[Hiring] Senior Director, OEM Captive Finance @FICO

Role Description

Want to shape how the world's largest automakers finance their customers? Join the FICO® Score Auto Industry Practice as our lead for OEM captive finance companies. Reporting to the VP of Auto Industry Practice, you will lead FICO's strategy and look after our relationships across the captive segment. Your work will protect and grow FICO® Score adoption in one of auto finance's most influential channels.

• Look after a portfolio of top OEM captive finance companies as their trusted partner.
• Drive adoption and growth of FICO® Scores across retail, lease, and dealer programs.
• Build and execute multi-year account strategies with clear segmentation, positioning, and growth targets.
• Build C-level trust with captive leaders across credit risk, originations, pricing, capital markets, and dealer operations.
• Promote adoption of FICO's latest auto analytics, including FICO® Auto Scores and the newest FICO® Score versions.
• Deliver executive presentations that show ROI and competitive advantage across captive programs.
• Understand each captive's origination volumes, OEM sales priorities, funding strategy, and contract levers.
• Work closely with FICO capital markets and ABS experts to drive FICO® Score use across captive ABS programs.
• Resolve complex client challenges with recommendations on contracting, pricing, and service delivery.
• Leverage FICO experts in scores, analytics, and capital markets across a matrixed sales organization.
• Lead business reviews that track performance against client goals and flag material changes to internal teams.
• Keep a disciplined pipeline in CRM and track results against set KPIs.
• Serve as a strategic advisor to the VP of Auto.
• Provide thought leadership through client engagements, industry events, and executive briefings.
• Help build the captive segment over time, with the opportunity to grow and lead a team as the business scales.

Qualifications

• Bachelor's degree required. MBA or advanced degree preferred.
• Experience in a key decision-making role at an OEM captive finance company.
• 10+ years of experience in auto finance, credit risk, or financial services sales and strategy.
• Deep background in credit strategy, credit risk, risk-based pricing, or business strategy.
• Established relationships with senior leaders at captive finance companies.
• Progressive leadership experience in auto finance.
• Expert consultative selling skills.
• Experience building account plans and driving revenue growth in a matrixed, collaborative environment.
• Outstanding executive presence, with strong storytelling, negotiation, and relationship skills.
• Working knowledge of captive funding models, including auto ABS strongly preferred.
• Strong analytical skills and experience developing market insight and competitive positioning.
• Ability to travel 25% to 35% for client meetings, industry conferences, and planning sessions.

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.
• Highly competitive compensation, benefits and rewards programs.
• An engaging, people-first work environment offering work/life balance.
• The targeted base pay range for this role is: $148,400 to $233,200.

Company Description

At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics. You’ll play a part in our commitment to help businesses use data to improve every choice they make.

• FICO® Scores are used by 90 of the top 100 US lenders.
• 4 billion payment cards globally are protected by FICO fraud systems.
• 3/4 of US mortgages are approved using the FICO Score.