Enterprise Sales Director, Mortgage

Axle; New York (NY); Hybrid; USD 130,000 - 320,000; Full time

Benefits offered by this job

Comprehensive benefits

Equity

Medical/dental/vision

401k

Unlimited vacation

Flexible hybrid work

Annual offsite

Job summary

Axle is redefining insurance verification for the mortgage industry through AI-driven, scalable infrastructure. We seek an Enterprise Sales Director to own and scale the Mortgage vertical, closing flagship accounts while shaping the playbooks and processes needed to sustain growth.

You will engage executive stakeholders across lenders, IMBs, banks, and fintechs, driving multi-stakeholder deals and building a repeatable GTM engine.

Qualifications

• 8–12+ years of SaaS, fintech, or enterprise sales experience selling into mortgage lenders, banks, servicers, or financial institutions.
• Deep understanding of mortgage lifecycle, origination, servicing, compliance, and risk workflows.
• Experience with LOS/servicing platforms like Encompass, Black Knight, or Blend.

Responsibilities

• Own end-to-end new business and expansion revenue for the Mortgage vertical.
• Define and execute the vertical GTM strategy: ICP, segmentation, account planning, pricing/packaging input, channel strategy.
• Build and operationalize the Mortgage sales playbook with messaging, discovery, MEDDIC qualification, mutual action plans, renewal and expansion motions.
• Lead complex enterprise sales cycles from pipeline generation to executive sponsorship, negotiation, and close.
• Develop executive relationships across Risk, Operations, Servicing, Compliance, and Technology.
• Ensure seamless handoffs into onboarding and Customer Success while remaining executive sponsor for strategic accounts.
• Hire and mentor GTM resources for the vertical as revenue scales.
• Act as the operational hub for the Mortgage segment, aligning Leadership, Product, Engineering, and CS.

Skills

SaaS Sales

Enterprise Sales

C-suite Engagement

Forecasting

MEDDIC

Channel/Partnerships

Tools

Encompass (ICE)

Black Knight MSP

Blend

Salesforce

Job description

The multi-trillion dollar insurance industry still relies on phone calls, paper forms, and outdated systems that are slow, error-prone, and easy to fake.

That’s where Axle comes in. We bridge the gap between insurance and other industries through an AI Native Clearinghouse for insurance, enabling our clients to make business decisions in seconds instead of hours while allowing consumers to unlock their most underutilized financial asset - insurance.

About the role

Axle is the insurance communication infrastructure for the age of AI. Leading Fortune 500 lenders, fintech platforms, and financial institutions use Axle to instantly verify insurance and monitor ongoing coverage — reducing operational costs while delivering a frictionless consumer experience.

Axle is growing rapidly and looking for an Enterprise Sales Director to build and scale our Mortgage vertical. This is a unique opportunity to take a founder-led, opportunistic revenue stream and turn it into a repeatable, enterprise-grade go-to-market engine.

You will own new revenue and expansion within the Mortgage and broader Financial Services segment. As a trusted advisor to executives across top lenders, IMBs, banks, servicers, and fintech platforms, you’ll demonstrate how Axle reduces risk, improves compliance workflows, and unlocks operational efficiency across the mortgage lifecycle.

This role blends hands-on enterprise selling with vertical strategy. You will personally close flagship accounts while helping define the playbooks, processes, and structure required to scale the segment over time.

Why you should consider joining Axle?

• Own a vertical: Lead and scale the Mortgage segment from the ground up.

• Enterprise impact: Work directly with executive stakeholders across leading lenders, IMBs, servicers, and fintech platforms.

• Strategic influence: Shape ICP definition, segmentation, pricing feedback, and channel strategy.

• Cutting-edge infrastructure: Transform insurance verification and monitoring workflows with API-driven, AI-enabled solutions.

• Winning culture: Join a fast-moving, ambitious team that values execution and ownership.

• Backed by world-class investors: Google (Gradient Ventures), Y Combinator, and executives from Plaid and Cox Automotive.

• Leading relationship: Grow existing relationships with someone leading mortgage originators and servicers

Impact

• Own end-to-end new business and expansion revenue for the Mortgage vertical.

• Define and execute the vertical GTM strategy: ICP, segmentation, target account planning, pricing/packaging input, and channel strategy.

• Build and operationalize the Mortgage sales playbook (messaging, discovery frameworks, MEDDIC qualification, mutual action plans, renewal and expansion motions).

• Lead complex enterprise sales cycles from pipeline generation through executive sponsorship, negotiation, and close.

• Develop multi-threaded executive relationships across Risk, Operations, Servicing, Compliance, and Technology.

• Ensure seamless handoffs into onboarding and Customer Success while remaining executive sponsor for strategic accounts.

• Hire and mentor additional GTM resources for the vertical as revenue scales.

• Act as the operational hub for the Mortgage segment, aligning Leadership, Product, Engineering, and CS on priorities and customer feedback.

• Own vertical-level forecasting and reporting: pipeline health, ACV trends, activation, retention, and expansion.

What would set you up for success?

• 8–12+ years of SaaS, fintech, or enterprise sales experience selling into mortgage lenders, IMBs, banks, servicers, or financial institutions.

• Deep understanding of the mortgage lifecycle, including origination, servicing, compliance, insurance tracking, and risk management workflows.

• Experience working with or selling alongside core systems such as Encompass (ICE), Black Knight / MSP, Blend, or other LOS/servicing platforms.

• Proven track record of closing complex enterprise deals with multi-stakeholder buying committees.

• Strong consultative sales skills with the ability to engage C-suite executives (CRO, COO, Head of Servicing, Chief Risk Officer, CIO).

• Experience building structured qualification rigor (e.g., MEDDIC) and predictable forecasting discipline.

• Entrepreneurial builder mindset with comfort operating in ambiguity and shaping early-stage GTM processes.

• Ability to work cross-functionally to identify feature gaps and influence product direction.

• Early adopter of AI sales tools and data-driven selling methodologies.

Even better if…

• 12–15+ years selling into top 100 mortgage lenders or national servicing platforms.

• Deep executive relationships across large IMBs, banks, or servicing organizations.

• Experience introducing new infrastructure or compliance-driven technology into a regulated financial ecosystem.

• Experience co-selling with system integrators, LOS partners, or fintech channel partners.

• Background presenting at industry conferences (e.g., MBA Annual, ICE Experience, HousingWire events).

What you can expect

• $260k – $320k (uncapped) OTE

• $130k - 160k base

• 10% bonus on all closed deals + 10% accelerator once you hit quota

• 2 quarter ramp with 75% draw in the first quarter and 30% draw in the second quarter

• 0.1 - 0.5% with 4 year vesting cycle

• Comprehensive benefits: Competitive comp + equity, medical/dental/vision, 401k, unlimited vacation, flexible hybrid work, annual offsite.

Diversity, Equity, and Inclusion at Axle

Axle is an equal opportunity workplace — we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. We believe in actively building a team rich in diverse backgrounds, experiences, and opinions to better allow our employees, products, and community to thrive.

Axle is the AI-native clearinghouse for property and casualty insurance. Our infrastructure and AI agents automate complex insurance workflows for third parties including verification, monitoring, and policy updates. Read more about our vision: https://www.axle.insure/blog/announcing-our-17-5m-series-a-led-by-base10

We are backed by leading investors including Base10, Y Combinator, and Gradient Ventures (Google's AI fund) and angels from companies like Plaid and Cox Automotive.

Our team is in-person 4 days a week in our Flatiron/NoMad office in NYC and our West Midtown office in Atlanta.