Sales & Client Success Strategic Account Manager (Mortgage)

FICO

11d•$148,000 - $233,000•Remote

About The Position

FICO is seeking a Strategic Account Manager for its Mortgage team to own and grow a territory of top U.S. mortgage lenders and drive adoption and performance of FICO’s direct license program. The role brings business expertise to FICO’s Scores division, whose FICO® Score powers more than 10 billion decisions each year. The position focuses on building strategic relationships with mortgage lenders and promoting adoption of FICO mortgage analytics, including FICO® Score 10T, UltraFICO®, and FSMS. The Strategic Account Manager develops account plans, identifies revenue growth and cross-sell opportunities, delivers executive-level presentations and consultations, and coordinates with internal subject-matter experts and sales executives. The role also tracks pipeline and account performance, leads client business reviews, and identifies opportunities for FICO scores throughout the mortgage origination cycle. The role requires mortgage-industry experience or sales/business development experience covering the mortgage industry, an established network of mortgage executive relationships, and the ability to advise clients and navigate complex decision-making. Travel of 25–35% is expected for client meetings, industry conferences, and strategic planning sessions. The position is listed as remote. The targeted base pay range is $148,000 to $233,000, reflecting differences in candidate knowledge, skills, and experience.

Requirements

Experience in the mortgage industry, or sales/business development experience covering the mortgage industry, including experience influencing internal executive stakeholders to advance key initiatives.
Established network of relationships with mortgage executives across production, capital markets, risk, servicing, and other areas of the ecosystem.
Track record of building relationships and shared objectives with stakeholders across mortgage entities, such as banks and independent mortgage banks.
Ability to operate as a trusted strategic advisor, support client initiatives, and navigate complex decision-making processes.
Strong cross-functional collaboration skills and effectiveness with executives and stakeholder groups across Product, Risk, Analytics, and Capital Markets.
Ability to manage relationships across multiple lending institutions simultaneously.
Outstanding executive presence and superior communication, negotiation, and relationship-management skills.
Strategic thinking, strong tactical execution, and a proven ability to drive results within matrix organizations.
Willingness to travel 25–35% for client meetings, industry conferences, and strategic planning sessions.

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 mortgage analytics, including FICO® Score 10T, UltraFICO®, and FSMS.
Build coaches and champions across client enterprises by communicating the value of FICO analytics to originators, capital markets, risk, analytics, and technology stakeholders.
Deliver executive-level presentations and client consultations demonstrating ROI, competitive advantage, and the positioning of FICO scores across mortgage products and origination cycles.
Build comprehensive account plans to maximize revenue opportunities and identify cross-sell and upsell initiatives in partnership with sales executives.
Maintain an accurate sales pipeline in the CRM and track performance against established KPIs/KPMs.
Leverage FICO subject-matter experts in 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 identify revenue growth opportunities.
Identify opportunities for FICO scores across stages of the mortgage origination cycle and present findings directly to clients.