Director of Sales

DIRECTOR, SALES OPERATIONS

Location: Irvine, CA 92612

Salary Range: $175k - $200k

Summary:

The Director of Sales will lead and develop the sales team, drive new business opportunities, and establish performance-based goals to ensure growth, while taking an active role in attracting and developing future sales originators. They will also collaborate with marketing to optimize lead conversion, analyze revenue data for performance improvement, and foster a culture of innovation and continuous improvement within the organization. The Director of Sales will report directly to the EVP, Corporate Development \& Capital Markets.

Essential Functions

Sales Team Leadership \& Performance Management

• Lead the sales team in identifying new business opportunities, managing the sales pipeline, and driving deal closures.
• Provide strategic guidance on sales techniques, account management, and pricing, while establishing and tracking KPIs to ensure growth and meet funding targets.
• Enforce production standards and report performance to the executive team.
• Design and manage nationwide sales incentive programs to motivate and reward top performers across the entire team, ensuring that incentives are aligned with company goals and sales growth targets.

National Reporting \& Forecast

• Oversee the development of sales forecasts and report on the entire sales team, ensuring accurate tracking of performance metrics, pipeline health, and revenue goals across all regions.

Team Leadership and Recruitment

• Recruit, mentor, and develop high-performing talent within the sales organization.
• Foster a collaborative and results-driven culture, with a focus on continuous improvement and meeting monthly hiring targets for analysts and sales originators.

Loan Analyst Program Oversight

• Design and manage the Loan Analyst Program to support the sales team in pipeline management.
• Ensure participants gain the necessary skills to transition into sales originator roles upon program completion.

Sales \& Marketing Alignment

• Collaborate with the marketing team to develop integrated marketing campaigns that generate leads, increase brand awareness, and drive customer engagement.
• Ensure alignment between sales and marketing efforts to optimize lead conversion and customer acquisition.

Revenue Performance Management

• Analyze revenue performance data to identify trends, opportunities, and areas for improvement.
• Develop and implement initiatives to optimize revenue generation, reduce churn, and increase customer lifetime value.

Competencies/Skills

• Proven track record of success in senior leadership roles within sales, marketing, or revenue management.
• Strong understanding of sales processes, marketing techniques, and customer lifecycle management.
• Analytical mindset with the ability to leverage data and metrics to drive decision-making.
• Excellent communication, negotiation, and interpersonal skills.
• Strategic thinker with the ability to envision long-term goals and develop actionable plans to achieve them.
• Results-oriented with a focus on driving measurable outcomes and ROI.
• Ability to thrive in a fast-paced, dynamic environment and lead through change.
• Strong attention to detail with the ability to stay organized and problem solve in a fast-paced environment.
• Ability to articulate issues, problem solve and analyze with creative and outside of the box thinking.
• Effective organization and time management skills
• Advanced use of Microsoft Office Suite.

Education and Experience

• Bachelor's degree in Business Administration, Marketing, or related field.
• MBA or advanced degree preferred.