Wholesale Account Executive

Job Description

Job Description

About the Client

Our client is a fast-growing fintech startup reshaping the $13 trillion mortgage industry by transforming traditional, manual workflows into seamless, software-driven processes. Operating at the intersection of lending and capital markets, they provide next-generation infrastructure that enables mortgage originators to scale with technology rather than headcount. With deep roots in lending, software, and capital markets, the team is composed of top talent from high-growth fintechs and is backed by leading investors in the financial technology space.

About the Role

As a Senior Account Executive (Wholesale), you'll play a pivotal role in acquiring, onboarding, and scaling high-potential mortgage broker partners across the country. This is a quota-carrying position that owns the full sales lifecycle—from initial outreach and discovery through onboarding and long-term growth. You’ll act as the face of the platform, introducing brokers to a new model of lending infrastructure that prioritizes automation, transparency, and control.

Responsibilities

Sales Pipeline Management : Take ownership of a full-cycle sales pipeline—sourcing, qualifying, pitching, and closing deals with prospective broker partners.

Discovery & Consultation : Conduct in-depth discovery to understand the broker’s current processes, pain points, and goals, aligning the platform’s value proposition to their business needs.

Product Presentations : Lead tailored platform demos, showcasing features such as pricing flexibility, real-time concessions, and built-in underwriting logic.

Deal Execution : Drive the negotiation and close process while setting clear expectations, ensuring a smooth transition from first contact to funded loan.

Sales Process Optimization : Collaborate with leadership to enhance sales processes, develop materials, and implement systems that accelerate conversion and scale go-to-market efforts.

Cross-Functional Collaboration : Work closely with marketing, product, and customer success teams to ensure consistency across the customer lifecycle.

CRM & Reporting : Maintain accurate data in the CRM (HubSpot) and report regularly on performance metrics to senior leadership.

Market & Product Insight : Stay ahead of industry shifts, competitor activity, and client feedback to continuously evolve your strategy and positioning.

Requirements

5+ years of success in wholesale mortgage sales, specifically within the broker / TPO channel.

Demonstrated ability to grow broker shops from initial approval through consistent funding cycles.

Strong command of Conventional, FHA, and VA products; working knowledge of Non-QM and DSCR scenarios.

Deep familiarity with PPE tools (Optimal Blue, Polly), lock strategy, and exception management practices.

Proficient in LOS / TPO systems (e.g., Encompass / ICE, MeridianLink), with the ability to guide broker onboarding and tech setup.

Excellent communication and forecasting skills, particularly in executive-level conversations with broker owners and production leads.

A self-starter mentality with experience in agile, tech-forward environments.

Skilled in CRM systems (HubSpot preferred) and sales enablement tools.

Consultative sales approach with a strong orientation toward solving partner problems and driving business outcomes.

Benefits & Why Join

Work with a team at the forefront of reimagining mortgage infrastructure through software.

Join a company that empowers brokers to scale like lenders while maintaining license flexibility.

Access competitive compensation with performance incentives.

Be part of a culture that values autonomy, impact, and speed—where ideas are quickly implemented and success is shared.

Backed by top-tier investors and industry leaders, providing long-term stability and growth potential.