Head of Sales (Richmond)

Build CapCenter’s sales engine. CapCenter has the brand, the product — our Zero Closing Cost mortgage — and a growing top-of-funnel of leads from paid marketing, credit trigger, aggregators, and a database of repeat-client opportunities. What we need is the leader who builds the sales machine that converts every one of those leads into closed loans. You’ll stand up CapCenter’s first dedicated Consumer Direct sales team, recruit and lead licensed loan officers across our footprint, own every borrower conversation from first contact through full TRID application, and report directly to the COO on the conversion metrics that move the business. This is the seat for a centralized-sales leader ready to build, not maintain — a foundational hire that will define CapCenter’s growth posture for the next decade.

ABOUT CAPCENTER

Founded in Richmond, Virginia in 1997, CapCenter exists to help individuals and families achieve one of life's most meaningful milestones—homeownership. By bringing mortgage, realty, and insurance services together under one roof, we provide a simpler, more transparent experience designed to save clients time and money. Our commitment to innovation, including our Zero Closing Cost mortgage, has earned the trust of thousands of clients and fueled our growth through repeat business and referrals.

At CapCenter, our mission extends beyond serving clients. We foster a collaborative, high-impact environment where employees are empowered to do meaningful work, grow professionally, and make a real difference in the lives of the people we serve.

KEY RESPONSIBILITIES

Build and Lead the Sales Team

Recruit, hire, license, develop, and performance-manage a team of Consumer Direct loan officers across CapCenter’s footprint. Build the training curriculum, set the operating rhythm, and design the team’s compensation structure.

Lead Conversion

Convert leads across every source Marketing supplies, including paid marketing, credit trigger, aggregator, retention, and partner referral. Drive lead-to-commitment and client retention as your primary scoreboard. The Marketing Director owns lead generation and marketing spend; you own what happens to every lead once it arrives. Hand off a clean, complete file to Mortgage Loan Operations.

Compliance

Apply SAFE Act, RESPA, TRID, Fair Lending, and ECOA standards consistently across the team. Ensure FCRA “firm offer of credit” compliance on credit trigger outreach, in partnership with Senior Counsel on script review. Work with Legal and Compliance, who own NMLS license status, to keep the team properly licensed across CapCenter’s footprint.

Cross-Function Partnership

Partner with the Marketing Director on lead supply, quality feedback, and pacing. Partner with Loan Consultant leadership across Purchase and Refinance on TRID handoff quality. Partner with Legal on compliance, HR on hiring and licensing, and Technology on the CRM, dialer, and lead-management systems.

KPI Ownership and Continuous Improvement

Define and report the sales scoreboard weekly to the COO: lead-to-contact rate, contact-to-application rate, application-to-TRID rate, and loan officer productivity. Drive cycle time down and conversion up, quarter after quarter.

QUALIFICATIONS

• 10+ years of mortgage sales experience, with 3+ in a Consumer Direct, Inside Sales, or direct-to-consumer mortgage role
• 3+ years of people leadership, having built, led, or scaled a Consumer Direct loan officer team
• Hands‑on experience with multi‑source lead programs spanning paid, credit trigger, aggregator, retention, and partner sources
• Working knowledge of FCRA “firm offer of credit” requirements, TRID, SAFE Act, and Fair Lending
• Strong analytical orientation, comfortable running a conversion KPI scoreboard
• Demonstrated ability to handle confidential information discreetly and act with professionalism and integrity
• Active NMLS license

Preferred: Prior experience scaling a Consumer Direct team from fewer than 10 to more than 20 loan officers; expertise with CRM, dialer, and lead‑management platforms such as HubSpot, Velocify, Salesforce FSC, or Bonzo; multi‑state mortgage market experience.

COMPENSATION

The compensation range for this position is $250,000 - $400,000. Individual compensation will be determined based on job‑related business considerations, including relevant qualifications, experience, education, certifications, and skills. Where applicable, this position may also be eligible for incentive compensation and/or discretionary bonus opportunities. Successful performance and achievement of established advancement milestones may lead to promotion opportunities and elevated salary range.

BENEFITS

CapCenter offers a comprehensive benefits package, including medical, dental, vision, life insurance, a 401(k) plan with company match, paid vacation, paid holidays, and other programs designed to support the well‑being and professional growth of our employees.

EQUAL OPPORUTNITY EMPLOYER

CapCenter is an Equal Opportunity Employer (Veteran/Disability). All qualified applicants will be considered regardless of race, color, national origin, age, religion, sex, sexual orientation, gender identity, or any other status protected by applicable federal, state, or local law.