Client Sales Executive - IMB

Blend is a diverse team of problem solvers who believe that the world’s financial resources should be more accessible. Our cloud banking platform is used by Wells Fargo, U.S. Bank, and over 330 other financial services firms to acquire more customers, increase productivity, and deliver end-to-end digital experiences. Our software enables our customers to process an average of more than $5 billion in loans per day, making it possible for consumers to reach their financial goals faster and lead better lives. Come do work that matters.

 

Blend is hiring an exceptional Client Sales Executive responsible for retaining, expanding, and deepening relationships with existing Independent Mortgage Bank (IMB) customers by transforming the technology that powers their consumer and residential lending operations.

In this role, you will serve as a trusted strategic partner to a portfolio of IMB customers, developing a deep understanding of their origination models, operational workflows, regulatory considerations, and growth strategies. You will focus on renewals, expansion, platform adoption, and the successful rollout of new features across Blend Mortgage - driving long-term customer value and revenue growth within the IMB segment.

How You’ll Contribute:

• Own and manage the post-sale customer lifecycle for a portfolio of Independent Mortgage Bank customers, with responsibility for renewals, expansions, and long-term account growth.
• Lead the renewal process for IMB accounts, coordinating internal stakeholders to ensure successful, timely renewals aligned to customer business cycles.
• Build and deepen executive-level relationships across IMB leadership, including Operations, Technology, Digital, and Lending executives.
• Act as a trusted advisor by bringing forward strategic recommendations that align Blend’s platform with IMB priorities such as pull-through, borrower experience, operational efficiency, and scalability.
• Develop and execute account strategies to increase adoption and expansion across Blend’s product suite, including Home Buying Journey and consumer engagement offerings.
• Identify, qualify, and close upsell and cross-sell opportunities within existing IMB accounts by aligning new product capabilities to evolving business needs.
• Partner closely with Customer Success, Implementation, Product, Marketing, and Support teams to drive successful outcomes across complex IMB environments.
• Contribute to account-specific marketing, adoption, and usage strategies that support lender growth and maximize platform value.
• Help define and manage customer project plans, including implementation timelines, resourcing requirements, risk mitigation, and budget considerations.
• Maintain a strong understanding of mortgage market trends, regulatory dynamics, and competitive pressures impacting Independent Mortgage Banks.

Who You Are:

• 7+ years of experience in strategic SaaS sales, account management, or customer expansion, preferably supporting financial services or mortgage technology customers.
• Demonstrated success managing and growing enterprise or mid-market IMB customer relationships.
• Strong familiarity with Independent Mortgage Bank operating models, including LOS ecosystems, digital lending workflows, and third-party vendor environments.
• Exceptional communication and presentation skills, with experience engaging C-suite and executive stakeholders.
• Highly consultative, with strong listening skills and a customer-first mindset.
• Able to clearly articulate contractual, technical, and financial value to executive audiences.
• Strong technical aptitude with the ability to quickly develop deep product knowledge.
• Comfortable working cross-functionally in a fast-paced, evolving environment.
• Ability to travel up to 25% of the time.

The Client Sales Executive-Enterprise is the strategic quarterback for Blend’s top-tier financial institution customers. In this role, you’ll own the overall relationship with an assigned list of banks and credit unions ranging in size from 1-20B in AUM - driving expansion, retention, and executive alignment. 

Reporting to the Director of Client Sales - Enterprise Accounts, you’ll collaborate cross-functionally with Product, Customer Success, Support, and Consulting to ensure customers realize the full value of their partnership with Blend. You’ll define and execute a long-term account strategy, align on customer goals and success metrics, and identify new opportunities to drive meaningful growth - for both our clients and Blend. This is a high-impact, highly visible role for a strategic, customer-obsessed sales leader who thrives on building trust, shaping strategy, and delivering measurable outcomes.

How You’ll Contribute:

Account Strategy & Expansion (50%):

• Develop and execute account strategies to drive revenue growth, targeting 10-15%annual expansion (e.g., additional licenses, premium modules).Own and Plan Renewal Strategies designed to uplift PFL, drive revenue and encourage Blend usage.
• Organize the selling of partner products that are part of the overall blend ecosystem.
• Identify cross-sell/upsell opportunities in collaboration with Senior Professional Services Consultant, using customization and adoption insights.
• Lead Quarterly Business Reviews (QBRs) with executive stakeholders, presenting ROI and strategic roadmaps.

Relationship Management (30%): 

• Build and maintain C-level relationships with client executives, ensuring alignment on business objectives.
• Act as the escalation point for strategic issues (e.g., major compliance disputes, contract renewals).

Team Coordination (15%): 

• Partner with Senior Professional Services Consultant and Training & Enablement Specialist to align on customization needs, feature adoption, metrics, and training outcomes.○Own and Expand Annual Services Spend/ P&L. 
• Coordinate with the centralized due diligence team for executive-level TPRM/due diligence escalations.

Reporting (5%): 

• Maintain CRM updates (e.g., Salesforce) on account health, opportunities, and risks.
• Track expansion metrics and retention rates for leadership reporting.

Who You Are:

Experience: 

• 7-10 years in account management or sales in SaaS/fintech, with a proven track record of managing enterprise-level accounts.
• Experience driving expansion for financial institutions, ideally with SaaS or low-code platforms.
• ideal candidates have experience selling loan origination software, digital account opening, digital lending, mortgage focused solutions and have experience working with Top 50 Banks and or Credit Unions with a focus on retail banking.

Skills: 

• Strategic account planning and revenue growth expertise.
• Exceptional executive communication and negotiation skills.
• Proficiency in CRM tools (e.g., Salesforce) and QBR preparation.
• Ability to synthesize customization and adoption data for strategic decisions.

Education:

• Bachelor’s degree in Business, Finance, or related field; MBA preferred.

Attributes: 

• Strategic thinker with a customer-centric mindset.
• High ownership and ability to navigate complex stakeholder dynamics.

At Blend, we are committed to offering a competitive compensation package.

To comply with local legislation, as well as to provide greater transparency to candidates, we share base pay ranges on all job postings regardless of desired hiring location. Final base pay offer amounts will vary depending on multiple factors, including but not limited to function, level, geographic location, job related knowledge, skills, and experience. Beyond base pay, Blends benefits and perks are described below.

Compensation:

• Base Salary Range: $125,000 and $150,000 (OTE includes base + variable with a 50/50 split. This applies to full time hires. Final offer determined by multiple factors, including but not limited to function, level, geographic location, job related knowledge, skills, and experience.)
• Equity : Meaningful Restricted Stock Units in public company stock (NYSE: BLND) so you share in Blend’s long-term growth and success.

Our Benefits at a Glance

We offer a comprehensive and competitive benefits package designed to support your health and work-life balance.

Health & Wellbeing

• We offer medical, dental, and vision benefits, with a generous employer contribution that helps keep your medical insurance costs low.
• Company-paid life, short-term, and long-term disability coverage
• Generous PTO, holidays, and maternity/parental leave
• Employee Assistance Program (EAP): mental health, legal, childcare & eldercare, financial planning, college search, and more
• Voluntary benefits: accident, critical illness, hospital indemnity, identity theft, and legal insurance
• Monthly wellness stipend for fitness, mental health, and well-being
• Additional perks: Milk Stork, pet insurance, and paid volunteer time off

Growth & Future

• 401(k) retirement plan with company match
• Pre-tax savings: healthcare & dependent care FSAs, Limited Purpose FSA, and HSA