Senior Account Executive - Wholesale at Pylon

Menlo Park, California, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Mortgage, FintechIndustries

Requirements

5+ years in wholesale mortgage sales (broker/TPO channel) with consistent quota attainment and territory ownership
Proven success selling to and growing broker accounts (multi-LO shops), from approval → first fund → sustained production
Fluency in Conventional/FHA/VA; familiarity coaching Non-QM/DSCR scenarios and submission quality
Comfortable navigating pricing/PPE (Optimal Blue/Polly), lock/float strategy, and disciplined exception management with Secondary/Credit
Hands-on with LOS/TPO portals (e.g., Encompass/ICE, MeridianLink); able to guide brokers on tech setup and best practices
Expert pipeline and forecast hygiene; strong executive communication with broker owners/production heads
Self-starter in a fast, tech-forward org; builds process, adapts quickly, and partners tightly with Ops/UW/Funding
CRM proficiency (HubSpot) and enablement tools for leads, pipeline, and KPI tracking
Consultative, problem-solving approach—partnering from lead to launch to achieve broker business goals

Responsibilities

Sales Pipeline Ownership: Own and manage a full sales pipeline from lead qualification through to closed-won deals. Generate new business opportunities and drive the sales process forward at every stage—with a predisposition for creatively chartering a path forward at every opportunity
Discovery & Needs Assessment: Conduct thorough discovery calls and meetings to understand customer needs, pain points, and business objectives. Tailor the product pitch to align with these needs and demonstrate the value of our mortgage-as-a-service platform
Product Demonstrations: Conduct compelling product demos and presentations to prospects, highlighting the unique capabilities and value proposition of our programmatic mortgage rails
Negotiation & Closing: Lead negotiations and close deals in your pipeline, ensuring customer expectations are thoughtfully set and met throughout the sales process
Sales Process Development: Collaborate with the VP of Business Development to build and refine sales processes, systems, and materials that streamline the sales cycle, improve lead conversion rates, and scale the GTM function
Collaboration with other GTM Teams: Work closely with the marketing, product, and account management teams to ensure alignment on sales strategy, messaging, and the post-sale customer journey
CRM & Reporting: Maintain accurate and up-to-date records in the CRM (currently Hubspot), track key sales metrics, and report on performance to the VP of Business Development and other company leadership
Market and Software Intelligence: Stay up-to-date on industry trends, competitive landscape, and customer needs to continuously refine your sales approach and ensure you’re addressing the right pain points for both our ‘Build With’ and ‘Switch To’ audiences

Skills

Key technologies and capabilities for this role

Sales Pipeline ManagementLead QualificationDiscovery CallsProduct DemonstrationsNegotiationDeal ClosingB2B SalesMortgage Brokers

Questions & Answers

Common questions about this position

What is the salary or compensation for this Senior Account Executive role?

This information is not specified in the job description.

Is this Senior Account Executive position remote or does it require office work?

This information is not specified in the job description.

What experience is required for the Senior Account Executive - Wholesale role?

Candidates need 5+ years of relevant experience, with a focus on sales pipeline ownership, discovery calls, product demonstrations, negotiation, and closing deals.

What is the team background at Pylon?

The team comes from leading companies like Stripe, Better, and Affirm, and is backed by prominent investors including Conversion Capital, QED, Citi, Fifth Wall, Peter Thiel, and founders of Ramp, Mercury, Blend, and others.

What makes a strong candidate for this Senior Account Executive position?

A strong candidate will have 5+ years of experience, an aggressive predisposition for driving sales pipelines creatively, expertise in discovery, demos, negotiation, and closing, plus the ability to collaborate across GTM teams and maintain CRM records.

Pylon

Digital mortgage integration platform for businesses

About Pylon

Pylon Lending provides a digital mortgage infrastructure that allows businesses to integrate mortgage services into their products efficiently. Their platform offers APIs and pre-built UI components, enabling clients, mainly in the financial and real estate sectors, to embed a complete digital mortgage experience with minimal coding. Unlike traditional mortgage services that require extensive infrastructure, Pylon offers a customizable Software Development Kit (SDK) that covers the entire mortgage origination process, from application to closing. This approach helps clients save time and reduce costs. Pylon's goal is to simplify the mortgage process for businesses, allowing them to launch new mortgage products quickly while enhancing customer satisfaction.

New York City, New YorkHeadquarters

2022Year Founded

$8.3MTotal Funding

SEEDCompany Stage

Fintech, Financial ServicesIndustries

11-50Employees

Benefits

Medical, vision & dental

Unlimited PTO

Hardware allowance

Annual off-sites

Risks

Increased competition from fintech companies could erode Pylon's market share.

Potential regulatory changes may require costly adjustments to Pylon's platform.

Reliance on Citi's trading desk for liquidity poses partnership risk.

Differentiation

Pylon offers a fully digital mortgage experience via APIs and pre-built UI components.

Freddie Mac approval enhances Pylon's credibility in the mortgage industry.

Pylon's platform allows quick integration of mortgage services, reducing time and cost.

Upsides

Citi's investment provides Pylon access to institutional-grade products and rates.

Pylon raised $8.5M in seed funding, boosting its growth potential.

Increased AI adoption in mortgage underwriting can enhance Pylon's platform efficiency.

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