Director of Sales - New Logo

Blend is a diverse team of problem solvers who believe that the world’s financial resources should be more accessible. Our cloud banking platform is used by Wells Fargo, U.S. Bank, and over 330 other financial services firms to acquire more customers, increase productivity, and deliver end-to-end digital experiences. Our software enables our customers to process an average of more than $5 billion in loans per day, making it possible for consumers to reach their financial goals faster and lead better lives.

Come do work that matters.  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. Our Benefits at a Glance We offer a comprehensive and competitive benefits package designed to support your health and work-life balance. Health & Wellbeing We offer medical, dental, and vision benefits, with a generous employer contribution that helps keep your medical insurance costs low.

Company-paid life, short-term, and long-term disability coverage Generous PTO, holidays, and maternity/parental leave Employee Assistance Program (EAP): mental health, legal, childcare & eldercare, financial planning, college search, and more Voluntary benefits: accident, critical illness, hospital indemnity, identity theft, and legal insurance Monthly wellness stipend for fitness, mental health, and well-being Additional perks: Milk Stork, pet insurance, and paid volunteer time off Growth & Future 401(k) retirement plan with company match Pre-tax savings: healthcare & dependent care FSAs, Limited Purpose FSA, and HSA

Blend Labs is a leading digital lending platform that was founded in 2012. The company has been at the forefront of revolutionizing the mortgage industry by providing innovative technology solutions for lenders, enabling a seamless and efficient borrowing experience. With a comprehensive suite of products, Blend Labs empowers financial institutions to streamline their operations, improve customer experience, and drive growth in the digital lending space.