Business Development Manager

Title: Business Development Manager

Duration: Full Time/Direct Hire

Location: Hybrid in San Francisco, CA

Comp range: Up-to Base $150K, 50/50 base-variable split, with $200K-$300K OTE and 5% uncapped commission + Competitive Equity

Work Authorization: Open to Visa transfer

Openings: 4

Interview Process: 4 rounds!

Why you should join

1. First sales hire reporting directly to the founder – You will be the first dedicated sales hire. You will work directly with the founder, who closed roughly $11–12M in the last year through founder-led sales. You will help prove out the sales motion before a Head of Sales joins in the next six to nine months.
2. An expansion role built on existing wins – Already works with six of the ten largest independent mortgage banks in America, including Rate. This role focuses on growing those accounts and does not depend on cold outbound. Strong inbound demand already flows in.
3. A front-row seat to the move into large banks – Has pilots with large banks starting in the next three months. This hire may help shape the company's next phase as it expands from mortgage lenders into major depository institutions.
4. Consulting skills applied directly to customers – The role rewards commercial judgment and ROI modeling built on real deployment and A/B test data. Former consultants and investors can put their analytical skills to work in front of executives at sophisticated financial institutions.

Hiring manager notes:

Must Have:

1. Archetype: 1) Engagement Manager or Consultant at MBB OR Archetype: 2) Associate at a top investment bank or private equity firm (Goldman Sachs, Morgan Stanley, KKR, Thoma Bravo, etc. )

Required:

1. 3+ years of experience in consulting (MBB) or investment banking/private equity
2. Built financial or ROI models and presented them to clients or executives
3. Excellent written and verbal communication skills, and builds credibility with operators and executives
4. Top-10 MBA (must-have if not MBB)

Nice to Have:

1. Experience selling complex B2B products, enterprise SaaS, or AI into banking, mortgage, lending, or regulated financial services
2. History of closing large ACV or large contract value enterprise deals ($500K+)

Red Flag:

• Pure salespeople: account executives, account managers, customer success managers, business development managers, etc.
• Pure back-office or internal ops candidates with no direct customer exposure
• Junior candidates with less than 3 years of full-time work experience

What we're looking for:

You’ll own the sales process end-to-end, from identifying the right companies and getting in the door through running a thoughtful evaluation and closing the deal. Our customers are large, sophisticated financial institutions, so the sales process is rarely simple: you’ll work across business leaders, sales teams, compliance, technology, and executives to understand how they operate and build a case for deploying. We’ve found that landing big customers is surprisingly easy, so most of the work will be after launch, to prove ROI and the business case for expansion.

This is a high-ownership role on a small team. You won’t inherit a rigid sales playbook. You’ll help figure out how to sell: which customers to pursue, how to navigate complex organizations, how to demonstrate ROI, how to expand across use cases and across business units, and how to turn early deployments into 7-figure relationships.

What You'll Own

• Own the full sales cycle for strategic accounts — prospecting, discovery, pilot, close, and expansion
• Build relationships with executives and other key stakeholders at large mortgage lenders and financial institutions
• Understand how a prospective customer actually operates and identify where the client can have the largest impact
• Develop compelling business cases around revenue lift and ROI using real data from client deployments and AB tests
• Navigate complex enterprise sales processes involving business, technology, procurement, compliance, legal, and security teams
• Design pilots and evaluations that give customers a clear path from initial test to large-scale deployment
• Build and maintain a high-quality pipeline rather than relying exclusively on inbound demand
• Work closely with product and customer teams to bring market feedback into what the client builds next
• Help develop the sales playbooks, positioning, and operating standards that we’ll use as the team scales