[Remote] Sr Director Lead - Sales and Client Success (Mortgages)
Note: The job is a remote job and is open to candidates in USA. FICO is a leading global analytics software company, helping businesses in 100+ countries make better decisions. The role focuses on managing relationships with top US mortgage lenders, driving adoption of FICO's mortgage analytics, and maximizing revenue opportunities through strategic account management.
Responsibilities
- Manage and develop a territory of top US mortgage lenders driving adoption and performance of FICO’s direct license program
- Promote adoption of FICO’s latest best in class mortgage analytics such as FICO Score 10T, UltraFICO and FSMS
- Maintain a sales pipeline within the CRM system tracking performance to ensure we achieve established KPIs/KPMs
- Develop coaches and champions across the enterprise by articulating the value of FICO analytics to originators, capital markets, risk, analytics and technology teams within your client accounts
- Conduct executive-level presentations and client consultations to demonstrate ROI, competitive advantages, and positioning of FICO scores across various mortgage products and origination cycles
- Develop comprehensive account plans to maximize revenue opportunities and identify cross-sell/up-sell initiatives in collaboration with sales executives
- Lead seamless onboarding processes for new mortgage originators adopting FICO products, establishing success metrics and monitoring initial adoption against KPMs
- As part of a matrix sales organization leverage FICO experts in your sales engagement across mortgage credit risk, GSE credit score requirements, investor buy guides, and origination operations
- Conduct regular business reviews to assess performance against client objectives, review transactional activity, and communicate material changes to internal teams
- Understand lender origination volumes, market position, strategic initiatives, and contractual levers to identify revenue growth opportunities
- Serve as escalation point for technical issues and service delivery concerns while supporting change management initiatives to ensure positive client experience
- Showcase new product features from releases and capture client requests for integration into product roadmap development
- Attend industry networking events and trade shows to expand FICO's presence within the mortgage market
- Track market trends, competitor activities, and industry regulations, relaying strategic insights to team and broader FICO organization
- Identify new opportunities for FICO scores within various stages of the mortgage origination cycle and present findings to clients
- Stay current on mortgage industry regulations, products, and best practices through ongoing education and professional development
Skills
- Five+ years of experience in analytics, software, data and/or financial services sales
- Proven track record of executive-level engagement and consultative selling within the mortgage origination ecosystem, with the ability to communicate ROI and competitive positioning to senior stakeholders
- Experience developing account plans, identifying cross-sell and upsell opportunities, and driving revenue growth in a matrixed, collaborative sales environment
- Outstanding executive presence with superior communication, negotiation, and relationship management capabilities
- Strategic thinking combined with tactical execution skills and proven ability to drive results in matrix organizations
- Ability to travel 25% to 35% for partner meetings, industry conferences, and strategic planning sessions
- Familiarity with managing lender relationships across IMBs, depositories, and credit unions preferred
Benefits
- An inclusive culture that strongly reflects 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 and participating in valuable learning experiences.
- Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so.
- An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.
Company Overview
Company H1B Sponsorship