSI business models (underwriting, claims, distribution, policy admin, lending, deposits, payments, trading, research, portfolio operations) and the regulatory environment.
Demonstrated success selling side-by-side with Microsoft account teams.
Experience with Databricks and/or Anthropic partner ecosystems is a strong differentiator.
Working knowledge of the enterprise data and AI landscape with an operator's bias, comfortable speaking to data platforms, agents, evaluation, and governance.
Proven track record of full-stack net-new customer acquisition (leads generated, win rate, new-customer revenue, Azure consumption influenced, shortened sales cycles).
Experience defining best-in-class sales support processes and being hands-on to achieve customer growth.
Strong program and project management skills.
Experience navigating and leading others in an entrepreneurial environment to achieve high performance.
Experience building executive-level communications and presentations, including vision videos and prototype-led proposals.
Fluent English required.
Experience with revenue operations tools and systems; HubSpot preferred.
Self-starter who thrives in a fast-paced environment focused on customer growth.
Proven sales experience required (carried a number and hit it).
Ability to work in the US and travel as needed; willing to spend meaningful time on-site with clients across the FSI book.

Nice To Haves

Experience co-selling Azure, Fabric, or Databricks into FSI clients strongly preferred.
Familiarity with the STU/ATU structure, MACC, MAL, and ECIF is a major plus.
If you don't have experience with Databricks and/or Anthropic partner ecosystems yet, you're hungry to build it fast.
Spanish proficiency a plus.

Responsibilities

Serve as a trusted advisor to senior executives at banks, insurance carriers, brokers, reinsurers, asset managers, and capital markets firms.
Identify value-creation levers across underwriting, claims, distribution, policy administration, lending, deposits, payments, trading, research, and investment operations.
Build roadmaps that translate AI and modern data platforms into measurable ROI.
Drive net-new customer acquisition and revenue growth through the Microsoft FSI channel, working closely with Microsoft to identify, pursue, and close opportunities focused on Azure Foundry, Fabric, Databricks projects, and Claude engagements.
Maintain active coverage of named Microsoft field sellers across Banking, Insurance, and Capital Markets, using HubSpot as the system of record to manage partner relationships and pipeline.
Develop the FSI service line by working cross-functionally to refine scalable offers such as claims acceleration, secondary portfolio intelligence, regulatory and compliance review, agentic workflows, evaluation systems, and AI operating model design.
Act as the bridge between FSI clients and partners (Microsoft, Databricks, Anthropic), aligning incentives, managing expectations, and surfacing issues to ensure joint pursuits stay on track.
Execute scalable Microsoft co-sell by running repeatable processes with Microsoft ATU and STU to drive customer acquisition and expansion, refining joint messaging, and identifying high-value accounts.
Own pipeline generation across the FSI book, participating in lead-generation campaigns, joint events, and account-based plays with partner field teams.
Own complex sales cycles end-to-end, from initial engagement to proposal, negotiation, and close, positioning AI and data platform capabilities as critical for client modernization.
Stay informed about FSI trends, regulatory shifts, competitor moves, and platform roadmaps from Microsoft, Databricks, and Anthropic, providing feedback to internal teams to shape differentiating offers.
Partner with delivery, marketing, engineering, RevOps, and leadership to align sales initiatives with business objectives and ensure clean handoffs between sales and delivery.
Establish and track revenue goals, using HubSpot, FSI account mapping, and partner relationship signals to inform strategy.