Senior Director, Mortgage Sales Strategic Accounts

FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 100+ countries make better decisions. Join our world-class team today and fulfill your career potential!

The Opportunity

 
If you're looking for your next opportunity to make a meaningful business impact across the mortgage industry, this is a key role within our Mortgage team. We are seeking someone that will own and grow a territory of top U.S. mortgage lenders, driving adoption and performance of FICO's direct license program. You will bring business expertise to FICO's Scores division, where you will partner with mortgage lenders, helping them grow and serve customers. FICO's Scores unit is home to the world's #1 credit score – the FICO® Score – that powers over 10 billion decisions each year.

What You'll Contribute

• Own and grow a territory of top U.S. mortgage lenders, driving adoption and performance of FICO's direct license program, including representing FICO at industry networking events and trade shows to build market presence and pipeline.
• Drive adoption of FICO's leading mortgage analytics, including FICO® Score 10T, UltraFICO®, and FSMS.
• Build coaches and champions across the client enterprise — articulating the value of FICO analytics to originators, capital markets, risk, analytics, and technology stakeholders.
• Deliver executive-level presentations and client consultations that demonstrate ROI, competitive advantage, and the positioning of FICO scores across mortgage products and origination cycles.
• Build comprehensive account plans that maximize revenue opportunities and identify cross-sell/up-sell initiatives in partnership with sales executives.
• Maintain an accurate sales pipeline in the CRM, tracking performance against established KPIs/KPMs.
• Leverage FICO subject-matter experts — across mortgage credit risk, GSE credit score requirements, investor buy guides, and origination operations — as part of a matrix sales engagement model.
• Lead regular business reviews to assess performance against client objectives, review transactional activity, and flag material account changes to internal teams.
• Track lender origination volumes, market position, strategic initiatives, and contractual levers to surface revenue growth opportunities.
• Identify new opportunities for FICO scores across stages of the mortgage origination cycle and present findings directly to clients.

What We're Seeking

• Deep mortgage subject matter expertise gained from proven experience across the mortgage industry, including strong understanding of mortgage origination, secondary market execution and servicing .
• Proven mortgage sales experience at large national lenders and money-center banks, ideally gained in go to market sales or business development roles covering the mortgage industry.
• Outstanding executive presence, with superior communication, negotiation, and relationship-management skills.
• Proven track record winning and growing mortgage relationships at a top tier lender or bank, with demonstrated ability to manage relationships across multiple lending institutions simultaneously.
• Experience building relationships and selling to bank, credit union and IMB sellers at the executive level, including experience influencing internal executive stakeholders to advance key initiatives.
• Established network of relationships with mortgage executives spanning the ecosystem — production, capital markets, risk, servicing, and beyond.
• Proven ability to operate as a trusted strategic advisor, supporting client initiatives and navigating complex decision-making processes.
• Strategic thinker and strong cross-functional collaborator, effective with executives and stakeholder groups across Product, Risk, Analytics, and Capital Markets.
• Willingness to travel 25–35% for client meetings, industry conferences, and strategic planning sessions.

Our Offer to You

• 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.
• The targeted base pay range for this role is: $148,400 to $233,200 with this range reflecting differences in candidate knowledge, skills and experience.

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Why Make a Move to FICO?

At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics.  You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.

FICO makes a real difference in the way businesses operate worldwide:

•    Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.

•    Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.

•    Lending — 3/4 of US mortgages are approved using the FICO Score.

Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career.  Join FICO and help change the way business thinks!

Learn more about how you can fulfil your potential at www.fico.com/Careers

FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.

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