General Manager, Lender Business

General Manager, Lender Business

Nashville, TN (Hybrid) or Remote; Nashville, TN or New York City (Hybrid)

Built's Mission: Connect and simplify doing business in real estate. Built is the AI-powered platform transforming the way real estate is financed, developed, and managed. Purpose-built for real estate and construction, Built began by fixing construction draw management for lenders and has grown into a comprehensive operating system addressing some of the industry's most complex challenges. Today, Built is a partner to more than 350 lenders, over 80,000 borrowers and owners, and thousands of contractors, powering 86,000 active projects valued at more than $300 billion.

About the Role

As General Manager of Lender, you are the CEO of Built's primary customer segment. You own the segment's revenue, strategy, and execution. You lead a high-performance sales organization, manage a substantial P&L, and drive go-to-market strategy across enterprise banks, regional banks, and private credit. You report directly to the President and operate as a key member of the senior leadership team. You are expected to operate with board-level strategic capacity while maintaining the grit to dive into and solve complex enterprise deal and product cycles. You will shape how Built builds, sells, grows, and wins in the market.

Your Mandate

Your primary mission: drive exponential growth within the Lender segment and expand Built's product footprint across the financial institutions that power construction and real estate finance.

Sales Leadership & Revenue Ownership

• Own the Lender vertical's revenue targets, pipeline health, and sales forecast. You are accountable for the numbers, full stop.
• Lead, coach, and scale a high-performance sales organization spanning AEs, Sales Leaders, Sales Engineers, Account Management, Customer Success and cross-functional partners.
• Build the leadership bench. Develop leaders who can grow with the company and own expanding segments of the business.
• Drive operational excellence: sales process, forecasting accuracy, and continuous improvement across the organization.
• Partner with Sales Enablement, Revenue Operations, and Marketing on transformation initiatives including process redesign, tool implementation, and training programs.

Vertical Strategy: CEO of the Lender Segment

• Work with marketing to develop and execute the go-to-market strategy for the full Lender segment: enterprise banks, regional banks, credit unions, and private credit.
• Own the P&L for the Lender vertical. Manage resource allocation, hiring strategy, and investment decisions with the rigor of a business operator.
• Partner with Product and Marketing to ensure the roadmap reflects market needs and demand. Translate customer and competitive insight into product priorities that drive revenue.
• Expand the product footprint across the Lender base, including: loan administration software, deal, asset and portfolio management software, marketplace and transactional offerings, agentic and AI offerings, payments and fintech – and new offerings as they come to market.
• Identify and pursue market expansion opportunities: new segments, adjacencies, and whitespace in the construction finance ecosystem.

Strategic Partnerships & Enterprise Sales

• Navigate complex, multi-stakeholder enterprise deal cycles within financial institutions. Understand how banks and financial institutions buy, how risk committees evaluate, and how procurement operates.
• Build and maintain executive-level relationships with C-suite leaders at target institutions. Act as the face and leader of Built's Lender business in the market.
• Collaborate with your Account Management leadership on customer lifecycle strategy, ensuring seamless transitions from sale to long-term partnership.
• Represent Built's Lender business to the board, investors, and external audiences. Provide strategic thought leadership on market trends, competitive dynamics, and growth trajectory.

How You Operate: Built's Guiding Principles

We hire and promote against these principles. They define how we work, how we lead, and how we make decisions.

Be Bold

We pursue the biggest problems in our industry, challenge assumptions others take for granted, and take calculated risks to get there. We don't hide behind consensus or committees. Playing it safe is just failing slowly.

What this looks like at your level: You advocate for strategic pricing or packaging changes that require short-term risk for long-term market positioning. You make bold bets on channel partnerships and competitive posture. You challenge the executive team when the go-to-market strategy needs to evolve.

Help Customers Win

We learn our customers' businesses deeply. We treat their capital like our own. We ship leverage, not features. And we measure ourselves by customer results, not our intentions.

What this looks like at your level: You set the standard that sales at Built is about helping customers succeed in construction finance. You ensure the sales org is structured to support long-term customer relationships and build executive-level partnerships that go beyond the vendor relationship.

Move with Urgency & Purpose

We bias toward delivery over perfection, remove friction from our own paths, and communicate in real time. Momentum compounds, and we build it every day.

What this looks like at your level: You set the pace for the go-to-market organization. Urgency is paired with strategic focus so the team is closing the right deals, not just more deals. Revenue targets and operating cadences reflect Built's growth ambition.

Own the Outcome

We own outcomes, not just tasks. We hold a high Say:Do ratio and take responsibility from idea through impact. When something breaks, we fix it.

What this looks like at your level: You hold the go-to-market organization accountable to revenue commitments. Every deal, every account, and every market segment has a named owner. Built's sales execution is a source of trust with customers, investors, and the board.

Never Satisfied

We raise the bar continuously. We stay curious, hold exacting standards, debate hard, and hold our opinions loosely when the evidence shifts. Excellence is a habit, not an event.

What this looks like at your level: You define what world-class sales execution looks like at Built. You invest in sales analytics and enablement infrastructure that helps the team learn and improve faster. A good quarter is never a reason to stop improving.

What You Bring

Must-Have

• 12+ years of progressive sales leadership experience , including 6+ years in a VP or SVP role leading enterprise sales organizations
• Deep experience selling to financial institutions : enterprise banks, regional banks, credit unions, or private credit. You understand how financial services organizations evaluate, buy, and deploy technology.
• Proven track record of building and scaling enterprise SaaS sales organizations . You have driven significant revenue growth (from tens to hundreds of millions) and led large, distributed teams.
• P&L ownership mentality . You think like a general manager, not just a sales leader. You make resource allocation, pricing, and investment decisions with a business operator's rigor.
• Strategic thinker with board-level executive presence . You can develop compelling go-to-market strategies, influence C-suite leaders, and represent Built to investors with credibility and conviction.
• Data-driven operating discipline . You run the business on metrics. Pipeline health, forecasting accuracy, deal velocity, win rates, and unit economics are your operating language.
• You are a talent magnet and leadership developer . Top-performing individuals seek you out. You build coaching cultures, develop senior leaders, and attract top talent based on the quality of your organization.

Differentiators

• Experience in FinTech, construction technology, or real estate finance. You understand the ecosystem's nuances: draws, inspections, lien waivers, construction lending workflows.
• Experience leading through organizational change, M&A integration, or rapid scaling in a growth-stage company.
• Track record working alongside operators with high-velocity, data-driven leadership backgrounds (e.g., Amazon, high-growth tech).
• Industry recognition, external network, and relationships across the banking and financial services landscape.

AI & Technology Expectations

• Leverage AI tools to enhance the productivity, quality, and speed of your work and your organization's work.
• Use AI to support drafting, analysis, summarization,