Sr Strategic Account Manager (Director)-IMB

FICO

20h•$132,300 - $207,900•Remote

About The Position

FICO is hiring a Sr Strategic Account Manager for its Scores division to manage and grow relationships with top U.S. mortgage lenders. The role focuses on driving adoption and performance of FICO’s direct license program and promoting mortgage analytics including FICO Score 10T, UltraFICO, and FICO Score Simulator. The position operates within a matrixed sales organization and partners with FICO experts to support mortgage clients.

Requirements

At least 8 years of B2B sales experience selling into the mortgage origination ecosystem, such as mortgage technology, mortgage insurance, investors, or correspondent lending.
Proven ability to win new business, regain lost accounts, and defend market share against competitors.
Experience using strategic account plans and cross-sell or upsell strategies to drive revenue growth in a matrixed sales environment.
Demonstrated ability to engage and influence senior leaders—including C-suite, capital markets, secondary marketing, credit risk, and technology leaders at mortgage lenders—through consultative selling.
Demonstrated success building C-level relationships and managing complex, matrixed accounts to identify stakeholders and close deals.
Executive presence and a successful track record of persuading senior mortgage leaders individually and shaping discussions at industry conferences.
Ability to travel approximately 25%–35% for partner meetings, industry conferences, and strategic planning sessions.

Responsibilities

Manage and develop a territory of top U.S. mortgage lenders, driving adoption and performance of FICO’s direct license program.
Promote adoption of FICO mortgage analytics, including FICO Score 10T, UltraFICO, and FICO Score Simulator (FSMS).
Maintain pipeline hygiene and provide accurate account forecasts, outlining account risks, compelling events, and expansion strategies.
Develop client coaches and champions and explain the value of FICO analytics to originators, capital markets, risk, analytics, and technology teams.
Represent the voice of the customer by sharing client feedback and market insights to inform product development and improve FICO solutions.
Conduct executive presentations and consultations demonstrating ROI, competitive advantages, and FICO score positioning across mortgage products and origination cycles.
Develop account plans to maximize revenue opportunities and identify cross-sell and upsell initiatives with sales executives.
Lead onboarding for new mortgage originators adopting FICO products, establish success metrics, and monitor early adoption against KPMs.
Leverage FICO experts in sales engagements related to mortgage credit risk, GSE credit score requirements, investor buy guides, and origination operations.
Conduct business reviews to assess client performance against objectives, review transactional activity, and communicate material changes internally.
Understand lender origination volumes, market position, strategic initiatives, and contractual levers to identify revenue growth opportunities.
Act as an escalation point for technical issues and service delivery concerns, and support change management to maintain a positive client experience.
Demonstrate new product features and capture client requests for consideration in product roadmap development.
Attend industry networking events and trade shows to expand FICO’s presence in the mortgage market.
Track market trends, competitor activity, and industry regulations, and share strategic insights with the team and broader FICO organization.
Identify opportunities for FICO scores across stages of the mortgage origination cycle and present findings to clients.
Stay current on mortgage regulations, products, and best practices through ongoing education and professional development.