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

🕒 April 22

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FICO

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1956

💸 Finance

🤖 Artificial Intelligence

☁️ SaaS

Finance • Artificial Intelligence • SaaS

FICO is a leading analytics and software company renowned for its FICO® Score, a tool widely used by lenders to assess credit risk. The company offers a comprehensive platform that leverages data, AI, and machine learning to power intelligent decision-making and customer engagement across various industries. FICO's solutions span fraud detection, credit scoring, and customer lifecycle management, making it vital to sectors such as finance and telecommunications. Its innovative products help businesses optimize outcomes through real-time analytics, business composability, and scenario management.

📋 Description

• 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. • 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.

🎯 Requirements

• Five+ years of experience in analytics, software, data and/or financial services sales. • Familiarity with managing lender relationships across IMBs, depositories, and credit unions preferred. • Proven track record of executive-level engagement and consultative selling within the mortgage origination ecosystem, with 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.

🏖️ Benefits

• An inclusive culture that strongly reflects core values: Act Like an Owner, Delight Customers, Earn Respect of Others. • The opportunity to make an impact and develop professionally by leveraging unique strengths and participating in valuable learning experiences. • Highly competitive compensation, benefits and rewards programs that encourage bringing your best every day and being 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.