Senior Account Executive - Wholesale

Job Description

Job Description

About the Company

The $13 trillion mortgage industry at the core of the American economy runs on broken assembly lines with human-powered workflows, stitched-together software, and a series of capital markets intermediates. The costs to originate are at an all time high despite foundational shifts in technology.

Pylon is rewiring mortgages from the ground up. We are building the only API-first, programmatic infrastructure that fully automates credit, compliance, capital, and operations. For the first time, originators can build and scale mortgage businesses entirely through software, not people. Our team comes from Stripe, Better, and Affirm, and we are backed by Conversion Capital, QED, Citi, Fifth Wall, Peter Thiel, and the founders of Ramp, Mercury, Blend, and others.

About the Role

The Senior Account Executive (Wholesale) will acquire, activate, and grow high-potential mortgage broker partners Nationally. You’ll carry an aggressive production quota, own the broker lifecycle from first meeting to first fund to sustained growth, and serve as the face of Pylon’s programmatic infrastructure.

Key Responsibilities :

Sales Pipeline Ownership : Own and manage a full sales pipeline from lead qualification through to closed-won deals. You will be responsible for generating new business opportunities and driving the sales process forward at every stage- with a  predisposition for creatively chartering a path forward at every opportunity.

Discovery & Needs Assessment : Conduct thorough discovery calls and meetings to understand customer needs, pain points, and business objectives. Tailor the product pitch to align with these needs and demonstrate the value of our mortgage-as-a-service platform.

Product Demonstrations : Conduct compelling product demos and presentations to prospects, highlighting the unique capabilities and value proposition of our programmatic mortgage rails.

Negotiation & Closing : Lead negotiations and close deals in your pipeline, ensuring customer expectations are thoughtfully set and met throughout the sales process.

Sales Process Development : Collaborate with the VP of Business Development to build and refine sales processes, systems, and materials that streamline the sales cycle, improve lead conversion rates, and scale the GTM function.

Collaboration with other GTM Teams : Work closely with the marketing, product, and account management teams to ensure alignment on sales strategy, messaging, and the post-sale customer journey.

CRM & Reporting : Maintain accurate and up-to-date records in the CRM (currently Hubspot), track key sales metrics, and report on performance to the VP of Business Development and other company leadership.

Market and Software Intelligence : Stay up-to-date on industry trends, competitive landscape, and customer needs to continuously refine your sales approach and ensure you’re addressing the right pain points for both our ‘Build With’ and ‘Switch To’ audiences.

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.