Create account plans to increase revenue and identify sales opportunities.
Lead onboarding processes for new clients adopting FICO products.
Leverage internal expertise to enhance client interactions in the mortgage sector.
Conduct business reviews to track performance and communicate changes.
Analyze lender operations and market strategies to identify growth opportunities.
Address technical issues and support change management for client satisfaction.
Showcase new product features and gather client feedback for improvements.
Participate in industry events to strengthen FICO's market presence.
Monitor market trends and competitor activities for strategic insights.
Identify new opportunities for FICO scores in mortgage origination.
Benefits
Inclusive culture aligned with core values: ownership, customer satisfaction, and respect.
Professional development opportunities to leverage individual strengths and gain experience.
Highly competitive benefits and rewards to motivate performance.
People-first environment promoting work/life balance and social engagement.
Engagement in employee resource groups and social events.
Full Job Description
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
Experience in the mortgage industry, or in sales/business development covering the mortgage industry (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.
Track record building relationships and shared objectives with stakeholders across mortgage entities (e.g., banks, independent mortgage banks).
Proven ability to operate as a trusted strategic advisor, supporting client initiatives and navigating complex decision-making processes.
Strong cross-functional collaborator, effective with executives and stakeholder groups across Product, Risk, Analytics, and Capital Markets.
Demonstrated ability to manage relationships across multiple lending institutions simultaneously.
Outstanding executive presence, with superior communication, negotiation, and relationship-management skills.
Strategic thinker with strong tactical execution and a proven ability to drive results within matrix organizations.
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: $148,000 to $233,000 with this range reflecting differences in candidate knowledge, skills and experience.
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About Fair Isaac Corporation
Fair Isaac Corporation, also known as FICO, is a data analytics company that provides credit scoring services and decision management solutions to businesses in various industries. The company was founded in 1956 and is headquartered in San Jose, California. FICO's products and services are used by banks, credit card companies, insurance companies, retailers, and other businesses to make data-driven decisions about credit risk, fraud detection, customer acquisition, and more. The company is committed to using advanced analytics and artificial intelligence to help businesses make better decisions and improve their bottom line.
