Strategic Account Manager - Mortgage (IMB)

nCino, Inc.

14d • $102,800 - $190,200

About The Position

The Strategic Account Manager (SAM) is the sales and account lead for nCino’s top strategic Independent Mortgage Bank (IMB) customers. The role focuses on deepening and expanding nCino’s engagement with market-leading IMBs, growing account bookings and revenue, and supporting customer satisfaction and referenceability throughout the customer lifecycle.

The SAM creates and closes sales within a defined group of named accounts, builds pipeline in existing customers, and works with customer stakeholders and nCino’s Customer Success team to drive adoption and identify opportunities to expand the nCino solution. The role requires understanding customer mortgage operations, navigating customer organizations, using consultative selling to uncover needs, and developing strategic account plans to support upsell and new-product sales.

The position also involves identifying customer mobilizers, building stakeholder consensus, delivering product demonstrations, and managing complex sales cycles—including mapping decision processes, negotiating contracts, and closing business. Frequent travel within the Midwest territory is required. The successful candidate must be located in the Midwest or near a major airline hub.

Requirements

• Bachelor’s degree and at least 6 years of quota-carrying B2B software sales experience with a demonstrated record of meeting or exceeding targets, or a combination of experience, education, and superior performance.
• Experience working with Independent Mortgage Banks.
• Ability to identify executive decision-makers, build credibility with client executives, and sell to the C-suite.
• Flexible problem-solving ability and capacity to thrive in a fast-paced, collaborative, entrepreneurial environment.
• Strong listening skills and excellent verbal and written communication skills.
• Ability to demonstrate software solutions onsite with clients or through virtual meetings.
• Organized and efficient, with the ability to maintain high production while demonstrating process and administrative excellence.
• Must be located in the Midwest or near a major airline hub for territory coverage.

Nice To Haves

• Graduate degree or related certification.
• Passion for Customer Success.
• Experience as a commercial banker.
• Consultative background with past experience in enterprise business and technology programs.

Responsibilities

• Create, identify, and close sales for a specific set of named IMB accounts, building a pipeline of business within existing accounts.
• Expand nCino’s presence within existing enterprise clients by maintaining relationships with key stakeholders and partnering with Customer Success to drive adoption and identify opportunities to extend the nCino value proposition.
• Understand mortgage operations within designated IMB customers and navigate their organizations to identify opportunities to extend the nCino solution and address problems in other organizational segments.
• Use a consultative sales approach to identify client needs and apply knowledge of the nCino solution and Salesforce.com platform to introduce innovative offerings.
• Develop strategic account plans and resource requirements to drive customer upsells and adoption of new products; analyze and measure plans for customer and company success.
• Identify prospective customer mobilizers and build consensus among key stakeholders.
• Learn to deliver strong demonstrations of the nCino Bank Operating System based on prospect needs.
• Manage complex sales cycles, including mapping customer decision-making and approval processes, compressing timelines, negotiating contracts, and closing business.
• Travel frequently within the Midwest territory to accomplish and exceed goals.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior