Director - Sales and Client Success (Mortgage)

FICO

3d • Remote

About The Position

FICO's Scores division is seeking a Director of Sales and Client Success within the mortgage industry. This role will partner with mortgage lenders to help them grow and serve customers, leveraging FICO's world-renowned FICO® Score, which powers over 10 billion decisions annually. The position offers an opportunity to make a significant business impact by driving the adoption and performance of FICO's direct license program and its advanced mortgage analytics.

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 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.

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
• 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

Benefits

• Highly competitive compensation, benefits and rewards programs
• An engaging, people-first work environment offering work/life balance, employee resource groups, and social events

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed