VP of Sales, SaaS - Maxwell

WHO WE ARE

Maxwell was founded in 2015 by homebuyers who were shocked by the complexity and inefficiencies of the mortgage process for borrowers and lending teams alike. Along with our 150 teammates, we’ve created a B2B platform that has not only streamlined the process and made it more efficient -- closing loans 45% faster -- but has made home financing more accessible in the process. Our premise is that the mortgage industry requires a business model revolution: singular infrastructure that eliminates costs, offsets variability and risk, and increases access to more diverse capital. While this kind of essential infrastructure exists in other highly fragmented multi-trillion-dollar markets, it does not exist in mortgage. Maxwell is building that infrastructure.

Today, Maxwell facilitates as many loans as a Top 5 retail mortgage lender in the U.S., with over 5% of residential mortgages through its platform. Members of Maxwell’s leadership team bring decades of fintech, mortgage and technology automation experience from companies like PayPal, JP Morgan Chase, Goldman Sachs and others. Our team lives through our values of Rigor, Ownership, Curiosity, Kindness, and Straight Up -- to transform the mortgage process and spread financial empowerment. 

WHO YOU ARE

The SaaS sales team within Maxwell attracts mortgage lenders, such as community banks, credit unions and independent mortgage banks, to use our software tools to advance their business goals. Reporting to the CEO/Head of Platform, the VP Sales, SaaS drives revenue growth for our SaaS products, manages and scales our SaaS sales team, and continues to build our go-to-market strategy for our SaaS products in concert with our other product segments and other leaders from the go-to-market team. You will manage the SaaS sales team, including our SDR team and revenue operations, along with owning channel partnerships to deliver on new ARR goals, manage to sales efficiency and effectiveness targets, while building a high-performing team. We expect you to be a hands-on leader with excellent management skills, a passion for client experience, a metrics-driven mindset, and a depth of experience scaling SaaS sales organizations.  
 

 WHAT YOU’LL BE DOING

  Sales Leadership & Execution

• Lead an experienced team of sales professionals and their teams, including recruiting, mentoring, coaching and deploying motivating commission structures that galvanize the team
• Track, manage, and hold the team accountable with key metrics and KPIs of sales efficiency and effectiveness. Identify opportunities through data gathered and measure impact.
• Own intra-quarter progress, forecast, and intra-quarter updates to finance and leadership on pipeline progress and revenue outlook
• Drive new ARR generation from new targets and new teams across our SaaS product portfolio
• Build enduring relationships with senior leaders at prospects and other key industry stakeholders through in-person meetings and by representing Maxwell at industry events
• Develop from the front by leading the team to win deals and by continually taking a purposeful role in winning strategic accounts 
• Teach, train, coach, and manage the SDR function, leveraging those resources to support the strategic go-to-market engagements and building repeatable pipeline development both for new logos and existing customers
• Partner with Customer Success to drive cross-sell opportunities within our existing clients to a close
• Exceed quota and drive a culture of striving for success

Go-to-Market Strategy

• Develop a deep understanding of our industry, market trends, competition and our products to define the long-term vision and strategy for growing our business and scaling the sales team
• Adopt and influence the company’s sales methodologies/processes and drive best practices on selling and forecasting, supporting and informing accurate forecasts
• Effectively work cross-functionally with Product, Engineering, Customer Experience, Marketing/Growth and Operations to shape Maxwell’s roadmap to meet prospect needs
• Establish the inbound lead requirements needed to meet your sales objectives as well as continued outbound strategy to iterate on in order to achieve those goals
• Promote a platform point of view focused on solving strategic business problems for prospects and customers and be focused on business outcomes

Revenue Operations

• Create efficiency in all areas of the sales process, including: coaching and mentoring, reinforcing value selling methodology, using CRM and BI tools to run a real-time business with a data-driven approach, and coaching your team to do the same
• Design sales enablement and on-boarding programs for a growing team of sales reps (discovery, selling, negotiation, and contracting playbooks)

YOUR ORGANIZATION

The VP Sales, SaaS at Maxwell leads three functions:

• Sales Development: A manager and team of SDRs to develop new pipeline for across all of Maxwell’s product portfolio, based on the company’s goals
• SaaS Sales: Account executives focused on each segment of our target market
• Revenue Operations: Reporting, business insights and sales enablement that supports sales strategy and business performance across Maxwell’s product portfolio

IDEALLY YOU’LL HAVE

• 10 years of senior leadership experience, with a track record of scaling a sales organization over several years and owning the end-to-end success of your team 
• Demonstrated experience working cross-functionally with teams to drive sales and people growth, top-of-funnel pipeline, and revenue
• Extensive experience working in an enterprise B2B context where sales cycles may extend over months and the sales approach is high-touch and consultative
• Pricing strategy experience, particularly in transactional volume-based commercial models (as opposed to SaaS/seat-based)
• Exceptional business acumen and consistent experience in maintaining senior executive relationships at midmarket and enterprise prospects, supporting your team to win deals

• Prior experience understanding how to position and build value in a SaaS sales engagement
• Prior scaling experience with hyper-growth sales teams and revenue in a startup environment, with a track record of hiring top-tier talent and coaching them to beat quotas
• Demonstrated ability to resourcefully drive outsized outcomes, even on accelerated timelines and with start
• Knowledge or exposure to the mortgage industry would be strongly preferred, but not required

WHAT YOU CAN EXPECT OF MAXWELL:

• Meaningful equity as an early employee at Maxwell 
• Top-tier insurance plans 
• 401K Matching
• 3 weeks of vacation time plus 11 major holidays off annually 
• 2 floating holidays to celebrate anytime that is important to you
• 2 days off to volunteer each year at the charity of your choice 
• An “Even Merrier Christmas” when we slow down between Christmas and New Year so you can enjoy your family and friends 
• A powder ski day for that one day when you’ve just got to hit the slopes with no lift lines

COMPENSATION:

The on-target earnings for this role will be comprised of both base and uncapped commissions and are estimated to be between $300K and $500K annually. The final package will be determined based on experience and the industry standard within the Denver, CO market. 

OUR PHYSICAL REQUIREMENTS 

• This role is based out of our Denver office. We have a hybrid workplace and value in-person collaboration; this is not a remote-only role
• Ability to travel 25% to 40% of the time

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