Senior Account Executive

Key Responsibilities

• Sales Pipeline Ownership: Own and manage a full sales pipeline from lead qualification through to closed-won deals. Generate new business opportunities and drive the sales process forward.
• Discovery & Needs Assessment: Conduct thorough discovery calls and meetings to understand customer needs, pain points, and business objectives. Tailor the product pitch to align with these needs.
• Product Demonstrations: Conduct compelling product demos and presentations to prospects, highlighting the unique capabilities of our programmatic mortgage rails.
• Negotiation & Closing: Lead negotiations and close deals in your pipeline, ensuring customer expectations are met.
• Sales Process Development: Collaborate with the VP of Business Development to build and refine sales processes, systems, and materials.
• Collaboration with other GTM Teams: Work closely with marketing, product, and account management teams.
• CRM & Reporting: Maintain accurate records in HubSpot, track key sales metrics, and report on performance.
• Market and Software Intelligence: Stay up-to-date on industry trends, competitive landscape, and customer needs.

Required Qualifications

• 5+ years in wholesale mortgage sales (broker/TPO channel) with consistent quota attainment and territory ownership.
• Proven success selling to and growing broker accounts (multi-LO shops), from approval → first fund → sustained production.
• Fluency in Conventional/FHA/VA; familiarity coaching Non-QM/DSCR scenarios and submission quality.
• Comfortable navigating pricing/PPE (Optimal Blue/Polly), lock/float strategy, and disciplined exception management with Secondary/Credit.
• Hands-on with LOS/TPO portals (e.g., Encompass/ICE, MeridianLink); able to guide brokers on tech setup and best practices.
• Expert pipeline and forecast hygiene; strong executive communication with broker owners/production heads.
• Self-starter in a fast, tech-forward org; builds process, adapts quickly, and partners tightly with Ops/UW/Funding.
• CRM proficiency (HubSpot) and enablement tools for leads, pipeline, and KPI tracking.
• Consultative, problem-solving approach—partnering from lead to launch to achieve broker business goals.