Senior Director – Sales and Client Success, Mortgage & Capital Markets

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee and cultivate a territory consisting of leading US mortgage lenders to enhance the adoption and effectiveness of FICO’s direct license program.

• Advocate for the integration of FICO’s cutting-edge mortgage analytics, including FICO Score 10T, UltraFICO, and FSMS.

• Maintain a sales pipeline within the CRM system to monitor performance and ensure the achievement of set KPIs/KPMs.

• Foster the development of coaches and champions throughout the organization by clearly conveying the value of FICO analytics to originators, capital markets, risk, analytics, and technology teams in your client accounts.

• Execute presentations at the executive level and conduct client consultations to showcase ROI, competitive advantages, and the positioning of FICO scores across various mortgage products and origination cycles.

• Create detailed account plans to optimize revenue opportunities and pinpoint cross-sell/up-sell initiatives in partnership with sales executives.

• Direct smooth onboarding processes for new mortgage originators adopting FICO products, establishing success metrics and tracking initial adoption against KPMs.

• Perform regular business reviews to evaluate performance against client objectives, analyze transactional activity, and communicate significant changes to internal teams.

• Comprehend lender origination volumes, market positioning, strategic initiatives, and contractual levers to uncover revenue growth opportunities.

• Act as a point of escalation for technical issues and service delivery concerns while supporting change management initiatives to ensure a positive client experience.

• Highlight new product features from releases and gather client requests for integration into product roadmap development.

• Participate in industry networking events and trade shows to enhance FICO's visibility in the mortgage market.

• Monitor market trends, competitor activities, and industry regulations, providing strategic insights to the team and the broader FICO organization.

• Identify fresh opportunities for FICO scores throughout various stages of the mortgage origination cycle and share findings with clients.

• Stay updated on mortgage industry regulations, products, and best practices through continuous education and professional development.

⛳️ Requirements

• Over five years of experience in analytics, software, data, and/or financial services sales.

• Experience managing lender relationships across IMBs, depositories, and credit unions is preferred.

• Demonstrated success in engaging at the executive level and employing consultative selling within the mortgage origination ecosystem, with the ability to convey ROI and competitive positioning to senior stakeholders.

• Proven experience in developing account plans, identifying cross-sell and upsell opportunities, and driving revenue growth in a collaborative, matrixed sales environment.

• Exceptional executive presence accompanied by excellent communication, negotiation, and relationship management skills.

• Strategic mindset paired with tactical execution capabilities and a proven track record of driving results in matrix organizations.

• Willingness to travel 25% to 35% for partner meetings, industry conferences, and strategic planning sessions.

🏝️ Benefits

• A culture that embraces inclusivity and strongly reflects core values: Act Like an Owner, Delight Customers, and Earn Respect of Others.

• The chance to make a significant impact and grow professionally by leveraging unique strengths and engaging in valuable learning experiences.

• Highly competitive compensation, benefits, and rewards programs that encourage delivering your best every day and being recognized for your efforts.

• A dynamic, people-first work environment that promotes work/life balance, employee resource groups, and social events to foster interaction and camaraderie.