Sales & Client Success Strategic Account Manager (Mortgage)

FICO

12d•$148,000 - $233,000•Remote

About The Position

This is a key role within FICO's Mortgage team, seeking an individual to own and grow a territory of top U.S. mortgage lenders. The position focuses on driving adoption and performance of FICO's direct license program. The role requires business expertise within the Scores division, partnering with mortgage lenders to help them grow and serve customers. FICO's Scores unit is responsible for the FICO® Score, which powers over 10 billion decisions annually.

Requirements

Experience in the mortgage industry, or in sales/business development covering the mortgage industry (including experience influencing internal executive stakeholders to advance key initiatives).
Established network of relationships with mortgage executives spanning the ecosystem — production, capital markets, risk, servicing, and beyond.
Track record building relationships and shared objectives with stakeholders across mortgage entities (e.g., banks, independent mortgage banks).
Proven ability to operate as a trusted strategic advisor, supporting client initiatives and navigating complex decision-making processes.
Strong cross-functional collaborator, effective with executives and stakeholder groups across Product, Risk, Analytics, and Capital Markets.
Demonstrated ability to manage relationships across multiple lending institutions simultaneously.
Outstanding executive presence, with superior communication, negotiation, and relationship-management skills.
Strategic thinker with strong tactical execution and a proven ability to drive results within matrix organizations.

Responsibilities

Own and grow a territory of top U.S. mortgage lenders, driving adoption and performance of FICO's direct license program.
Represent FICO at industry networking events and trade shows to build market presence and pipeline.
Drive adoption of FICO's leading mortgage analytics, including FICO® Score 10T, UltraFICO®, and FSMS.
Build coaches and champions across the client enterprise, articulating the value of FICO analytics to originators, capital markets, risk, analytics, and technology stakeholders.
Deliver executive-level presentations and client consultations that demonstrate ROI, competitive advantage, and the positioning of FICO scores across mortgage products and origination cycles.
Build comprehensive account plans that maximize revenue opportunities and identify cross-sell/up-sell initiatives in partnership with sales executives.
Maintain an accurate sales pipeline in the CRM, tracking performance against established KPIs/KPMs.
Leverage FICO subject-matter experts across mortgage credit risk, GSE credit score requirements, investor buy guides, and origination operations as part of a matrix sales engagement model.
Lead regular business reviews to assess performance against client objectives, review transactional activity, and flag material account changes to internal teams.
Track lender origination volumes, market position, strategic initiatives, and contractual levers to surface revenue growth opportunities.
Identify new opportunities for FICO scores across stages of the mortgage origination cycle and present findings directly to clients.