Mortgage Originations Sales Expert

6 days ago

Menlo Park, California, United States Conversion Capital LLC Full time

About the Company
Pylon is a programmatic mortgage infrastructure platform, offering enterprise-grade APIs that connect directly to Wall Street for building and automating mortgage originations at scale. Our customers can launch their own mortgage offerings from scratch or seamlessly migrate from outdated legacy tech stacks to our platform. Backed by prominent investors like Conversion Capital, Peter Thiel, QED, and Fifth Wall, as well as the founders of Blend, Mercury, Ramp, and AngelList, we're seeking a highly motivated Account Executive (AE) to join our dynamic GTM team.

About the Role
As the first Account Executive in the GTM function, you will play a critical role in enhancing and executing the sales strategy for our mortgage-as-a-service platform. You will be responsible for converting Marketing Qualified Leads (MQLs) to Sales Qualified Leads (SQLs) and driving the end-to-end sales process, from lead generation through to closed-won deals. Additionally, you will help build out our GTM systems, processes, and sales materials, working closely with the VP of Business Development to lay the foundation for future aggressive sales growth.
This is an exciting opportunity for an experienced AE who thrives in a fast-paced, entrepreneurial environment and is eager to contribute to the development of a fundamentally unique approach to serving the mortgage industry with technology.

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.

The ideal candidate should have 5+ years of experience in Enterprise B2B SaaS sales with a proven track record of meeting or exceeding sales quotas. They should also have experience selling complex technical solutions to enterprise or mid-market customers, preferably in fintech, proptech, or a similar industry. Strong communication and presentation skills, along with the ability to engage and influence senior stakeholders, are essential. The self-starter must be able to work independently in a fast-paced, dynamic environment and adapt quickly to new situations. Experience using CRM tools and sales enablement tools is also required. The estimated salary for this position is around $120,000 per year, depending on location and experience.

Preferred qualifications include experience in mortgage technology or financial services SaaS sales and previous experience working closely with marketing teams to align on lead qualification, eligible audience, and sales materials.

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