Director of Sales - New Logo

Blend is looking to hire a Director of Sales to lead our New Logo efforts across our target markets. This role is accountable for driving net-new ARR by landing new customers onto the Blend platform, with a focus on banking and lending institutions. The ideal candidate is a proven leader who can mentor and manage a team of Sales Executives focused on winning new logo customers.

We are focused on a finite, specialized market (banking/lending), and this individual must create long-term partnerships with customers rather than simply close a deal. Blend fundamentally believes that our customers’ success drives our success, and this is reflected in the structure of our agreements and consumption-based pricing model. Blend’s success - and the success of this role - is tied to sustained customer outcomes and platform adoption.

Key Responsibilities
• Own new logo bookings targets across our Mortgage, Consumer Banking, and Ecosystem products for a defined territory/segment of prospective customers.
• Lead and develop a high-performing team of new-logo Sales Executives (hunters), including hiring, coaching, and performance management.
• Drive full-cycle enterprise sales motions with prospective customers - from prospecting and qualification through evaluation, business case development, and contract negotiation.
• Develop and execute territory and account plans to systematically identify, prioritize, and win high-potential prospects.
• Partner closely with Marketing and SDRs to shape campaigns, events, and outbound motions that build top-of-funnel pipeline.
• Engage senior executives at prospects (including C‑suite) as a consultative partner, helping them prioritize innovation, digitization, and speed in mortgage and consumer banking.
• Accurately forecast pipeline and deals, proactively diagnosing risks and putting action plans in place to unblock opportunities.
• Orchestrate cross-functional deal teams across Product, Solutions Engineering, Customer Success, Legal, and Finance to win complex, multi-stakeholder deals.
• Provide market and prospect feedback to Product and GTM leadership to influence roadmap, positioning, and packaging that support new logo growth.

Qualifications
• 12+ years of SaaS sales experience, with 3+ years leading new logo / hunting teams or managing senior AEs in complex enterprise sales.
• Proven track record of exceeding new logo and ARR targets, including landing and expanding relationships with complex, multi-stakeholder customers.
• Experience selling into financial services, ideally mortgage and/or consumer banking; understanding of the banking and lending landscape is a strong plus.
• Demonstrated success selling platform solutions (vs. single point solutions) into complex organizations.
• Experience with or exposure to consumption-based pricing models and value-based selling.
• Strong executive presence and ability to engage credibly with C‑suite stakeholders as a strategic partner.
• Demonstrated ability to build, coach, and scale high-performing sales teams, including setting and managing to clear performance expectations.
• Excellent skills in forecasting, pipeline management, and sales process discipline (e.g., MEDDICC or similar).
• Bachelor’s degree or higher.

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