Director of Loan Sales

Director of Loan Sales

Location: Remote (U.S.)

JG Wentworth is seeking a Director of Loan Sales to lead and scale the sales organization for our debt resolution graduation loan product. This is a senior operational leadership role focused on building a high-performing inside sales team, optimizing the end-to-end sales process, and owning the partner channels that drive qualified borrower volume. The right candidate is a disciplined sales operator who leads through metrics, develops managers, and brings structure and accountability to a fast-moving consumer lending environment. This role will also serve as the primary sales-side stakeholder for our direct mail acquisition program, providing input on offer strategy, response quality, and campaign performance as it relates to funded loan outcomes.

Sales Team Leadership & Management

• Provide day-to-day leadership and strategic direction to a 35+ person inside sales team supported by two managers and several team leads
• Coach, develop, and hold accountable the management layer; establish clear expectations, development plans, and performance standards for team leads and managers
• Design and maintain sales team structure, role definitions, and coverage models as headcount and channel mix evolve
• Lead a consistent operating cadence including pipeline reviews, forecast calls, one-on-ones, and team performance meetings
• Own hiring and onboarding decisions for sales staff; work with training lead ensure new hires are ramped effectively and quickly

Sales Operations & Process

• Own the full sales funnel from lead receipt through funded loan, ensuring each stage is clearly defined, measured, and continuously improved
• Define and enforce sales process standards — including call handling, follow-up cadences, objection frameworks, and handoff protocols to underwriting and operations
• Establish and maintain a reporting infrastructure that provides real-time visibility into pipeline health, conversion rates, rep-level performance, and forecast accuracy
• Own CRM hygiene and sales stack configuration; ensure tools are set up to support process adherence and accurate reporting
• Identify and eliminate bottlenecks in the sales workflow through process redesign, automation, or cross-functional coordination with operations and underwriting
• Build and maintain a sales playbook covering product positioning, objection handling, compliance guardrails, and escalation paths

Performance Management & Forecasting

• Set individual and team quotas in alignment with business targets; monitor attainment and intervene proactively when performance trends off-track
• Work with Business Analyst to refine daily, weekly, and monthly sales performance reports for senior leadership, covering funded volume, conversion metrics, pipeline coverage, and capacity utilization
• Develop bottoms-up sales forecasts and scenario models; provide leadership with reliable near-term and long-range revenue outlooks
• Analyze rep and cohort-level performance data to identify coaching opportunities, process failures, and systemic conversion issues

Partner Channel & Sourcing Relationships

• Manage and grow relationships with loan sourcing partners — including debt settlement companies, credit counseling agencies, and other referral channel partners — to drive qualified inbound borrower volume
• Serve as the senior relationship owner for key partners; represent the company at the executive level and maintain mutual accountability against agreed performance metrics
• Negotiate and manage referral arrangements and partnership agreements; evaluate new sourcing opportunities that expand reach or improve borrower quality
• Maintain a feedback loop between partner performance data and internal sales operations to optimize handling of referred borrower populations

Cross-Functional Alignment & Compliance

• Partner with operations and compliance to ensure sales practices, disclosures, and borrower communications meet regulatory requirements for consumer lending
• Collaborate with underwriting to maintain alignment on approval rates, product eligibility, and how sales-level information affects credit decisions
• Collaborate with marketing on direct mail campaign strategy, providing sales-side input on offer positioning, lead quality, and response-to-funded conversion data to inform testing and targeting decisions
• Escalate systemic compliance, product, or operational issues surfaced through the sales team to the appropriate leadership stakeholders

• 7+ years of experience in consumer lending, financial services, or direct-to-consumer sales, with at least 3 years in a sales leadership role
• Demonstrated track record managing inside sales teams, preferably including developing a management layer
• Experience working with direct mail – working on creative rollout, campaigns management, and test design
• Strong sales operations background — experience owning pipeline reporting, CRM configuration, quota design, and process standardization
• Prior experience managing B2B referral or sourcing partnerships in a lending or financial services environment
• Analytical and data-driven; comfortable building performance reports, forecasting models, and conversion analyses in Excel or similar tools
• Deep familiarity with CRM platforms and inside sales stack tools including dialers and call tracking

Preferred

• Background in unsecured personal lending, debt resolution, or consumer fintech
• Experience working in a high-volume, regulated lending environment with hard underwriting handoffs and funded-loan-based compensation structures

Start building your career with J.G. Wentworth today!

J.G. Wentworth is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. J.G. Wentworth makes hiring decisions based solely on qualifications, merit, and business needs at the time.