What are the responsibilities and job description for the Sales Leader position at Rate?
WHO WE ARE
Team Shant Banosian is the #1 mortgage team in America. We closed $1 billion in volume in 2026, have funded over $11 billion in the last decade, and are on a clear path to $3 billion annually by 2028. We run lean, fast, and with the accountability of a best-in-class small business — inside the infrastructure of one of the nation's largest lenders. We run on EOS. Every seat is owned. Every role has a scorecard. We are adding one leader to the team — the right one.
THE ROLE
The Sales Leader owns the entire revenue-generating side of this team. This is a dedicated leadership seat — not a player-coach role. You are measured entirely on team output: volume, conversion, pipeline quality, and people development.
You sit between the Integrator and the sales floor. You translate vision into weekly execution. You develop producers, own the data, drive business development, and activate the refinance engine all inside an EOS operating system built to scale.
YOUR TEAM
- 6 Loan Officers and Growing
- 5 Sales Assistants and Growing
- 4 Business Development Associates
CORE DUTIES
- Lead, manage, and hold accountable all LOs and Sales Assistants
- Run EOS Level 10 Meetings, set quarterly rocks, own the scorecard
- Develop and deliver weekly sales training, scripting, and role play
- Own conversion data — Lead to App, App to Lock, Lock to Fund, Won vs. Lost
- Activate and manage the refinance and client retention engine
- Drive business development strategy and partner relationships
- Coach and develop individual LOs — pipeline, conversion, refi production
- Own the CRM — data integrity, task accountability, daily usage
- Manage onboarding, offboarding, payroll, and HR duties for Sales team
- Lead Sales Tech and AI initiatives across the team
COMPENSATION & EARNING POTENTIAL
Base salary of $80,000 with performance-based bonuses and override tied to team production. All variable compensation is based on self-sourced lead channels. Total compensation is uncapped and scales directly with team growth.
YOU ARE
- 5 years in sales management with a team of producers
- Background in mortgage, real estate, or financial services
- A gifted trainer — you write scripts, run role play, and develop talent
- Data-driven — CRMs, conversion funnels, and coaching from numbers
- Located in MA, NH, RI, or ME with ability to commute to Waltham
OUR CORE VALUES
- Win As a Team
- Care About People
- Always Improve
- Do Whatever It Takes
Rate is an Equal Opportunity Employer that welcomes and encourages all applicants to apply regardless of age, race, sex, religion, color, national origin, disability, veteran status, sexual orientation, gender identity and/or expression, marital or parental status, ancestry, citizenship status, pregnancy or other reason protected by law.
The company offers a comprehensive benefits program to eligible employees, including eligibility to participate in a company-sponsored 401(k); vacation benefits; eligibility for medical, dental, vision, and prescription drug benefits; flexible benefits (e.g., healthcare and/or dependent day care flexible spending accounts); life insurance and death benefits; critical care insurance; personal accidental insurance; commuter benefits; pet insurance; certain time off and leave of absence benefits; well-being benefits (e.g., employee assistance program); and other supplemental benefits (e.g. legal planning assistance; identity theft protection; pet insurance; wellness resources).
Applications are being accepted on an ongoing basis.
Salary : $3 - $80,000