Account Director (Copy)

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. 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 Lakshmana (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

You are our first dedicated net-new seller. Today our revenue comes from a small number of very large relationships that our founders opened. Your job is to build the next set.

You will originate and close new logos at banks, insurance carriers, asset managers, and alternative managers. Deals are seven and eight figures in total contract value, sold to buying committees that include a business owner, a CIO, model risk, third-party risk, InfoSec, legal, and procurement.

This is a hunting seat. There is no inbound pipeline waiting for you and no SDR team. You will build a target list, work founder and partner networks, run your own outbound, and create the pipeline you close.

It is also only a hunting seat. Once an account is live, a Client Partner owns the relationship, the ROI story, and expansion. You are not being hired to farm. If carrying a pure new-logo number is not the job you want, this is not it.

Who you work with

• The founders. Apoorv and Lak still open doors and still sit in rooms. Use them.
• A sales engineer , who validates the ROI hypothesis against real client data before we commit to a build.
• Domain experts — practitioners in insurance, credit, and real estate who make the pitch land with the people who will actually use the agent.
• Forward-deployed engineers and PMs , who scope what you sell and then go build it.
• Partner channels , including our Google Cloud relationship and Marketplace listing.

What you will own

• New logo revenue. Own a number. Build the pipeline that supports it.
• Target account strategy. Define and work an account list across insurance, private credit, PE, and commercial lending.
• Outbound. Founder network, partner channels, events, and your own cold origination.
• Committee navigation. Multi-threaded pursuit across business, technology, risk, and procurement.
• Qualification discipline. MEDDPICC against real exit criteria. Kill deals that will not close.
• Commercial construction. Scope with engineering, price from first principles, negotiate, and close.
• Clean handoff. A signed scope the delivery pod can actually build, and a Client Partner who inherits context rather than a surprise.
• The playbook. Feed what you learn back into positioning, objection handling, and the sales process. Very little of this exists yet.

What we are looking for

Must have

• A number you have personally carried and hit. Enterprise tech quota, seven-figure deals, and a quarter you missed that you can discuss honestly.
• You have originated cold. Not inherited a territory or worked inbound. Tell us about something you sold where the buyer had never heard of your company.
• Sold into financial institutions. Banks, insurers, or asset managers. You know what compliance, model risk, and procurement do to a timeline.
• Committee selling. You have multi-threaded a deal across six or more stakeholders and know how to build consensus, not just find a champion.
• Comfortable without a brand. Nobody has heard of us yet. You have to be the credibility.

Strongly preferred

• 7 to 15 years in enterprise software or services sales
• Insurance, private credit, or asset management specifically
• Enough fluency in AI architecture, security, and governance to be credible with technology and risk leaders — this is not an engineering role
• Early-stage experience, or a track record as a first or early sales hire
• Experience selling services-plus-product rather than pure subscription
• Experience selling with or through a hyperscaler