Business Relationship Manager

Optimal Blue; United States; On-site; USD 90,000 - 110,000; Full time

Benefits offered by this job

Medical benefits

Dental benefits

401(k) with company match

Job summary

Optimal Blue is seeking a Business Relationship Manager in the United States to drive retention and new revenue growth across a customer portfolio.

The role emphasizes delivering measurable value, expanding product adoption, and identifying cross-sell opportunities, with a salary range reflecting a $90k–$110k base plus commissions. Candidates should bring 5+ years of B2B SaaS sales experience in mortgage/fintech and be prepared to travel.

Qualifications

• 5+ years of relevant B2B SaaS sales experience in mortgage/fintech

Responsibilities

• Meet or exceed annual revenue and retention targets
• Build trusted advisor relationships by understanding customer goals and industry trends
• Develop and manage a high-quality sales pipeline with consistent activity
• Facilitate opportunities by coordinating internal and partner resources
• Close sales by following company processes and selling value/ROI
• Collaborate with Client Success to enable new opportunities and retention

Skills

Strong communication

Relationship building

Strategic sales planning

Industry knowledge (mortgage/fintech)

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Job description

The Business Relationship Manager is responsible for driving retention and new revenue growth across a portfolio of customers. This role focuses on delivering measurable value, expanding product adoption, and identifying cross-sell opportunities. The ideal candidate brings a strong track record selling mortgage technology or fintech solutions, paired with exceptional communication and relationship‑building skills.

The target base salary for this role is $100,000 annually.

Responsibilities

• Consistently meet or exceed annual revenue and retention targets
• Build and maintain trusted advisor relationships through deep understanding of customer goals, business practices, and industry trends
• Develop and manage a high-quality, predictable sales pipeline with consistent activity and progression
• Work effectively to facilitate sales opportunities by orchestrating internal and partner resources
• Demonstrate a clear cadence of building and always maintaining a high-quality pipeline
• Work with the Client Success team to act on new business opportunities, ensure customer retention, and find solutions for customers
• Work with the Sales Solutions team to ensure the customer has a complete understanding of the value and function of our products as a solution to their needs
• Effectively close sales pipeline by following company’s sales methodology and processes
• Negotiate favorable pricing and business terms by selling value and ROI
• Adopt and use daily the company’s sales productivity tools such as Salesforce
• Provide timely and insightful feedback for product management and marketing

Role Requirements

• Ability to forge, develop and maintain productive customer relationships.
• Ability to forge, develop and maintain productive internal relationships.
• Ability to forge, develop and maintain a successful partnership with the Client Success Manager for the designated customer group.
• Proficient in selling at all levels in the buyer organization by building trust, acting with integrity, and leading by example.
• Ability to develop an effective sales plan using a combination of face‑to‑face and phone/web presentations to drive sales.
• Ability to travel 50% of the time to customer sites, industry events, and corporate meetings.
• Ability to quickly learn and articulate the value and differentiation of Optimal Blue solutions.
• Strong communicator with excellent presentation skills
• Well‑organized, disciplined planner and implementer with sound strategic thinking
• Experience with sales automation technology either Salesforce or comparable technology

Desired Skills & Knowledge

• Expert knowledge of the mortgage technology industry including products, industry trends, regulatory issues, competitors, and industry partners.
• 5+ years of relevant B2B sales experience in SaaS based consultative enterprise selling environment in the mortgage and/or fintech industry.

Educational Requirement

• Bachelor's degree preferred and/or equivalent experience.

FLSA Designation (US Only)

Exempt

Salary Range

The estimated base salary range for this role is USD$90,000.00 - USD$110,000.00 per year. We include salary ranges in job postings only where required by applicable pay transparency laws, based on the jurisdictions in which the role may be performed. The posted range is a good faith estimate and reflects factors that are subject to change. Final offer amounts may vary based on job‑related factors, including work location, candidate experience and expertise, and other relevant considerations.

Other Compensation (US Only)

Sales positions may be eligible to participate in the business commission plan. Plan details will be provided to you upon hire.

Benefits (US Only)

Full‑time employees will also be eligible for enrollment in a wide range of choices of benefits, including medical, dental, vision, basic life insurance, short/long term disability, 401(k) participation (with company match).

Time off (US Only)

The company provides a minimum of 10 days of vacation for new employees, sick time based on state requirements, 8 company‑paid holidays and 2 personal holidays per year.

We recognize the value and importance of diversity and inclusion in our communities and in the workplace. We celebrate diversity and one of our goals as an employer is to create an inclusive work environment for all employees. We are an equal opportunity employer and do not discriminate against any employee or applicant because of race, religion, sex, sexual orientation including gender identity or expression, pregnancy, national origin, age, marital status, veteran status, disability status, or any other category or characteristic protected by law.

Applicants with disabilities who would like to require a reasonable accommodation related to any part of the application process may contact us at [e-mail].

NOTE: If an applicant is selected to receive a conditional offer of employment, and in accordance with applicable law, a criminal background check may be conducted before the offer becomes final and employment begins. Pursuant to the San Francisco Fair Chance Ordinance, and other applicable laws, we will consider for employment qualified applicants with arrest and conviction records.