Strategic Account Manager - Mortgage (IMB)

nCino; North Carolina; On-site; USD 102,800 - 190,200; Full time

Job summary

nCino is seeking a Strategic Account Manager for Mortgage to lead the account engagement with top Independent Mortgage Banks (IMBs) in the Midwest. You will utilize your B2B sales experience to understand client needs and enhance nCino's solutions for customer success.

The ideal candidate has at least 6 years of sales experience, preferably with a focus on IMBs, and a proven record in consultative sales. The role requires excellent communication skills, with frequent travel across the Midwest territory to meet client objectives.

Qualifications

• 6+ years of experience in quota-carrying B2B software sales.
• Experience with Independent Mortgage Banks.
• Demonstrated ability to engage with C-suite executives.

Responsibilities

• Lead sales and account engagement with top IMB customers.
• Create and close sales for named IMB accounts.
• Understand mortgage operations for identifying new opportunities.

Skills

B2B software sales

Client relationship management

Consultative sales

Problem-solving

Education

Bachelor's degree

Tools

Salesforce.com

Job description

nCino offers exciting career opportunities for individuals who want to join the worldwide leader in cloud banking. The nCino Strategic Account Manager - Mortgage (IMB) will be part of a high-performing Sales team focused on adoption and continued growth within the nCino customer base. As a Strategic Account Manager, you will serve as the senior executive covering the most strategic IMB enterprise accounts in the Midwest territory. You will leverage existing relationships with executives and business unit leaders to understand their unique company challenges and to influence their perspective of nCino solutions. You will do this with deep industry understanding so that you will be able to engage in communicating the business value of nCino, while driving shareholder value.

Responsibilities

• The Strategic Account Manager (SAM) is the sales and account lead assigned to nCino's top Strategic IMB Customers and helps deepen and expand the nCino engagement with the most strategic, market-leading IMBs. The role is accountable for growing bookings and revenue of that account, supporting customer satisfaction and reference ability of the customer(s) throughout the customer lifecycle.
• Creates, identifies and closes sales for a specific set of named IMB accounts. The individual must be a self-starting closer who can create a pipeline of business within existing accounts.
• Expand nCino presence within existing enterprise clients by maintaining relationship with key client stakeholders and partnering with nCino’s Customer Success team to drive adoption and identify opportunities to extend the nCino value‑proposition.
• Thoroughly understand mortgage operations within your designated IMB customers and navigate the organization effectively in order to identify opportunities to extend the nCino solution and help organizations solve critical problems in other segments of the organization.
• Use consultative sales approach to identify client needs and use detailed knowledge of the nCino solution and the Salesforce.com platform to challenge customers to consider a new and innovative offering.
• Strategic account planning. Develop plans and resource requirements to drive our existing customers to upsell and add new products. Analyze and measure account plans for customer and company success.
• Effectively identify prospective customer “mobilizers” and build consensus among key stakeholders.
• Learn to deliver a strong demo of the nCino Bank Operating System based on prospect needs.
• Manage complex sales cycle within new clients by mapping customer’s decision‑making and approval processes, compressing timelines, negotiating contracts, and closing business.

Qualifications

• Bachelor’s degree and 6+ years of experience in quota‑carrying B2B software sales with demonstrated record of meeting or exceeding targets or combination experience, education, & superior performance.
• Experience working with Independent Mortgage Banks.
• Demonstrated ability to identify executive decision makers, build credibility with client executives and sell to the C‑suite.
• Flexible problem‑solver who will thrive in nCino’s fast‑paced, collaborative and entrepreneurial environment.
• Strong listening skills and impeccable verbal and written communication skills.
• Ability to demonstrate software solutions onsite with clients or via virtual meetings.
• Organize, efficient, and able to maintain high level of production while also demonstrating process and administrative excellence.
• Must be located in the Midwest or near a major airline hub for territory coverage.

Desired Candidate Skills

• Graduate degree or related certification.
• Passion for Customer Success.
• Experience as a commercial banker.
• Consultative background with past experience with enterprise business and technology programs.

Travel Requirements

• Frequent travel within the Midwest territory to accomplish and exceed goals.

The Base Salary Range For This Job Is

$102,800.00 - $190,200.00

nCino provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran status, disability, genetics or other protected groups. In addition to federal law requirements, nCino complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. nCino is committed to the full inclusion of all qualified individuals. As part of this commitment, nCino will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact us at [e-mail]. Our commitment to inclusion and equality includes a strong belief that the diversity of our team is instrumental to our success. We strive to create workplaces where employees are empowered to bring their authentic selves to work.