Senior Director, Segment Head-Sell Side Team

Fitch Solutions is a leading provider of insights, data and analytics. It informs investment strategies, strengthens risk management capabilities and helps identify strategic opportunities. Its analysts, lawyers, journalists and economists offer in-depth views on credit markets/risk and individual credits, ESG, developed and emerging markets, and industry sectors. Fitch Solutions is part of Fitch Group, a global leader in financial information services with operations in over 30 countries. Fitch Group is owned by Hearst.

Step into a role on the Fitch Solutions Commercial Team, where your talent for fostering client relationships meets unparalleled opportunities for professional development and visibility in the financial market intelligence space. Joining us means immersing yourself in a dynamic, fast-paced environment, supported by the strong foundation of a leading financial services group. Our diverse portfolio of powerful brands and products showcases our commitment to collaboration and innovation, proving that we are stronger together. With numerous opportunities for growth and a culture that celebrates every success, the Fitch Solutions Commercial Team is where your career can thrive and you can make a meaningful impact.

Want to learn more about a career on our commercial team? Visit our careers page:

Fitch Solutions is currently seeking a Senior Director – Segment Head / Team Lead, Americas Sellside Account Management (North American Regional Banks) based out of our New York office.

How You’ll Make an Impact:

You’ll be responsible for leading and scaling the growth of the Fitch Solutions business through a consultative, account management–led approach—anchored in strong client relationships, rigorous renewal discipline, and thoughtful expansion planning.

Segment & Commercial Leadership

• Own the North American Regional Banks segment strategy: account coverage model, client engagement standards, retention risk management, and growth priorities.
• Build a culture of accountability aligned to the Commercial organization’s principles (e.g., “Own Your Outcomes,” “Know Your Customer,” “Be Data Driven”).
• Serve as an internal voice of the segment—sharing market feedback to inform product positioning, packaging, and commercial priorities.
• Translate firm-wide commercial priorities into clear segment-level objectives, operating rhythms, and success metrics for the team.

Renewal Excellence & Retention Management

• Accountable for renewal outcomes across the segment, ensuring the team consistently executes a disciplined, client-centric renewal process aligned with company goals.
• Set expectations, cadence, and governance for the renewal motion, including renewal calendars, risk identification, action planning, executive-level coverage, and clear escalation paths.
• Ensure the team leads contract negotiations effectively, providing guidance and escalation support on complex or high ‑ risk renewals.
• Drive consistent best practices across the segment for multi-year renewals, price realization, and enterprise-wide relationship coverage.
• Monitor renewal health, risks, and performance trends, intervening where necessary to unblock issues and ensure predictable retention and renewal outcomes.

Expansion & Cross-Sell Growth

• Ensure the team effectively positions and expands adoption of the full Fitch Solutions portfolio across the segment, including:
  • Credit research, investment recommendations, and fixed income data services across IG, HY, Structured Finance, and Loans
  • Credit risk solutions supporting counterparty risk workflows
  • Industry and country macro research and data
  • Sustainability insights across securities, entities, and countries
• Set clear expectations for end-to-end relationship management, ensuring account managers coordinate effectively with Customer Success, Solutions Architects, and Sales Specialists to drive deeper, broader client engagement.
• Oversee account planning and white-space identification across the segment; ensure disciplined execution of expansion strategies and measurable progress against growth priorities.
• Partner with cross-functional leaders to ensure the right expertise is deployed into key opportunities and that client-facing teams deliver a coherent, consistent value message at senior decision-maker levels.

People Leadership & Team Development

• Provide inspirational leadership, coaching, and performance management to a team of account managers, building a culture of peak performance, continuous development, and client-first execution.
• Hire, onboard, and develop talent; create repeatable playbooks for renewal management, account planning, and executive engagement.
• Set clear performance expectations and success measures for the team, holding direct reports accountable for outcomes across retention, expansion, and client engagement quality.

Operating Cadence, Forecasting & CRM Discipline

• Ensure accurate forecasts and reporting on renewals, retention risk, and expansion pipeline; drive dependable commits and predictability.
• Institute structure and guidance around best practices and CRM adoption to improve visibility, data quality, and decision-making.

Engage in territory/account planning, including organizational mapping, using available data to develop informed strategies

You May be a Good Fit if:

• Strong experience in account management and commercial leadership in market intelligence, data, research, analytics, or adjacent financial services solutions.
• Experience working with banks (or within banking), with knowledge of capital markets—particularly fixed income.
• Proven track record of delivering high retention outcomes, growing revenue within existing accounts, and successfully navigating complex negotiations.
• Executive presence and ability to build relationships across senior stakeholders, procurement, and end users.
• Strong communication and presentation skills (PowerPoint a plus).
• Strategic and analytical mindset with comfort using data to drive priorities and decisions (“Be Data Driven”).
• Ability to travel as needed (typical expectation in similar roles is up to ~30%).
• Demonstrated experience leading, scaling, and performance-managing commercial teams in complex, multi-product environments.

What Would Make You Stand Out:

• Deep network within North American Regional Banks (C-suite / treasury / credit / risk / capital markets / investment teams).
• Demonstrated ability to develop account plans that align client strategy and performance to adoption and growth outcomes.
• Proven success structuring complex, multi-product commercial agreements and influencing internal stakeholders on pricing strategy.
• Confident representing the firm externally (industry events, panels, client forums) as a segment leader and trusted advisor.

KPIs:

• Net Revenue Retention (NRR): renewals retained and renewed on time; churn avoided through proactive risk management.
• Expansion Growth: incremental ACV from cross-sell/up-sell; penetration of priority solutions across the segment.
• Forecast Accuracy & Predictability: dependable commits, renewal forecast accuracy, and pipeline hygiene.
• Client Outcomes: high customer satisfaction and strong perception of Fitch Solutions as a trusted advisor across the territory.
• Team Productivity: consistent execution of account plans across the segment, coverage standards, and measurable activity tied to outcomes (QBRs, executive meetings, renewal milestones).

Why Choose Fitch:

• Hybrid Work Environment: 2 to 3 days a week in office required based on your line of business and location

• A Culture of Learning & Mobility: Dedicated trainings, leadership development and mentorship programs designed to ensure that your time at Fitch will be a continuous learning opportunity
• Investing in Your Future: Retirement planning, financial wellness and tuition reimbursement programs that empower you to achieve your short and long-term goals
• Promoting Health & Wellness: Comprehensive healthcare offerings that prioritize a healthy body & mind
• Supportive Parenting Policies: Family-first policies, including a generous global parental leave plan, designed to help you balance career and family life effectively
• Dedication to Giving Back: Paid volunteer days and support for community engagement initiatives

At Fitch, AI is embedded in how we work every day—supporting smarter decision-making, streamlining workflows, and enabling new ways to create value for our business and clients. Intelligent solutions are increasingly part of our day-to-day operations, helping teams work more efficiently and think differently as we continue to evolve. We’re looking for colleagues who are comfortable operating in an AI-enabled environment—or who are curious, adaptable, and eager to build their AI literacy over time. We value professionals who embrace technology as part of continuous learning and who are committed to using it thoughtfully to enhance how work gets done.

Fitch is committed to providing global securities markets with objective, timely, independent and forward-looking credit opinions. To protect Fitch’s credibility and reputation, our employees must take every precaution to avoid conflicts of interests or any appearance of a conflict of interest. Should you be successful in the recruitment process at Fitch Ratings you will be asked to declare any securities holdings and other potential conflicts prior to commencing employment. If you, or your immediate family, have any holdings that may conflict with your work responsibilities, you may be asked to divest yourself of them before beginning work.

Fitch is proud to be an Equal Opportunity and Affirmative Action Employer. We evaluate qualified applicants without regard to race, color, national origin, religion, sex, sexual orientation, gender identity, disability, protected veteran status, and other statuses protected by law.

Expected base pay rates for the role will be between $180,000 and $215,000 per year. Actual salaries will be determined on an individualized basis and may vary based on factors including but not limited to education, training, experience, past performance, and other job-related factors.  Base pay is one part of Fitch’s total compensation package, which, depending on the position, may also include commission earnings, discretionary bonuses, long-term incentives, and other benefits sponsored by Fitch.

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