Strategic Account Manager - Mortgage (IMB)

Remote; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

nCino seeks a Strategic Account Manager to lead the sales and account strategy for top IMB customers in the Midwest. You will grow bookings and revenue, deepen relationships with key executives, and drive adoption of the nCino Bank Operating System across complex client organizations.

Candidates should have 6+ years in quota-driven B2B software sales, experience with Independent Mortgage Banks, and a proven ability to close deals and manage multi-stakeholder negotiations.

Qualifications

• Bachelor’s degree and 6+ years of quota-carrying B2B software sales with a proven track record.
• Experience working with Independent Mortgage Banks.
• Ability to identify executive decision makers and sell to the C-suite.
• Flexible problem-solver in a fast-paced, entrepreneurial environment.
• Strong listening, verbal and written communication skills.
• Ability to demonstrate software onsite or via virtual meetings.
• Organized and productive with strong process and admin skills.
• Must be located in the Midwest or near a major airline hub for territory coverage.

Responsibilities

• Lead sales and account management for top Strategic IMB Customers.
• Create, identify and close sales for named IMB accounts and build pipeline.
• Expand nCino presence by maintaining stakeholder relationships and driving adoption.
• Understand mortgage operations within designated IMB customers and identify opportunities.
• Use consultative sales to assess client needs and leverage nCino and Salesforce knowledge.
• Develop strategic account plans and measure success for upsell opportunities.
• Identify mobilizers and build consensus among stakeholders.
• Deliver strong demos of the nCino Bank Operating System.
• Manage complex sales cycles, negotiate contracts and close business.

Skills

Quota-carrying B2B sales

C-suite selling

Relationship building

Pipeline management

Travel readiness

Education

Bachelor's degree

Tools

Salesforce

Job description

Curious Minds. Bold Ideas. Extraordinary Impact

We're transforming financial services through bold innovation and relentless execution. You bring the ideas and drive. We'll build what's next — together.

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

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.

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