Job description

About Obin AI has made plenty of promises. Regulated financial institutions need systems they can deploy, govern, and defend to a regulator. Obin is the agentic workforce for regulated finance. We build AI agents trained on how a specific firm actually works — its operating logic, its edge cases, its regulatory framework — that run inside the client's own cloud and governance boundary. Every agent we build belongs to the client: their cloud, their model, their IP. Outputs are auditable, traceable, and reversible. We help leading institutions rethink critical workflows across insurance, private credit, private equity, and commercial lending. In insurance specifically, that means advisory, claims, financial planning, and the investment office. Our founders are Apoorv Saxena (Global Head of AI at JPMorgan Chase, Managing Director at Silver Lake, Head of Product for Cloud AI at Google) and Lak Lakshmanan (Data & AI operating executive at Silver Lake, Head of Data Analytics & AI at Google). Our advisors include Fei-Fei Li and Lukasz Kaiser. We are in production at institutions representing over $1 trillion in assets, profitable since seed, and closing a Series A. The role Own and grow one of Obin's largest insurance relationships, end to end. This is a key strategic account that is using Obin for AI transformation across their enterprise, and plans to expand their utilization of our platform and services by multiple 8 figures. This role is a senior, quota-carrying seat: you will own the firmwide relationship, the commercial strategy, the expansion roadmap, and the number. You’ll work closely with our CEO, Founding GTM leader, and Head of Industry for Insurance. You work at every level of the account — from the C-suite, to the divisional leaders and operating executives, to the people who actually run the workflows we are rebuilding. Your job is to become the executive the client calls before the problem is fully defined, then find the next problem worth solving, scope it, price it, and get it funded. You turn complicated operating problems into funded AI initiatives with defensible business value. This is a hands-on individual contributor role. You build the QBR deck yourself, lead the engagement yourself, and keep the CRM current yourself. You’ll build the playbooks that we use to manage the next set of 8-figure accounts. You will work directly with our Delivery team, our CTO, forward-deployed engineers, and insurance-domain experts who scope and build what you sell. Expansion here means uncovering open-ended strategic opportunities inside the institution, scoping them with engineering against real capacity constraints, developing a custom pricing model, and getting them funded Our delivery organization is finite, and demand for it is shared across every account we have. The people who thrive here treat capacity as a shared constraint and partner with delivery early, before committing to a client. What you will own • The firmwide relationship. Serve trusted advisor to C-suite leaders across the client's business units. • Divisional relationships. Become the person business leaders call first when something is broken. • The number. Own the commercial target for the account and build an expansion roadmap across business units and economic buyers. • Discovery. Get underneath stated requirements to the actual workflow, the exception paths, and what the current process costs. • Pricing and the business case. Set commercial strategy from first principles. Quantify value in the client's own metrics and connect every initiative to a number the client's CFO and finance team will accept. • Realized value. Own the ROI story after the sale. Track what we committed against what we delivered, in the client's numbers, and lead the conversation with the client to reset expectations transparently when delivery calls for it. • Quarterly business reviews and governance. Build and run a QBR program and executive steering cadence that the client's leaders find valuable. • Regulated deal navigation. Keep momentum through model risk, third-party risk, InfoSec, legal, compliance, and procurement. Own terms and signature, then a clean handoff to delivery. • Delivery partnership. Sequence what gets committed, staged, or declined against real engineering capacity, and make the call when an initiative isn't the right fit. • The playbook. Help build Obin's account strategy, governance model, and QBR program — much of this is yours to design. What success looks like 90 days: You know the account three levels deep, well beyond your champions. You have quantified what we have already delivered, in the client's own metrics. You have identified the real expansion opportunities and prioritized where to focus. 6 months: Take corporate-led initiatives from high-level commitment to an executed contract—fully scoped against engineering capacity and priced for value. . A QBR program the client's executives value and attend. 12 months: Multiple funded initiatives across multiple business units and economic buyers, and an account relationship that stands on its own, independent of our founders being in the room. What we are looking for Must have • Insurance credibility. Real working knowledge of insurance or a comparable regulated institution. You understand the operating model, the economics, and what compliance and model risk do to a timeline. • A number you have personally carried. A target you owned individually — you are a proven global/strategic account manager, and know how to originate, advance and close large expansion transactions • Complex account growth. You have grown a large enterprise relationship across multiple business units and economic buyers, where navigating the buying committee was the key challenge. • C-suite presence. The judgment to advise senior executives, respectfully challenge them, and hold a room in 30 minutes. • Builder appetite. Energized by building the playbook, pricing approach, and QBR program from the ground up. Strongly preferred • 8 to 15 years in insurance, financial services, consulting, or enterprise technology sold into financial institutions • Proven experience growing accounts in a value-based, solution-sales environment • Enough fluency in AI architecture, and governance to be credible with technology and risk leaders • Experience running executive steering committees and building ROI narratives for transformation programs • Early-stage or high-growth company experience Compensation: $175-200K base / $280-320K OTE, plus equity. NYC metro or Northeast corridor preferred. We will consider strong candidates in Connecticut, New Jersey, Philadelphia, Boston, and elsewhere who can be in New York and on client site regularly.

Requirements

Must-haves

You will work directly with our Delivery team, our CTO, forward-deployed engineers, and insurance-domain experts who scope and build what you sell.
Expansion here means uncovering open-ended strategic opportunities inside the institution, scoping them with engineering against real capacity constraints, developing a custom pricing model, and getting them funded
What you will own
The firmwide relationship. Serve trusted advisor to C-suite leaders across the client's business units.
Divisional relationships. Become the person business leaders call first when something is broken.
The number. Own the commercial target for the account and build an expansion roadmap across business units and economic buyers.
Discovery. Get underneath stated requirements to the actual workflow, the exception paths, and what the current process costs.
Pricing and the business case. Set commercial strategy from first principles. Quantify value in the client's own metrics and connect every initiative to a number the client's CFO and finance team will accept.
Quarterly business reviews and governance. Build and run a QBR program and executive steering cadence that the client's leaders find valuable.
Regulated deal navigation. Keep momentum through model risk, third-party risk, InfoSec, legal, compliance, and procurement. Own terms and signature, then a clean handoff to delivery.
Delivery partnership. Sequence what gets committed, staged, or declined against real engineering capacity, and make the call when an initiative isn't the right fit.
The playbook. Help build Obin's account strategy, governance model, and QBR program — much of this is yours to design.
What success looks like
6 months: Take corporate-led initiatives from high-level commitment to an executed contract—fully scoped against engineering capacity and priced for value. . A QBR program the client's executives value and attend.
12 months: Multiple funded initiatives across multiple business units and economic buyers, and an account relationship that stands on its own, independent of our founders being in the room.
What we are looking for
Insurance credibility. Real working knowledge of insurance or a comparable regulated institution. You understand the operating model, the economics, and what compliance and model risk do to a timeline.
A number you have personally carried. A target you owned individually — you are a proven global/strategic account manager, and know how to originate, advance and close large expansion transactions
Complex account growth. You have grown a large enterprise relationship across multiple business units and economic buyers, where navigating the buying committee was the key challenge.
C-suite presence. The judgment to advise senior executives, respectfully challenge them, and hold a room in 30 minutes.
Builder appetite. Energized by building the playbook, pricing approach, and QBR program from the ground up.
8 to 15 years in insurance, financial services, consulting, or enterprise technology sold into financial institutions

Nice-to-haves

Strongly preferred
NYC metro or Northeast corridor preferred. We will consider strong candidates in Connecticut, New Jersey, Philadelphia, Boston, and elsewhere who can be in New York and on client site regularly.

Application prep

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Keywords to mirror

Platform: gem
Effort: medium

Benefits

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