Director Sales Execution & Enablement

The Director Sales Execution & Enablement is responsible for driving the successful execution of sales strategies, initiatives, and programs across the Direct-to-Consumer (DTC) Sales organization. This role partners closely with Sales, Marketing, Revenue Operations, Technology, Learning & Development, and HR to ensure alignment, accountability, and consistent execution that improves sales performance, customer experience, and employee engagement. The Director leads sales enablement programs, rollout initiatives, performance improvement efforts, and operational processes that support scalable growth, increase conversion, and strengthen organizational effectiveness.

Essential Functions, Duties, and Responsibilities

• Creates a dedicated execution layer for Sales. Ensures strategy, initiatives, and training are consistently rolled out, adopted, and executed across all regions. Establishes and manages a weekly huddle cadence for Sales Managers and coordinates product (loan and digital) rollouts.
• Supports DTC Sales leadership through execution of spot projects, cross team reporting, rollouts, and coordination.
• Owns communication and alignment across teams. Ensures DTC Sales is aligned in messaging and priorities across Marketing, Rev Ops, Tech, and L&D. 
• Drives “All Hands” and execution cadence. Turns meetings into action with clear ownership, follow-through, and measurable outcomes. Consolidates action items from DTC Sales leadership meetings into clear next steps and ensures execution.
• Runs on critical Purchase production initiatives such as realtor engagement, referral tracking, and pipeline visibility to make Purchase production repeatable. Oversee the Newzip relationship, including training, reporting, and continuous improvement tied to sales referrals.
• Improves conversion through execution discipline. Standardizes sales behaviors, playbook adoption, and daily activity focus.
• Connects L&D to real performance. Designs and implements 60-90-120-day plans that translate training into field execution, strengthening coaching effectiveness and driving consistent sales performance across regions.
• Improves customer experience and NPS. Drives stronger Sales execution across communication, portal usage, document uploads, and the overall borrower journey. Organizes survey feedback for targeted follow-up and process improvement and delivers weekly summaries of themes and complaint resolution.
• Owns sales enablement programs. Leads contests, incentives, budgets, onboarding, and engagement programs aligned to production goals.
• Partners with HR on promotions and career path alignment, Helps standardize promotion criteria, build clear career paths, and create transparency in advancement.
• Builds leadership pipeline (“Next Up”) Identifies high-potential talent, tracks readiness, and supports development into future leaders.
• Improves internal experience (employees & referrals) Enhances Friends & Family and employee loan processes to strengthen engagement and brand. Owns the Friends & Family program and drives ongoing experience improvements.
• Ability to effectively and accurately convey information to others.
• Performs related duties as assigned by management.

Qualifications and Education Requirements

• Bachelor’s degree in business, Finance, Marketing, or related field preferred
• 8+ years of experience in mortgage, sales, operations, or sales enablement; DTC experience strongly preferred.
• Proven track record of driving sales performance, execution discipline, and operational scale across multiple regions.
• Experience supporting or leading high-volume sales organizations with a focus on conversion, productivity, and growth.
• Demonstrated ability to lead cross-functional initiatives (Sales, Marketing, Rev Ops, Tech, L&D).
• Strong background in sales execution, coaching frameworks, and performance management.
• Experience building and implementing scalable processes, playbooks, and rollout strategies.

Skills, Abilities, and Knowledge

• Deep understanding of mortgage sales, borrower journey, and conversion drivers
• Active MLO license or prior experience as a Mortgage Loan Originator strongly preferred
• Strong business acumen with the ability to translate strategy into execution
• Exceptional communication and stakeholder management skills across all levels
• Highly organized with the ability to manage multiple initiatives, timelines, and priorities
• Data-driven mindset with experience leveraging performance metrics, reporting, and KPIs to drive decisions
• Ability to influence without authority and drive alignment across cross-functional teams
• Strong leadership presence with a focus on accountability, follow-through, and results
• Experience with CRM systems, sales performance tools, and reporting platforms
• Results-oriented with a bias toward action, continuous improvement, and operational excellence

Work Environment and Physical Requirements

• Working on-site at assigned office location.
• Regular and punctual attendance adhering to schedule established by leadership.
• Flexibility to work occasional adjusted work schedules, overtime, and evening and/or weekend hours to meet deadlines or as business needs demand.
• Working in a cubicle hub, maintaining focus on phone calls in a noisy environment within earshot of multiple other conversations.
• Sedentary work in a stationary position at a cubicle for prolonged periods of time.
• Constant repetitive motions required for operating a computer, such as typing and managing phone calls.
• Constantly communicating effectively verbally in English, including accurately exchanging information with others following identification of correct procedures.