Fair Isaac Corporation

Sr Director - Sales and Client Success

Fair Isaac Corporation • $133K — $208K *
US-AnywhereRemote in United States
Finance & Insurance
5 - 7 years of experience
More than 3 months ago
Job Overview by Ladders

Qualifications

  • Five+ years in analytics, software, data, or financial services sales.
  • Experience managing lender relationships, preferably across IMBs, depositories, and credit unions.
  • Track record of engaging with executives and consultative selling in mortgage origination.
  • Ability to develop account plans and drive revenue growth in collaborative settings.
  • Exceptional communication, negotiation, and relationship management skills.
  • Strategic thinker with tactical execution abilities in complex organizations.
  • Willingness to travel 25% to 35% for meetings and industry events.

Responsibilities

  • Manage and grow a territory of leading US mortgage lenders.
  • Promote FICO's latest mortgage analytics products.
  • Maintain and track sales performance within a CRM system.
  • Develop and mentor client stakeholders across various teams.
  • Conduct high-level presentations demonstrating FICO score ROI.
  • 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
The Opportunity

"If you're looking for your next opportunity to make a meaningful business impact across the mortgage industry, 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." - Client Services, Vice President.

What You'll Contribute
  • Manage and develop a territory of top US mortgage lenders driving adoption and performance of FICO's direct license program
  • Promote adoption of FICO's latest best in class mortgage analytics such as FICO Score 10T, UltraFICO and FSMS
  • Maintain a sales pipeline within the CRM system tracking performance to ensure we achieve established KPIs/KPMs
  • Develop coaches and champions across the enterprise by articulating the value of FICO analytics to originators, capital markets, risk, analytics and technology teams within your client accounts
  • Conduct executive-level presentations and client consultations to demonstrate ROI, competitive advantages, and positioning of FICO scores across various mortgage products and origination cycles
  • Develop comprehensive account plans to maximize revenue opportunities and identify cross-sell/up-sell initiatives in collaboration with sales executives
  • Lead seamless onboarding processes for new mortgage originators adopting FICO products, establishing success metrics and monitoring initial adoption against KPMs
  • As part of a matrix sales organization leverage FICO experts in your sales engagement across mortgage credit risk, GSE credit score requirements, investor buy guides, and origination operations
  • Conduct regular business reviews to assess performance against client objectives, review transactional activity, and communicate material changes to internal teams
  • Understand lender origination volumes, market position, strategic initiatives, and contractual levers to identify revenue growth opportunities
  • Serve as escalation point for technical issues and service delivery concerns while supporting change management initiatives to ensure positive client experience
  • Showcase new product features from releases and capture client requests for integration into product roadmap development
  • Attend industry networking events and trade shows to expand FICO's presence within the mortgage market
  • Track market trends, competitor activities, and industry regulations, relaying strategic insights to team and broader FICO organization
  • Identify new opportunities for FICO scores within various stages of the mortgage origination cycle and present findings to clients
  • Stay current on mortgage industry regulations, products, and best practices through ongoing education and professional development


What We're Seeking
  • Five+ years of experience in analytics, software, data and/or financial services sales.
  • Familiarity with managing lender relationships across IMBs, depositories, and credit unions preferred.
  • Proven track record of executive-level engagement and consultative selling within the mortgage origination ecosystem, with the ability to communicate ROI and competitive positioning to senior stakeholders.
  • Experience developing account plans, identifying cross-sell and upsell opportunities, and driving revenue growth in a matrixed, collaborative sales environment.
  • Outstanding executive presence with superior communication, negotiation, and relationship management capabilities.
  • Strategic thinking combined with tactical execution skills and proven ability to drive results in matrix organizations.
  • Ability to travel 25% to 35% for partner 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: $133,000 to $208,000 with this range reflecting differences in candidate knowledge, skills and experience.


#LI-JW1 #LI-Remote

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.
Learn more about Fair Isaac Corporation
Size
3,460 employees
Market Cap
$15.2 billion
Industry
Enterprise Technology
Net Income
$267.9 million
Founded
1956
5 Year Trend
+8.1%
Revenue
$1.3 billion
NASDAQ
FICO
* Ladders Estimates

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