Principal, FSI

Are you a leader who knows how to win business by partnering with Microsoft, Databricks, and Anthropic across the financial services ecosystem? Are you a builder who gets energy from opening doors at banks, insurers, and capital markets firms and turning relationships into closed deals? Are you fluent in how generative AI, agentic platforms, and modern data lakes are reshaping FSI? If so, we want to hear from you. The Principal, FSI is responsible for driving net-new growth across our entire financial services book: banking, insurance, and capital markets, by deepening our co-sell motion with the Microsoft FSI organization, scaling our Databricks partnership, and building Anthropic-led AI engagements. This is the most strategic seat in our most important vertical. The right candidate has sold consulting and professional services into FSI, knows where AI delivers measurable ROI in regulated environments, and has the discipline to run a partner-driven pipeline at scale. About Nimble Gravity Nimble Gravity is a data, AI, and digital engineering consultancy of approximately 250 people. We blend business insight with technical firepower to deliver real-world outcomes for ambitious leaders. We dive into complexity, move fast, and build what matters. Strategy, executed. Financial services is our deepest vertical. We hold MSAs with 20+ FSI accounts, are a Microsoft FSI Partner of the Year finalist, and operate as a launch partner for Anthropic Claude on Azure Foundry. Every account is a Microsoft + Databricks + Anthropic cross-sell. The Opportunity Three best-of-breed enterprise platforms: Microsoft, Databricks, and Anthropic, and almost no other services firm with deep credibility across all three at the FSI enterprise level. Nimble Gravity sits in the rare overlap. The window to compound that advantage is now. The Principal, FSI owns that opportunity. The role is the connective tissue between three partner field organizations and the financial services accounts they cover, with a mandate to convert relationships into revenue across all three FSI sub-verticals. The Microsoft FSI Co-Sell Motion (Primary Channel) Microsoft's Financial Services Industry Operating Unit covers roughly 350 of the largest US FSI accounts. Nimble Gravity has a top tier reputation in this vertical and has proven our value in driving results in production workloads countless times. You will inherit and continue to earn that reputation every day. Responsibilities Serve as a trusted advisor to senior executives at banks, insurance carriers, brokers, reinsurers, asset managers, and capital markets firms. Identify value-creation levers across underwriting, claims, distribution, policy administration, lending, deposits, payments, trading, research, and investment operations. Build roadmaps that translate AI and modern data platforms into measurable ROI. Drive net-new customer acquisition and revenue growth through the Microsoft FSI channel. Work in lockstep with the Microsoft to identify, pursue, and close opportunities. Focus on Azure Foundry, Fabric and Databricks projects, Claude engagements, and ultimately revenue generated. Run a programmatic partner-relationship motion. Maintain active coverage of named Microsoft field sellers across the Banking, Insurance, and Cap Markets. Use HubSpot as the system of record so no key partner relationship goes cold and every meeting compounds into pipeline. Develop the FSI service line. Work cross-functionally with delivery, engineering, and product to drive and refine scalable repeatable offers such as claims acceleration, secondary portfolio intelligence, regulatory and compliance review, agentic workflows, evaluation systems, and AI operating model design that resonate across all three FSI sub-verticals. Act as the bridge between FSI clients and our partners. Maintain one foot in each camp, client and Microsoft, client and Databricks, client and Anthropic, aligning incentives, managing expectations, and surfacing issues early so joint pursuits stay on track and shared milestones are met. Client success being paramount. Execute scalable Microsoft co-sell. Run the existing repeatable processes for working with Microsoft ATU and STU to drive customer acquisition and expansion. Refine joint messaging, identify high-value accounts, and accelerate alignment. Pipeline development and management. Own pipeline generation across the FSI book. Participate in FSI-focused lead-generation campaigns, joint events, and account-based plays with Microsoft, Databricks, and Anthropic field teams. Strategic deal closing. Own complex sales cycles end-to-end from initial engagement through workshop, vision-led proposal, contract negotiation, and close. Position our AI and data platform capabilities as critical to the client's modernization and competitive positioning. Market intelligence and positioning. Stay ahead of FSI trends, regulatory shifts, competitor moves, and platform roadmaps from Microsoft, Databricks, and Anthropic. Feedback to internal teams to shape offers that differentiate us in a crowded market. Cross-functional collaboration. Partner with delivery, marketing, engineering, RevOps, and leadership to align sales initiatives with broader business objectives. Ensure clean handoffs between sales and delivery so client outcomes match what was sold. Revenue forecasting and goal setting. Establish and track revenue goals. Use HubSpot, FSI account mapping, and partner relationship signals to inform strategy. Qualifications and Experience 5+ years of relevant experience selling technology or management consulting services into financial services, ideally with breadth across banking, insurance, and capital markets, and depth in one. Working understanding of FSI business models: underwriting, claims, distribution, policy admin, lending, deposits, payments, trading, research, portfolio operations, and the regulatory environment that shapes them. Demonstrated success selling side-by-side with Microsoft account teams. Experience co-selling Azure, Fabric, or Databricks into FSI clients strongly preferred. Familiarity with the STU/ATU structure, MACC, MAL, and ECIF is a major plus. Experience with Databricks and/or Anthropic partner ecosystems is a strong differentiator. If you don't have it yet, you're hungry to build it fast. Working knowledge of the enterprise data and AI landscape with an operator's bias. Comfortable speaking to data platforms, agents, evaluation, and governance. Proven track record of full-stack net-new customer acquisition: leads generated, win rate, new-customer revenue, Azure consumption influenced, and shortened sales cycles. You can generate your own leads, own your own proposals, and close complex deals. Experience defining best-in-class sales support processes and being hands-on to achieve customer growth. Strong program and project management skills. Experience navigating and leading others in an entrepreneurial environment to achieve high performance. Experience building executive-level communications and presentations, including vision videos and prototype-led proposals. Fluent English required; Spanish proficiency a plus. Experience with revenue operations tools and systems; HubSpot preferred. Self-starter who thrives in a fast-paced environment focused on customer growth. Proven sales experience required, i.e., you've carried a number and hit it. Ability to work in the US and travel as needed; willing to spend meaningful time on-site with clients across the FSI book. Why This Role Matters Financial services is Nimble Gravity's flagship vertical and the proof point we carry into every partner conversation. Three platforms are converging: Microsoft, Databricks, and Anthropic, and the firm that earns credibility across all three at the FSI enterprise level wins the next decade of work in the most demanding regulated industry on the planet. The Principal, FSI is the person who closes that gap. If that sounds like the seat you've been waiting for, let's talk. Nimble Gravity is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, state, or local law. Nimble Gravity considers all qualified applicants.