FICO

Senior Director – Sales and Client Success

FICO

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $133,000 - $208,000 per year

Job Level

Senior

About the role

  • 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.
  • 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.
  • Familiarity with managing lender relationships across IMBs, depositories, and credit unions preferred.
  • 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.
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.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
analyticsdata analysisfinancial services salesaccount planningcross-sellupsellKPIKPMROImortgage analytics
Soft Skills
executive presencecommunicationnegotiationrelationship managementstrategic thinkingtactical executionconsultative sellingcollaborationleadershipclient engagement