Head of New Business Sales

About Applied Business Software, Inc., Applied Business Software, Inc., (ABS), the maker of The Mortgage Office®, is the industry leader in private lending and loan management technology. Since 1978, our software has powered thousands of lenders, including private money firms, municipalities, CDFIs, Tribal Nations, universities, franchisors, third‑party servicers and other non‑bank lenders, helping them streamline, automate, and scale their lending operations with confidence.

We are seeking a Sales Manager to join a growth‑oriented team at a company that delivers tangible value to its clients and is well positioned in a niche market. You’ll have the opportunity to lead and scale a sales team while contributing directly to the business. You’ll benefit from working with a product offering that already demonstrates credibility, strong customer satisfaction and scalability;

which gives you a strong foundation to drive new business and growth.

• Lead and mentor a team of four existing SaaS sales AE's: set goals, monitor performance, coach skill development and drive accountability.
• Establish, refine and scale the sales process: pipeline management, forecasting, CRM discipline, stages and metrics relevant to SaaS.
• Collaborate cross‑functionally with Marketing, Product, Customer Success and Leadership to align go‑to‑market strategy, refine messaging and ensure strong hand‑offs.
• Identify and open new markets, segments or partnerships to extend The Mortgage Office’s reach beyond current core accounts.
• Report on team performance: analyze metrics such as pipeline sales velocity, conversion rates, average deal size, rep productivity, forecast accuracy and quota attainment.
• Build out the team over time: hire, train and onboard additional reps when needed to support growth objectives.
• Maintain strong understanding of The Mortgage Office’s product suite (origination, servicing, fund management) and articulate value in buyer conversations and deliver basic marketing level demos.
• Maintain a strong understanding of a menu of products and help deliver complex pitches in layman terms that are easy to understand.

• Proven success in SaaS sales, especially in enterprise or medium‑business segments, with a track record of closing new business and expanding accounts.
• Experience managing a sales team of ~3‑6 reps.
• Excellent coaching and mentoring skills, able to develop rep talent and create high‑performing teams.
• Familiarity with SaaS sales metrics (CAC, LTV, ARR, churn, upsell/cross‑sell), and proficient with CRM and modern sales tools.
• Comfortable working onsite in Huntington Beach, CA — willing to lead from the front, engage face‑to‑face with team members.
• Excellent communication skills, strategic mindset, data‑driven, and able to thrive in a fast‑paced growth environment.
• Ability to illustrate and bring successful SaaS sales team frameworks and team building skills that can be quickly transferable.

• Competitive compensation and $220k OTE structure, in line with experience.
• Comprehensive health, dental, and vision coverage.
• 401(k) with company funded match.
• Mission‑driven company with a 45+ year legacy and industry‑leading products trusted by thousands of lenders.
• Collaborative, supportive team known for long tenure, deep expertise, and a culture built on trust and integrity.
• Help modernize and evolve the leading platform in private lending technology.
• Beautiful Huntington Beach or San Mateo office with a tight‑knit culture.
• Competitive compensation and room for professional growth.
• Performance‑based bonuses.
• Generous PTO.
• Modern workspace with on‑site amenities.
• Awesome company Christmas party.

140, USD per year (Huntington Beach, CA)