Sales Executive - New Logo (Named Accounts)

The Sales Executive – New Logo (Named Accounts) is responsible for driving net-new customer acquisition across the largest target financial institutions - Banks and Credit Unions with $20B+ in assets under management (AUM). This role is a strategic, enterprise sales position focused on originating, developing, and closing complex, multi-stakeholder deals with some of the most sophisticated financial institutions in the U.S.

Reporting to the Director of Sales - Named, you will own the full sales cycle - from account targeting and executive engagement through deal negotiation and close - working closely with Product, Solution Engineering, Marketing, and Executive Leadership. This is a high-visibility role for a consultative seller who thrives in long sales cycles, understands regulated financial environments, and knows how to sell transformational platforms into the C-suite.

Key Responsibilities

New Logo Acquisition & Pipeline Development (60%):

• Target a named list of enterprise prospect accounts (Banks & Credit Unions $20B+ AUM) and develop multi-year account penetration strategies.
• Source, qualify, and advance net-new opportunities through complex, consultative sales cycles.
• Build and manage a robust pipeline aligned to annual new logo revenue targets.
• Navigate long buying cycles involving executive leadership, IT, compliance, risk, and procurement teams.
• Position Blend as a strategic platform partner, not just a point solution.

Executive Engagement & Deal Leadership (25%):

• Build trusted relationships with C-suite and senior executives (CEO, CIO, CDO, Head of Lending, Head of Digital).
• Lead discovery, value articulation, and ROI-based business cases tailored to enterprise institutions.
• Drive pricing, contract negotiation, and deal structuring in partnership with Legal and Finance.
• Orchestrate internal and external stakeholders to move deals forward efficiently.

Cross-Functional Collaboration (10%):

• Partner with Solution Engineers to deliver compelling, outcome-driven demos and technical validation.
• Collaborate with Product and Marketing to align customer needs with roadmap and messaging.
• Ensure seamless handoff to Client Sales and Customer Success post-close.

Forecasting & Reporting (5%):

• Maintain accurate pipeline, forecasts, and activity tracking in Salesforce.
• Communicate deal progress, risks, and next steps clearly to sales leadership.
• Develop and execute account strategies to drive revenue growth, targeting 10-15% annual expansion (e.g., additional licenses, premium modules).
  • Own and Plan Renewal Strategies designed to uplift PFL, drive revenue and encourage Blend usage.
• Organize the selling of partner products that are part of the overall blend ecosystem.
• Identify cross-sell/upsell opportunities in collaboration with Senior Professional Services Consultant, using customization and adoption insights.
• Lead Quarterly Business Reviews (QBRs) with executive stakeholders, presenting ROI and strategic roadmaps.

Relationship Management (30%):

• Build and maintain C-level relationships with client executives, ensuring alignment on business objectives.
• Act as the escalation point for strategic issues (e.g., major compliance disputes, contract renewals).

Team Coordination (15%):

• Partner with Senior Professional Services Consultant and Training & Enablement Specialist to align on customization needs, feature adoption, metrics, and training outcomes.
• Own and Expand Annual Services Spend/ P&L .
• Coordinate with the centralized due diligence team for executive-level TPRM/due diligence escalations.

Reporting (5%):

• Maintain CRM updates (e.g., Salesforce) on account health, opportunities, and risks.
• Track expansion metrics and retention rates for leadership reporting.

Qualifications

Experience:

• 7–10+ years of enterprise SaaS sales experience selling to large banks and credit unions in the 20B+ AUM category.
• Proven success closing new logo deals with large banks and/or credit unions
• Strong background selling complex platforms such as loan origination systems, digital lending, digital account opening, mortgage technology, or adjacent fintech solutions.
• Demonstrated ability to manage long, multi-stakeholder sales cycles with sophisticated buyers.

Skills:

• Enterprise prospecting and strategic account planning expertise.
• Executive-level communication, storytelling, and negotiation skills.
• Deep understanding of the regulatory, compliance, and operational realities of large financial institutions.
• Proficiency with CRM tools (Salesforce) and disciplined pipeline management.

Education:

• Bachelor’s degree in Business, Finance, or a related field required; MBA preferred.

Attributes:

• Hunter mindset with a consultative, relationship-driven approach.
• Strategic, curious, and comfortable operating in ambiguity.
• High ownership, resilience, and ability to influence without authority.
• Credible, confident presence with executive buyers.

The Client Sales Executive-Enterprise is the strategic quarterback for Blend’s top-tier financial institution customers. In this role, you’ll own the overall relationship with an assigned list of banks and credit unions ranging in size from 1-20B in AUM - driving expansion, retention, and executive alignment. 

Reporting to the Director of Client Sales - Enterprise Accounts, you’ll collaborate cross-functionally with Product, Customer Success, Support, and Consulting to ensure customers realize the full value of their partnership with Blend. You’ll define and execute a long-term account strategy, align on customer goals and success metrics, and identify new opportunities to drive meaningful growth - for both our clients and Blend. This is a high-impact, highly visible role for a strategic, customer-obsessed sales leader who thrives on building trust, shaping strategy, and delivering measurable outcomes.

How You’ll Contribute:

Account Strategy & Expansion (50%):

• Develop and execute account strategies to drive revenue growth, targeting 10-15%annual expansion (e.g., additional licenses, premium modules).Own and Plan Renewal Strategies designed to uplift PFL, drive revenue and encourage Blend usage.
• Organize the selling of partner products that are part of the overall blend ecosystem.
• Identify cross-sell/upsell opportunities in collaboration with Senior Professional Services Consultant, using customization and adoption insights.
• Lead Quarterly Business Reviews (QBRs) with executive stakeholders, presenting ROI and strategic roadmaps.

Relationship Management (30%): 

• Build and maintain C-level relationships with client executives, ensuring alignment on business objectives.
• Act as the escalation point for strategic issues (e.g., major compliance disputes, contract renewals).

Team Coordination (15%): 

• Partner with Senior Professional Services Consultant and Training & Enablement Specialist to align on customization needs, feature adoption, metrics, and training outcomes.○Own and Expand Annual Services Spend/ P&L. 
• Coordinate with the centralized due diligence team for executive-level TPRM/due diligence escalations.

Reporting (5%): 

• Maintain CRM updates (e.g., Salesforce) on account health, opportunities, and risks.
• Track expansion metrics and retention rates for leadership reporting.

Who You Are:

Experience: 

• 7-10 years in account management or sales in SaaS/fintech, with a proven track record of managing enterprise-level accounts.
• Experience driving expansion for financial institutions, ideally with SaaS or low-code platforms.
• ideal candidates have experience selling loan origination software, digital account opening, digital lending, mortgage focused solutions and have experience working with Top 50 Banks and or Credit Unions with a focus on retail banking.

Skills: 

• Strategic account planning and revenue growth expertise.
• Exceptional executive communication and negotiation skills.
• Proficiency in CRM tools (e.g., Salesforce) and QBR preparation.
• Ability to synthesize customization and adoption data for strategic decisions.

Education:

• Bachelor’s degree in Business, Finance, or related field; MBA preferred.

Attributes: 

• Strategic thinker with a customer-centric mindset.
• High ownership and ability to navigate complex stakeholder dynamics.

At Blend, we are committed to offering a competitive compensation package.

To comply with local legislation, as well as to provide greater transparency to candidates, we share base pay ranges on all job postings regardless of desired hiring location. Final base pay offer amounts will vary depending on multiple factors, including but not limited to function, level, geographic location, job related knowledge, skills, and experience. Beyond base pay, Blends benefits and perks are described below.

Compensation:

• Base Salary Range: $125,000 and $150,000 (OTE includes base + variable with a 50/50 split. This applies to full time hires. Final offer determined by multiple factors, including but not limited to function, level, geographic location, job related knowledge, skills, and experience.)
• Equity : Meaningful Restricted Stock Units in public company stock (NYSE: BLND) so you share in Blend’s long-term growth and success.