Director of Sales

Local or 100% Remote

About the role

We are seeking an execution-oriented Director of Sales to lead, scale, and optimize a regional Account Management organization at Point. Reporting to the VP of Sales and Revenue Operations, you will own day-to-day sales execution, talent development, and operational discipline across a team of Sales Managers (SMs) and Account Managers (AMs).  Your primary objective will be driving performance to improve lead-to-funding conversion while partnering closely with a peer Director of Sales who leads the adjacent region.

Your responsibilities

Own sales execution and conversion performance

• Drive strong lead-to-funding conversion via your Account Manager teams.
• Translate revenue goals into clear conversion targets, execution plans, and operating rhythms for the team.
• Identify performance gaps, diagnose root causes, and drive consistent improvement through coaching, process, and accountability.

Scale and develop a high-performing sales team

• Hire, onboard, and develop a growing team of Sales Managers, who directly manage frontline AMs.
• Help build strong, repeatable training and coaching programs to ensure consistent, high-quality consultative selling, including support for state MLO licensing and SAFE exam requirements.
• Set a high bar for performance and talent; performance-manage and upgrade the team.

Build operational discipline and excellence

• Define what sales excellence looks like, then execute and measure against it consistently.
• Drive disciplined pipeline management, SLA adherence (speed-to-lead, lead engagement, follow-ups), and target attainment.
• Implement and enforce standardized operating cadences, including 1:1s, call reviews, and performance reviews, that hold up as the team scales.
• Run the team with clarity and accountability at every level.

Partner upward and across the org

• Work with the VP of Sales & Revenue Operations to execute the broader sales strategy and operating model.
• Partner with the peer Director of Sales to keep coaching standards, comp structure, and operating cadence consistent across both AM organizations.
• Provide data-backed insight on sales performance, risks, and opportunities.
• Partner with Product, Operations, and Customer Experience to surface sales team feedback and help execute initiatives that improve lead-to-funding conversion.

About you

• 7+ years of sales leadership experience, including managing managers and scaling high-volume, consultative inside sales teams.
• Strong people leadership skills, with experience hiring, coaching, and developing sales managers and representatives. You set clear expectations, address performance gaps fairly, and deliver results through your team.
• A track record of improving conversion, productivity, and efficiency through disciplined execution, consistent processes, and data-driven decisions.
• Strong analytical skills, including experience tracking service levels, time to funding, quality, and volume forecasts using tools such as Sigma, Tableau, or similar.
• Experience building structure in fast-growing environments and partnering with Product teams to automate manual workflows and improve sales and operational performance.
• Deep knowledge of financial services processes, including underwriting, asset valuation, mortgage or HEI structures, and title resolution within a broker or third-party ecosystem.
• Experience in mortgage lending, fintech, third-party originations, wholesale lending, or large-scale B2B operations is highly desired. Familiarity with Lean, Six Sigma, or similar process improvement methods is a plus.

Compensation at Point will be determined by skills, experience, and geographic location. Point has identified the expected annual base salary for this role at this level based on the market by tiers (Region | Location | Market Salary):

• Tier 1 | San Francisco Bay Area, New York, and Seattle | $176,800 - $218,400
• Tier 2 | Austin, Boston, Chicago, Denver, Los Angeles, Miami, Philadelphia, Portland, Sacramento, San Diego, Santa Barbara & Washington DC | $168,300 - $207,900
• Tier 3 | All other US metro areas |  $163,200 - $201,600

Additionally, for those meeting their targets, the expected on-target commission is $40k annually, paid quarterly.

This does not include any other potential components of the compensation package, including equity, benefits, and perks outlined above. At the launch of each position, we benchmark compensation to the appropriate role and level utilizing competitive compensation data from various data sources as references. At the offer stage, we use the signal we received from our interviews, coupled with your experience, location, and other job-related factors, to determine final compensation.

Location Requirement: This is a remote position. However, candidates must reside in one of Point’s states of operation: AL, AR, AZ, CA, CO, CT, DC, FL, GA, IL, KS, KY, MA, MD, ME, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OR, PA, SC, TN, TX, UT, VA, WA, WI.