[Hiring] Senior Director Sales and Client Success – Mortgage and Capital Markets @FICO

Role Description

If you’re looking for your next opportunity to make a meaningful business impact across the mortgage capital markets industry, bring your business expertise to FICO’s Scores division, where you will partner with institutional investors, asset managers, and other end investors in the secondary mortgage market to help them manage risk and make better investment decisions. FICO’s Scores unit is home to the world’s #1 credit score – the FICO® Score – that powers over 10 billion decisions each year.

• Serve as a trusted advisor to our most strategic capital markets clients, including RMBS investors, mortgage REITs, asset managers, and insurance companies.
• Cultivate and maintain effective working relationships with a variety of capital markets stakeholders, including Chief Investment Officers, Chief Risk Officers, portfolio managers, credit risk leaders, and secondary market trading desks.
• Communicate relevant information effectively to diverse audiences and translate credit risk and scoring terminology into investment and capital markets business terms.
• Lead discussions and create solutions in client sessions, internal meetings, and industry events focused on mortgage-backed securities and secondary market performance.
• Proactively work with investor CXOs and executives to understand their most pressing portfolio risk, pricing, and investment issues, and successfully position FICO® Scores as a standard for credit risk assessment in loan pools and securitizations.
• Work with internal teams from solution conceptualization to successful closure, including contract review and due diligence support.
• Create deal-specific competitive analysis and conduct solution overviews and detailed planning as required, with attention to how score migration and version upgrades affect pool composition, pricing, and investor risk models.
• Support the development, testing, and implementation of client solutions based on FICO products, with emphasis on upgrading investor risk and pricing models to the latest version of the FICO Score.
• Develop industry strategy and targets by client and product/solution offering for strategic capital markets accounts.
• Support creation of thought leadership white papers, executive briefings, and industry symposium presentations aimed at investor and capital markets audiences.

Qualifications

• Bachelor’s degree in business is required; an MBA or advanced degree is a plus.
• Substantial, relevant industry experience and domain knowledge in mortgage capital markets, secondary market investing, or securitization is required.
• Experience partnering with capital markets participants using a consultative approach, advising at the CXO, CIO, or executive level.
• Established professional network of decision-makers and influencers within the mortgage investor and secondary market ecosystem.
• Strong listening skills to understand investor business needs and risk management challenges.
• Excellent customer service, organizational, and follow-up skills.
• Attention to detail with sound reasoning and problem-solving skills.
• Knowledge of FICO products, credit scoring methodologies, and mortgage-backed securities structures preferred but not required.
• Ability to travel 35% to 40%, with potential up to 75%, depending on the timing of industry events and client needs.

Benefits

• An inclusive culture that strongly reflects our core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others.
• The opportunity to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences.
• Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so.
• An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.
• The targeted base pay range for this role is: $148,400 to $233,200 with this range reflecting differences in candidate knowledge, skills and experience.