Job Description
We are one of the country’s premier housing platforms, with a nationwide footprint and rapidly expanding mortgage operation focused especially on non-QM products, including DSCR, fix-and-flip/RTL, and consumer loans. We operate in a pay-for-performance environment driven by metrics, accountability, and results. We are seeking an experienced and driven Sales Manager to lead and grow a team of inbound Loan Officers, driving origination volume, building a high-performance sales culture, and executing on aggressive growth targets.
Responsibilities
Team Leadership and Management: Lead, manage, and motivate a team of 8–10 inbound Loan Officers to achieve and exceed origination targets. Hold team accountable to defined KPIs across speed-to-lead, contact rate, application rate, and funded volume.
Inbound Sales Strategy: Own inbound lead management strategy, including call cadence, speed-to-lead, and conversion playbooks. Implement scripts and workflows tailored to real estate investors, self-employed borrowers, and fix-and-flip operators to maximize conversion and lifetime value.
Training and Development: Train and coach Loan Officers on sales execution, loan structuring, deal qualification, and pipeline management to improve conversion rates and cycle times.
Performance Monitoring: Track and manage funnel performance across key metrics (contact → application → funded), identifying bottlenecks and driving continuous improvement.
Reporting: Prepare and present regular reporting on team performance, sales targets, and other key metrics to senior management, providing insights and recommendations for improvement.
Compliance: Ensure all origination activity complies with applicable federal and state mortgage regulations, including RESPA, TILA, and licensing requirements.
Customer Relationship Management: Own CRM workflows, lead routing, and follow-up standards to ensure no lead leakage. Enforce disciplined pipeline management, ensuring timely follow-up and full visibility into conversion performance.
Collaboration: Work closely with marketing, operations, tech, and customer service to ensure a cohesive borrower experience and continually improve our business.
Qualifications
- Bachelor’s degree in Business, Marketing, Finance, or a related field preferred.
- 5+ years of experience in mortgage sales management (inbound/telesales preferred) with a track record of achieving sales targets.
- Strong working knowledge of non-QM mortgage products, including DSCR, bridge/RTL, and consumer programs, along with conventional/agency mortgage programs.
- Excellent communication, negotiation, and interpersonal skills.
- Proficiency in CRM software and LOS platforms; Salesforce preferred but not required.
- Active NMLS license preferred with willingness to obtain additional states as required.
- Ability to work in a fast-paced and dynamic environment.
Skills
- Strategic thinking and problem-solving skills.
- Strong organizational and time-management abilities.
- High level of resilience and adaptability.
- Detail-oriented with a focus on quality and accuracy.
