Head of New Business Sales 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’re looking for a next-generation SaaS sales leader who’s growth-driven, tech and AI forward, and excited to lead from the front. This is a player-coach role; someone who can sell, coach, build process, and develop a high-performing team while staying close to the close. You’ll guide strategy, support closing calls, and elevate enterprise sales execution.

You’ll step into a proven, industry-leading business with a tenured sales team (avg. 6 years), strong market demand, and real runway for growth. You’ll have the autonomy and support to shape, scale, and run the team your way.

What you'll do

• Lead & Scale New Business Sales
• Lead, coach, and develop a team of 3 existing SaaS sales reps with a goal to grow to 5 by year end

• Set clear goals, drive accountability, and elevate performance

• Recruit and hire additional reps as the team grows

Coach Responsibilities

• Actively participate in sales cycles: prospecting, demos, negotiations, and closing calls

• Model best-in-class SaaS sales behaviors using AI tools and HubSpot

• Jump into complex or strategic deals when needed

• Help Drive and strategize on our largest enterprise deals

Build a Scalable SaaS Sales Engine

• Refine and scale the sales process: pipeline stages, forecasting, CRM discipline, metrics

• Drive data-backed decisions using SaaS KPIs (pipeline velocity, conversion rates, deal size, rep productivity, ACV)

• Improve forecast accuracy and quota attainment – current team is at 125% through Q1

Go-To-Market & Growth

• Collaborate closely with Marketing, Product, Customer Success, and Leadership

• Refine messaging and positioning for different buyer personas

• Identify new markets, verticals, or partnerships to expand beyond core segments

• Implement strong prospecting techniques to drive pipeline growth

Product & Storytelling

• Develop deep working knowledge of The Mortgage Office platform (origination, servicing, fund management)

• Deliver clear, compelling demos and explain complex workflows in plain English

• Help translate product value into outcomes lenders actually care about

• Become an industry expert and consultant, truly helping our clients grow their business

Qualifications

• Proven SaaS sales success, ideally in fintech, prop tech, or complex B2B software

• Experience leading 3–6 sales reps in a new-business, outbound environment

• Strong hunter mentality with the ability to coach others to win

• Comfort operating as a player-coach—you still love to sell

• Solid understanding of SaaS metrics: ARR, CAC, LTV, churn, upsell

• Experience building & improving sales processes and frameworks

• Confident, clear communicator with a data-driven mindset

• Willingness to work onsite in Huntington Beach and lead from the front

• Knowledge & expertise in lending, real estate, and finance is a plus

Why Join Us?

• Competitive base salary + uncapped commission ($250 - 275k OTE Year One)
• 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 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.