Sales Leader - Insurance Vertical

FICO

6d • Remote

About The Position

"FICO is looking for a dynamic and results-driven Regional Sales Director to lead our North American Insurance sales team. Insurance is FICO's strategic growth segment, and this is a rare opportunity to shape its direction, accelerate growth, and establish FICO as the partner of choice for insurers across the continent. You'll own the North American insurance territory, lead a high-performing team, and bring equal obsession with delivering results and developing the people who drive them — because at FICO, we believe sustainable growth is built on the strength of the team behind it. If you're a leader who wins through your people while embodying our values of Act Like an Owner, Delight our Customers, and Earn the Respect of Others, we want to hear from you. We are looking for a leader who combines commercial excellence with cultural leadership — someone who arrives with a clear point of view on what great looks like, the discipline to build a business plan that reflects it, and the presence to set the tone for how the team operates day in and day out."

Requirements

• 10+ years of enterprise sales experience, with 2–3+ years in a sales leadership role; direct experience selling into the North American insurance market strongly preferred.
• Deep familiarity with the insurance landscape across P&C and life sectors, with the ability to engage credibly with senior executives on underwriting, claims, fraud, and risk management.
• An established network of C-suite and senior executive relationships at North American insurance carriers, brokers, and reinsurers, with the credibility to open doors and accelerate enterprise deals across the ecosystem.
• Proven track record of consistently exceeding revenue targets and driving sustained growth in complex, regulated markets, backed by the strategic discipline to build and execute a detailed business plan that sets the team up to overachieve — not just meet — expectations.
• Demonstrated ability to build, coach, and scale high-performing, geographically distributed teams, with a personal commitment to continuous learning and development that makes the people around you better. You model coachability, actively seek feedback, and lead from the front.
• Hands-on experience coaching teams on MEDDPICC or a comparable enterprise sales methodology.
• A strong command of value-based selling and negotiation, with the ability to connect FICO's solutions to measurable client outcomes and sustain that value narrative across the full customer lifecycle.
• Strong communication and interpersonal skills, with the ability to build trust, influence stakeholders, and operate effectively across a matrixed organization.
• Experience leveraging partner ecosystems to scale go-to-market and delivery capabilities.
• Curiosity and strategic thinking, with the ability to connect industry trends, client needs, and FICO's solutions into compelling value propositions.
• Equal obsession with hitting numbers and developing people, with a track record of building teams that consistently perform at a high level over time.
• Ability and willingness to travel for customer meetings, internal and external events.

Responsibilities

• Develop and execute a North American insurance territory strategy focused on driving growth across P&C and life segments, while identifying expansion opportunities in other specialty lines.
• Go beyond high-level direction by owning a detailed business plan built to overachieve consistently — defining the strategy, the culture, and the operating standards that enable your team to perform at their best quarter after quarter.
• Build trusted relationships with senior executives at North America's leading insurance carriers, brokers, reinsurers, and key ecosystem partners to drive strategic alignment, gather customer feedback, and elevate FICO's thought leadership in the market.
• Deliver consistent revenue growth through complex, multi-stakeholder enterprise deals, expanding strategic accounts and driving long-term value creation.
• Champion value-based selling, principled negotiation, and value realization as core disciplines across the team — ensuring every engagement is anchored in the customer's business outcomes and that FICO's impact is clearly demonstrated and sustained across the full client lifecycle.
• Champion MEDDPICC as the team's common language for deal management, coaching reps on opportunity qualification, deal strategy, and pipeline progression through regular one-on-ones, deal reviews, and performance conversations.
• Foster a highly collaborative, cross-functional environment, aligning Marketing, Pre-Sales, Customer Success, Product, Professional Services, Legal and FP&A around shared client outcomes to deliver solutions that address the specific compliance, integration, and business requirements of insurance clients.
• Leverage and orchestrate strategic partner ecosystems — including GSIs, consulting firms, and industry partners — to accelerate growth, extend coverage, and ensure successful delivery.
• Develop and retain top talent by pairing a relentless focus on revenue outcomes with a genuine investment in your people. Lead from the front by modeling the coachability and commitment to continuous learning you expect from your team — making it visible through your own actions that growth is a personal responsibility, not a corporate initiative.
• Promote a culture of curiosity, innovation, and continuous improvement, encouraging the team to anticipate market trends, challenge conventional approaches, and bring their best thinking to every client engagement.
• Model owner-minded leadership that earns trust from your team, clients, and senior stakeholders.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees