Senior Director of Augur Sales

HOW YOU’LL MAKE A DIFFERENCE:

The Senior Director of Augur Sales owns the Augur revenue number. The role carries the full revenue target across banks, credit unions, appraisal firms, and any other future market verticals. This role will lead the Account Executives and Sales Development Representatives covering those segments, and the Augur Subject Matter Expert supporting them. Ownership includes segment strategy, pipeline quality, pricing discipline within approved guardrails, forecast integrity, quota attainment, and the design of the go to market model as the business scales. The role sits on the revenue leadership team and partners with Appraisal Operations, Technology, Product, Compliance, Marketing, and Client Success. The leader is expected to carry strategic deals personally at current scale while installing the process, cadence, and talent required to support a materially larger business.

IN THIS ROLE, YOU’LL GET TO:

• Own the Augur revenue number across all segments, including new business, expansion, and renewal contribution in partnership with Client Success.
• Own revenue quality. Report contracted recurring revenue separately from pilot, trial, and month to month arrangements, and separately from verbal commitments with no signed agreement.
• Own the sales motion into financial institutions. Qualify and advance every opportunity against a named executive sponsor, an identified budget source, and third party risk clearance. Treat vendor due diligence and information security review as sales stages with an assigned owner and a committed date.
• Own pricing and deal structure within approved guardrails. Escalate exceptions, non standard terms, and multi year or multi product structures to the Chief Revenue Officer.
• Attract, hire, train, develop, and hold accountable a high-performing sales organization, including Sales Development Representatives, Account Executives, and the Augur Subject Matter Expert.
• Establish clear sales targets and quotas aligned with Augur’s annual revenue and growth objectives and ensure team members consistently achieve or surpass these targets.
• Own the annual commercial plan, including segmentation, account coverage, capacity modeling, quota setting, and commission plan design in partnership with Finance and Human Resources.
• Lead and develop SDRs on effective prospecting, cold outreach, qualification, objection handling, and appointment-setting practices to create a reliable, high-quality pipeline for Account Executives.
• Lead and support Account Executives throughout the full sales cycle by providing sales strategy, opportunity reviews, sales coaching and negotiation guidance, and performance management.
• Lead the Augur Subject Matter Expert as the technical and appraisal resource for the sales cycle. Set the rules for when the role enters an opportunity, direct participation in discovery, demonstrations, and solution design, and hold the role to defined contribution measures rather than activity counts.
• Manage Subject Matter Expert capacity as a scarce resource. Allocate it across new business, Client Success escalations, conferences, and Marketing commitments, and escalate to the Chief Revenue Officer when demand exceeds capacity.
• Own the Augur demonstration and solution design standard, including a consistent demonstration narrative, discovery structure, and handoff into Client Success at close.
• Own the sales forecasting process and provide accurate, timely pipeline updates, revenue projections, risks, and recommended actions to executive leadership. Hold forecast accuracy to an agreed standard and report variance with the cause.
• Own funnel conversion and sales productivity, including cycle length, win rate, average contract value, cost of acquisition, and payback. Use those measures to adjust coverage, process, and investment.
• Manage team members’ weekly activities including the use of MountainSeed’s Salesforce CRM which captures sales activities, pipeline management, opportunity stages, and forecasting. Salesforce is the system of record for pipeline, stage, and forecast.
• Own the sales operating cadence, including weekly pipeline review, monthly business review, quarterly planning, and the inputs the Chief Revenue Officer carries to executive leadership.
• Collaborate with Marketing and Revenue Operations to refine Augur’s value proposition, sales messaging, target audiences, campaign performance, demand-generation strategy, collateral, and sales tools.
• Partner with Technology, Operations, and Leadership to communicate market intelligence, prospect feedback, competitive insights, common objections, and customer needs that can improve commercial strategy. Route the Subject Matter Expert's appraisal feedback on outputs, form types, and usability into Product on a defined cadence.
• Own claims discipline for the Augur sales team. Ensure the team represents Augur as an AI co pilot for appraisal review in which the licensed reviewer retains final authority, and never as performing or completing a review. Ground all external product statements in the current Augur Vendor Packet and Q&A Reference. Route any new capability claim, time savings figure, or compliance adjacent language to Compliance for written approval before external use. Ensure the team sells within approved pricing, contract terms, and internal policy. Ensure appraisal, valuation, and USPAP related statements made by any team member, including the Subject Matter Expert, are validated with Appraisal Operations and Compliance before external use.
• Own the competitive and build versus buy response. Equip the team to address internal build proposals on the merits, including control, auditability, validation history, and total cost.
• Own partner sourced and referral sourced pipeline in coordination with Corporate Development, including partner enablement, joint pipeline review, and partner sourced revenue reporting.
• Partner with Marketplace Sales and Client Success to identify Augur expansion within the existing client base and within client bases acquired through acquisition.
• Manage a high performing team culture built on mentorship, clear communication, accountability, and MountainSeed’s core values.
• Identify growth opportunities within the team and support career development for direct reports. Make recommendations for performance improvements and employee advancement.
• Travel to client sites, industry conferences, and partner meetings as the business requires.

THIS OPPORTUNITY IS FOR YOU IF YOU HAVE/ARE:

• Bachelor’s degree preferred, with 10+ years of progressive sales experience, including substantial experience in a senior sales leadership role within a SaaS, technology, financial services, commercial real estate, data, or analytics sales environment. Experience selling technology, data, or analytics products into banks, credit unions, or other regulated financial institutions is strongly preferred.
• 7+ years of experience directly managing and developing sales professionals, including demonstrated success hiring, coaching, motivating, and retaining high-performing teams.
• Demonstrated success owning a full annual revenue number, including both new logo acquisition and expansion within existing accounts, and consistently achieving or exceeding growth objectives.
• Experience building or scaling a sales organization, including developing sales processes, compensation structures, and performance standards.
• Experience taking a business line from early revenue to scale rather than only managing an established book.
• Experience leading more than one sales motion at the same time, such as a longer cycle enterprise motion alongside a higher volume transactional motion.
• Working knowledge of enterprise procurement inside regulated institutions, including vendor due diligence, third party risk assessment, information security review, and contract redlines.
• Comfortable carrying strategic deals personally while building the team and the process behind it.
• Experience leading a presales, solutions, or subject matter expert function, including engagement rules, capacity allocation, and contribution measures for a role that does not carry quota.
• Working knowledge of commercial appraisal and appraisal review sufficient to direct a subject matter expert and to judge when a client question requires one.
• Able to lead a domain expert whose technical depth exceeds the leader's own without ceding commercial control of the opportunity.
• Experience selling a product that operates under compliance constraints on claims and marketing language.
• Sound commercial judgment on where to invest and where to stop, supported by data rather than activity.
• Demonstrated ability to develop long-term, trusted relationships with prospective clients and business partners at all organizational levels, including senior executives.
• Strong internal relationship-building skills and the ability to collaborate effectively with executive leadership, Operations, Technology, and other cross-functional teams.
• Excellent verbal, written, presentation, and executive-communication skills.
• Demonstrated ability to manage performance decisively, including retaining top producers and addressing sustained underperformance through a documented process.
• Highly organized, analytical, adaptable, and comfortable operating in a high-growth environment with changing priorities.

WHAT WE OFFER: 3 weeks of PTO, 13 company paid holidays, paid parental leave, and a flexible work environment. Medical, Dental, Vision, Life, Disability, and 401K plans begin the first of the month after 30 days of employment.

OUR PURPOSE is to provide opportunities that help people thrive using their God-given abilities.

OUR CORE VALUES:

WHAT WE DO:

As the largest commercial real estate services marketplace in the nation, MountainSeed MarketPlace offers a comprehensive range of appraisal management, review services, and more. MountainSeed Analytics platform provides real-time, accurate real estate data insights, helping clients make informed decisions in markets across the U.S. MountainSeed’s Capital Markets Solutions including Loan Sale Advisory and Sale Leaseback Programs assist in enhancing an institution’s financial health.

MountainSeed is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law.