Sales Manager/Business Development Manager at Applied Business Software – Huntington Beach, California

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.

About the role

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.

What you'll do

• 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

Qualifications

• 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.

Why Join Us?

• 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.

The pay range for this role is:
140,000 - 220,000 USD per year(Huntington Beach, CA)