Wholesale Sales Leader | Growth Opportunity

Job Description

A fast-growing wholesale mortgage company is making a significant investment in its sales organization as it builds toward aggressive growth in 2027.

\n

\n

The company has already built relationships with hundreds of enterprise accounts representing tens of thousands of Loan Officers and generates hundreds of mortgage scenarios each week.

\n

\n

The next stage of growth requires experienced sales leadership that can build strong teams, develop productive Account Executives and turn an established network into significantly greater funded production.

\n

\n

This is not a traditional sales management role focused primarily on reporting, administration or managing an inherited team.

\n

\n

The opportunity is to build, coach and lead a high-performing wholesale sales organization.

\n

\n

Why This Opportunity Is Different

\n

\n

The company already has meaningful distribution, differentiated Buy Before You Sell solutions and substantial scenario activity.

\n

\n

Successful leaders will help AEs become more proactive, develop stronger Loan Officer and broker relationships, improve product fluency, create repeat account usage and convert more opportunities into funded production.

\n

\n

The product also requires more than traditional wholesale selling. AEs must understand the borrower’s problem, identify the right solution and educate Loan Officers on when and how to use it.

\n

\n

The Sales Leader must be able to coach that process.

\n

\n

What You'll Do

\n

\n

\n
• Lead and develop a team of Wholesale Account Executives
\n
• Recruit and help build a high-performing AE team as the organization expands
\n
• Create a proactive hunter culture focused on account activation, relationship development and recurring production
\n
• Establish clear daily, weekly and monthly expectations for sales activity and performance
\n
• Coach AEs on prospecting, relationship development, follow-up and account penetration
\n
• Help AEs diagnose transaction challenges and identify the appropriate Buy Before You Sell solution
\n
• Develop strong product fluency across the team so AEs can confidently educate Loan Officers and brokers
\n
• Review difficult scenarios and help AEs think through transaction structure rather than simply escalate problems
\n
• Identify whether performance issues are related to skill, effort, follow-up, account opportunity or execution, and coach accordingly
\n
• Improve conversion, partner adoption and repeat account activity
\n
• Participate actively in recruiting, onboarding and developing new AEs
\n
• Work closely with operations, product and leadership to improve the partner experience and provide market feedback
\n
• Develop future sales leaders as the organization continues to scale
\n

\n

\n

What Success Looks Like

\n

\n

Successful leaders will build a team that is accountable, proactive and capable of independently developing meaningful broker and Loan Officer relationships.

\n

\n

The team should become increasingly effective at converting existing account opportunity into funded production while also creating new relationships and business outside the established network.

\n

\n

The strongest leaders will not simply manage results after the fact. They will understand why an AE is succeeding or struggling, get involved when needed and coach the behaviors that create sustainable production.

\n

\n

They will also develop enough product and transaction depth to help their team confidently solution deals without relying on another leader to provide the answer.

\n

\n

Who Will Be Successful

\n

\n

This role is best suited for a wholesale mortgage sales leader who combines recruiting, coaching, production leadership and product depth.

\n

\n

The strongest candidates will have experience developing AEs who sell through brokers and Loan Officers rather than managing only direct-to-consumer or provided-lead sales teams.

\n

\n

You may be a strong fit if you are:

\n

\n
• A current or recently active Wholesale/TPO Sales Manager, Regional Sales Manager, Sales Director or similar leader
\n
• Experienced directly leading and coaching Account Executives
\n
• Proven in recruiting and building sales teams, not simply inheriting them
\n
• Able to quantify team production, account growth or other measurable sales results
\n
• Strong at diagnosing performance issues and coaching different types of salespeople
\n
• Comfortable working complex mortgage scenarios and helping AEs solution transactions
\n
• Experienced developing broker and Loan Officer relationships
\n
• Strong at teaching differentiated or unfamiliar mortgage products
\n
• Able to create clear accountability around prospecting, follow-up and relationship development
\n
• Comfortable leading in a fast-growing environment where processes continue to evolve
\n
• Hands-on and willing to work alongside AEs rather than manage exclusively from reports
\n
• Motivated by building an organization and developing people, not simply holding a management title
\n

\n

\n

Experience with Non-QM, DSCR, bridge lending, Bank Statement, Alt-Doc or other specialty mortgage products is especially relevant because these environments require creativity, education and consultative selling.

\n

\n

Direct Buy Before You Sell experience is valuable but not required. What matters most is the ability to learn the product deeply, coach others to understand it and help AEs translate transaction challenges into the right solution.

\n

\n

This is an opportunity for a leader who wants to help shape a growing wholesale sales organization, recruit and develop strong people, influence how the business goes to market and build a team capable of producing at a high level.