Sales Leader - Canada Financial Services

FICO (NYSE: FICO)is a leading global analytics software company, helping businesses in 100+ countries make better decisions. Join our world-class team today and fulfill your career potential!

At FICO, we are always looking for exceptional talent to drive our ambitious growth strategy. While we may not have an immediate opening, this is a general posting for outstanding leaders who specialize in enterprise technology sales and client relationship management within the financial servicessector. If you’d like to learn more, we encourage you to introduce yourself so that we can begin a conversation and consider you for opportunities as they arise.

The Opportunity

"Canada is a well-established and strategically important market for FICO, and we're looking for a results-driven Sales Leader to help take it to the next level. You'll own the territory, lead a high-performing team, and bring equal commitment to delivering results and developing the people who drive them.

This is a role for a leader with deep roots in the Canadian market — someone with the executive relationships to open doors, the coaching instinct to build a team that wins consistently, and the cross-functional influence to bring the best of FICO to every client engagement. You'll embody our values of Act Like an Owner, Delight Our Customers, and Earn the Respect of Others, while championing a culture of accountability, collaboration, and continuous growth." - Hiring Manager

What You'll Contribute

• Own and execute a Canada-specific territory strategy that reflects the country's regional market dynamics, regulatory environment, and bilingual client needs. This means going beyond high-level direction — you'll develop and own a detailed business plan built to overachieve consistently, setting the strategic vision while defining the culture, operating rhythms, and standards that enable your team to perform at their best quarter after quarter.

• Build trusted relationships with senior executives at Canada's leading financial institutions, telcos, system integrators, and strategic consulting firms — driving strategic alignment, gathering market intelligence, and elevating FICO's thought leadership across the country.

• Close complex, multi-year enterprise deals and expand strategic accounts while maintaining a disciplined focus on both near-term performance and long-term ARR growth.

• Champion value-based selling, principled negotiation, and value realization as core disciplines across the team — ensuring every engagement is anchored in the customer's business outcomes and that FICO's impact is clearly demonstrated and sustained across the full client lifecycle.

• Champion MEDDPICC as the team's common language for deal management, coaching reps through opportunity qualification, deal strategy, and pipeline progression via regular one-on-ones, deal reviews, and performance conversations.

• Orchestrate FICO's partner ecosystem — including GSIs, local partners, and channel players — to expand market reach, accelerate deal cycles, and drive strong delivery outcomes.

• Collaborate cross-functionally with Marketing, Pre-Sales, Customer Success, Product, Professional Services, Legal, and Operations to deliver solutions that meet Canada's compliance, privacy, and data residency requirements.

• Develop and retain top talent by pairing a relentless focus on revenue outcomes with a genuine investment in your people.

• Lead from the front by modeling the coachability and commitment to continuous learning that you expect from your team — making it visible through your own actions that growth is a personal responsibility, not a corporate initiative.

• Champion a culture of curiosity and continuous improvement, encouraging your team to challenge the status quo, bring innovative thinking forward, and stay ahead of evolving market and client trends. Model owner-minded leadership that earns the trust of your team, your clients, and FICO's senior stakeholders.

What We're Seeking

• You bring 10+ years of enterprise software sales experience, including at least 2–3+ years in a sales leadership role. Direct experience selling SaaS solutions into Canadian banks or financial institutions is strongly preferred, and an established network of C-suite and senior executive relationships at Canadian financial institutions and/or telcos is a significant advantage.

• You have a proven, consistent track record of exceeding revenue targets and delivering sustained growth in competitive enterprise environments, alongside demonstrated success building, coaching, and scaling high-performing teams.

• You're fluent in MEDDPICC or a comparable enterprise sales methodology and know how to embed it effectively across a team.

• You bring a strong command of value-based selling and negotiation, with the ability to connect FICO's solutions to measurable client outcomes and sustain that value narrative across the full customer lifecycle.

• You own not just your number but your culture — arriving with a clear point of view on what great looks like and the discipline to build a business plan that reflects it.

• You are as committed to your own development as you are to the growth of your team, modeling coachability, actively seeking feedback, and leading from the front to make the people around you better.

• You communicate with clarity and influence across diverse client and stakeholder groups, and you're experienced in leveraging partner ecosystems to drive joint go-to-market success.

• Bilingual proficiency in English and French is a strong asset.

• You are able and willing to travel for customer meetings, internal and external events.

Why Make a Move to FICO?

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, using advances in artificial intelligence, machine learning, optimization, and much more.

FICO makes a real difference in the way businesses operate worldwide:

• Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.

• Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.

• Lending — 3/4 of US mortgages are approved using the FICO Score.

Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career. Join FICO and help change the way business thinks!

Learn more about how you can fulfil your potential at www.fico.com/Careers

FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.

Information submitted with your application is subject to the FICO Privacy policy athttps://www.fico.com/en/privacy-policy