Principal (FSI)

TL;DR

Principal, FSI (Data AI Consulting): Driving net-new growth across banking, insurance, and capital markets by deepening co-sell motions with Microsoft, Databricks, and Anthropic with an accent on partner ecosystems and AI engagements. Focus on building client roadmaps, closing complex deals, and scaling revenue through joint pursuits and programmatic partner relationships.

Location: US (Remote); ability to work in the US and travel as needed; willing to spend meaningful time on-site with clients.

Company

Data, AI, and digital engineering consultancy of ~250 people specializing in financial services with partnerships including Microsoft FSI Partner of the Year finalist and Anthropic launch partner.

What you will do

• Serve as trusted advisor to FSI executives, identifying AI and data platform value levers across underwriting, claims, lending, payments, trading, and operations; build ROI-focused roadmaps.
• Drive net-new acquisition and revenue growth via Microsoft FSI channel, pursuing Azure Foundry, Fabric, Databricks, and Claude projects.
• Run programmatic partner relationships with Microsoft, Databricks, and Anthropic field teams using HubSpot for pipeline management.
• Develop scalable FSI service line offerings like claims acceleration, regulatory review, agentic workflows, and AI operating models.
• Bridge clients and partners, aligning incentives, managing expectations, and ensuring joint pursuits succeed.
• Own pipeline generation, strategic deal closing, market intelligence, cross-functional collaboration, and revenue forecasting.

Requirements

• 5+ years selling technology or consulting services into FSI across banking, insurance, capital markets.
• Understanding of FSI models and regulations in underwriting, claims, lending, payments, trading.
• Demonstrated success co-selling with Microsoft (Azure, Fabric, Databricks preferred); familiarity with STU/ATU, MACC, MAL, ECIF a plus.
• Experience with Databricks/Anthropic ecosystems; enterprise data/AI knowledge (data platforms, agents, governance).
• Proven full-stack sales track record: lead gen, win rate, new revenue, shortened cycles.
• Fluent English required; strong program/project management, executive communications, HubSpot experience.
• Self-starter for fast-paced environment; proven quota-carrying sales experience.

Culture & Benefits

• Entrepreneurial, high-performance environment focused on customer growth and real-world outcomes.
• Deep FSI vertical expertise with MSAs at 20+ accounts and top-tier partner reputation.
• Opportunity to own strategic seat in flagship vertical at intersection of Microsoft, Databricks, Anthropic.