The Sales Director will manage a division of the sales team, driving day-to-day sales execution, pipeline management, and originator performance. This is a credit-first, technology-forward leadership role: the Sales Director is expected to coach originators on sound credit structuring and to run the division through a modern sales-technology stack — Salesforce, portal-based loan origination, and AI-assisted workflows for lead qualification, deal sizing, and borrower communication.
This role is focused on developing Account Executives, enforcing production and credit-quality standards, and ensuring the division consistently meets or exceeds its funding targets. The Sales Director will collaborate cross functionally with credit, capital markets and marketing to remove bottle necks and accelerate deal flow. This position reports directly to the Chief Strategy Officer/Head of Revenue.
Divisional Sales Management & Pipeline Oversight: Own the sales pipeline for an assigned division of Account Executives. Run weekly, data-driven pipeline reviews in Salesforce; drive daily activity around lead follow-up, deal structuring, pricing strategy, and closing discipline; and ensure accurate forecasting of weekly and monthly fundings.
Credit-First Coaching & Deal Structuring: Serve as a senior credit coach within the division — developing Account Executives’ structuring judgment across LTV/LTC, experience overlays, exit-strategy analysis, and GUC draw schedules. Guide deal packaging within the credit box, approve pricing exceptions per the delegation matrix, and escalate deals outside authority to Credit and Capital Markets.
Technology-Forward Sales Execution: Drive adoption of the sales-technology stack across the division — Salesforce pipeline management and data hygiene, portal-based loan origination, and AI-assisted lead qualification, deal sizing, and borrower outreach. Use pipeline data and metrics to inspect performance and make decisions.
Performance Tracking & Accountability: Set and track KPIs including lead conversion, quote-to-lock ratios, funded volume, credit quality, and revenue per originator. Enforce production and credit-quality standards across the division and escalate underperformance with clear action plans. Report divisional performance to sales leadership on a weekly and monthly basis.
Originator Coaching & Development: Provide hands-on coaching to Account Executives on sales technique, product positioning, broker and borrower relationship management, and objection handling. Conduct regular 1-on-1s, pipeline reviews, and call-coaching sessions to elevate individual and team performance.
Recruiting & Onboarding: Partner with sales leadership and recruiting to identify and hire strong originator talent. Lead onboarding and ramp plans for new hires to ensure they are productive within established timelines. Support the Loan Analyst Program by mentoring analysts transitioning into originator roles.
Cross Functional Coordination: Serve as the primary liaison between the sales division and credit, capital markets, operations and marketing. Identify and resolve process bottlenecks that slow deal flow and provide field level feedback to inform of product development, pricing adjustments and campaign targeting.
Incentive Program Execution: Implement and manage sales incentive programs within the division, ensuring alignment with company-wide production and credit-quality goals. Track incentive payouts and ROI, and recommend adjustments to sales leadership as needed.
