Senior Account Executive
On-site · New York City, New York, United States or Menlo Park, California, United States
Job Summary
The Senior Account Executive (Wholesale) is responsible for acquiring, activating, and growing mortgage broker partners nationally, managing a full sales pipeline from lead qualification to closed-won deals. Key responsibilities include conducting discovery calls, tailoring product pitches, leading product demonstrations, and closing deals. The role also involves collaborating with the VP of Business Development to refine sales processes and maintaining accurate records in the CRM. The ideal candidate has over 5 years of experience in wholesale mortgage sales, a strong understanding of various loan products, and proficiency in CRM systems.
Required Qualifications
- 5+ years in wholesale mortgage sales (broker/TPO channel) with consistent quota attainment and territory ownership.
- Proven success selling to and growing broker accounts (multi-LO shops), from approval → first fund → sustained production.
- Fluency in Conventional/FHA/VA; familiarity coaching Non-QM/DSCR scenarios and submission quality.
- Comfortable navigating pricing/PPE (Optimal Blue/Polly), lock/float strategy, and disciplined exception management with Secondary/Credit.
- Hands-on with LOS/TPO portals (e.g., Encompass/ICE, MeridianLink); able to guide brokers on tech setup and best practices.
- Expert pipeline and forecast hygiene; strong executive communication with broker owners/production heads.
- Self-starter in a fast, tech-forward org; builds process, adapts quickly, and partners tightly with Ops/UW/Funding.
- CRM proficiency (HubSpot) and enablement tools for leads, pipeline, and KPI tracking.
- Consultative, problem-solving approach—partnering from lead to launch to achieve broker business goals.
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