Director - Sales and Client Success

FICO

15h

About The Position

If you're looking for your next opportunity to make a meaningful business impact across the mortgage industry, bring business expertise to FICO's Scores division, where you will partner with mortgage lenders helping them grow and serve customers. FICO's Scores unit is home to the world's #1 credit score – the FICO® Score – that powers over 10 billion decisions each year.
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

Requirements

• 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.

Nice To Haves

• Familiarity with managing lender relationships across IMBs, depositories, and credit unions preferred.

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

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees