Senior Director, Segment Head

Senior Director – Segment Head / Team Lead, Americas Sellside Account Management (North American Regional Banks)

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.

• 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.

• 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.

• 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 counter party 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.
• 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.
• 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.

• 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…