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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in B2B sales within the mortgage origination ecosystem, leveraging strategic account planning and consultative selling to drive revenue growth. Proven ability to build and maintain C-level relationships while staying informed on mortgage regulations and market trends.
Highest-signal resume keywords
B2B Sales ExperienceConsultative SellingStrategic Account PlanningC-Level Relationship ManagementMortgage Origination Ecosystem Knowledge
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Revenue Growth StrategiesCross-Sell/Upsell TechniquesAccount ForecastingPipeline ManagementMarket Analysis
Soft Skills
Executive PresenceInfluencing SkillsPresentation SkillsCommunication Skills
Industry Keywords
Mortgage TechnologyMortgage InsuranceGSE Credit Score RequirementsInvestor Buy GuidesOrigination Operations
About the role
Key responsibilities & impact- Manage and develop a territory of top US mortgage lenders, driving adoption and performance of FICO’s direct license program
- Promote adoption of FICO Score 10T, UltraFICO, and FICO Score Simulator
- Maintain pipeline hygiene and deliver accurate account forecasts to sales leadership
- Develop coaches and champions across client enterprises by articulating the value of FICO analytics
- Provide customer feedback and market insights to inform product development
- Conduct executive-level presentations and client consultations demonstrating ROI and competitive advantages
- Develop account plans to maximize revenue and identify cross-sell/upsell opportunities
- Lead onboarding for new mortgage originators adopting FICO products and monitor initial adoption against KPMs
- Leverage FICO experts across mortgage credit risk, GSE credit score requirements, investor buy guides, and origination operations
- Conduct regular business reviews and communicate material changes to internal teams
- Identify revenue growth opportunities based on lender volumes, market position, initiatives, and contractual levers
- Serve as escalation point for technical issues and service delivery concerns
- Showcase new product features and capture client requests for the product roadmap
- Attend industry networking events and trade shows
- Track market trends, competitor activities, and industry regulations
- Identify opportunities for FICO scores across mortgage origination stages and present findings to clients
- Stay current on mortgage regulations, products, and best practices through ongoing education
Requirements
What you’ll need- 8+ years of B2B sales experience selling into the mortgage origination ecosystem, including mortgage technology, mortgage insurance, investors, or correspondent lending
- Proven ability to win new business, win back lost accounts, and defend market share against competitors
- Experience using strategic account plans and cross-sell/upsell to drive revenue growth in a matrixed sales environment
- Demonstrated ability to engage and influence senior leaders at mortgage lenders through consultative selling
- Demonstrated success building C-level relationships and managing complex, matrixed accounts
- Executive presence and a successful track record persuading senior mortgage leaders
- Ability to travel approximately 25%–35% for partner meetings, industry conferences, and strategic planning sessions
Benefits
Comp & perks- Highly competitive compensation, benefits and rewards programs
- Work/life balance
- Employee resource groups
- Social events
- Valuable learning experiences
- Professional development opportunities
- Inclusive, people-first work environment