Sales Director

Archwest Capital; Irvine (CA); On-site; USD 160,000 - 175,000; Full time

Job summary

Archwest Capital is seeking a Sales Director to lead a division of Account Executives, driving day-to-day sales execution, pipeline management, and originator performance within a credit-first framework.

You will coach on sound credit structuring and run the division with a modern stack—Salesforce, portal-based origination, and AI-assisted workflows for lead qualification, deal sizing, and borrower communication.

Qualifications

• Bachelor's degree in Business Administration, Finance, or related field.
• MBA or advanced degree preferred but not required.
• 3-5+ years of sales management experience in real estate finance or private lending.

Responsibilities

• Own the sales pipeline for an assigned division of Account Executives and forecast funding.
• Coach originators on credit structuring and pricing within the delegation matrix.
• Drive adoption of Salesforce, portal-based origination, and AI-assisted workflows.
• Set KPIs and report divisional performance weekly and monthly.
• Provide hands-on coaching and 1-on-1s to elevate performance.
• Partner on recruiting and onboarding new originators.
• Identify and resolve bottlenecks with cross-functional teams.
• Manage sales incentive programs and ROI.

Skills

Sales leadership

Credit structuring

Pipeline management

CRM (Salesforce)

Team development

Deal pricing

AI-enabled workflows

Interpersonal skills

Education

Bachelor's degree in Business Administration/Finance

MBA preferred

Tools

Salesforce

Loan Origination Portal

AI-assisted workflows

Job description

The Sales Director will manage a division of the sales team, driving day-to-day sales execution, pipeline management, and originator performance. This is a credit-first, technology-forward leadership role: the Sales Director is expected to coach originators on sound credit structuring and to run the division through a modern sales-technology stack - Salesforce, portal-based loan origination, and AI-assisted workflows for lead qualification, deal sizing, and borrower communication. This role is focused on developing Account Executives, enforcing production and credit-quality standards, and ensuring the division consistently meets or exceeds its funding targets. The Sales Director will collaborate cross-functionally with credit, capital markets, operations, and marketing to remove bottlenecks and accelerate deal flow. This position reports directly to the Chief Sales Officer / Head of Revenue.

Essential Functions

• Divisional Sales Management & Pipeline Oversight: Own the sales pipeline for an assigned division of Account Executives. Run weekly, data-driven pipeline reviews in Salesforce; drive daily activity around lead follow-up, deal structuring, pricing strategy, and closing discipline; and ensure accurate forecasting of weekly and monthly fundings.
• Credit-First Coaching & Deal Structuring: Serve as a senior credit coach within the division - developing Account Executives' structuring judgment across LTV/LTC, experience overlays, exit-strategy analysis, and GUC draw schedules. Guide deal packaging within the credit box, approve pricing exceptions per the delegation matrix, and elevate deals outside authority to Credit and Capital Markets.
• Technology-Forward Sales Execution: Drive adoption of the sales-technology stack across the division - Salesforce pipeline management and data hygiene, portal-based loan origination, and AI-assisted lead qualification, deal sizing, and borrower outreach. Use pipeline data and metrics to inspect performance and make decisions.
• Performance Tracking & Accountability: Set and track KPIs including lead conversion, quote-to-lock ratios, funded volume, credit quality, and revenue per originator. Enforce production and credit-quality standards across the division and elevate underperformance with clear action plans. Report divisional performance to sales leadership on a weekly and monthly basis.
• Originator Coaching & Development: Provide hands-on coaching to Account Executives on sales technique, product positioning, broker and borrower relationship management, and objection handling. Conduct regular 1-on-1s, pipeline reviews, and call-coaching sessions to elevate individual and team performance.
• Recruiting & Onboarding: Partner with sales leadership and recruiting to identify and hire strong originator talent. Lead onboarding and ramp plans for new hires to ensure they are productive within established timelines. Support the Loan Analyst Program by mentoring analysts transitioning into originator roles.
• Cross-Functional Coordination: Serve as the primary liaison between the sales division and credit, capital markets, operations, and marketing. Identify and resolve process bottlenecks that slow deal flow, and provide field-level feedback to inform product development, pricing adjustments, and campaign targeting.
• Incentive Program Execution: Implement and manage sales incentive programs within the division, ensuring alignment with company-wide production and credit-quality goals. Track incentive payouts and ROI, and recommend adjustments to sales leadership as needed.

Requirements

• 3-5+ years of sales management experience in real estate finance or private lending.
• Strong credit structuring proficiency - LTV/LTC, experience overlays, exit strategies, and GUC draw schedules - with the ability to coach originators on credit, not just activity.
• Technology-forward operating style - advanced proficiency with CRM systems (Salesforce) and comfort leveraging portal-based origination tools and emerging AI-driven workflows for lead qualification, deal sizing, and borrower communication.
• Demonstrated ability to coach, develop, and hold Account Executives accountable to production and credit-quality targets.
• Strong understanding of loan products (bridge, fix-and-flip, ground-up construction, DSCR) and pricing dynamics.
• Analytical mindset with the ability to leverage pipeline data and metrics to drive decision-making.
• Excellent communication, negotiation, and interpersonal skills.
• Results-oriented with a focus on driving measurable volume, revenue, and credit-quality outcomes.
• Ability to thrive in a fast-paced, high-growth environment and manage through change.
• Strong attention to detail with effective organizational and time management skills.

Education and Experience

• Bachelor's degree in Business Administration, Finance, or related field.
• MBA or advanced degree preferred but not required.

Accessibility

At Archwest, we will provide reasonable accommodations to enable individuals with disabilities to perform essential functions. Please let us know by contacting us at [e-mail].

Salary range for this position is $160,000 to $175,000