Hybrid (Arlington, VA) or Remote (US) | Travel required
About RiskSpan
We build the analytics and data infrastructure that mortgage, private ABF, and structured finance professionals rely on to understand risk, run models, and make decisions with confidence. Our software platform, Edge, serves portfolio managers, risk teams, and quantitative analysts at asset managers, insurance companies, banks, and private credit platforms across the capital markets.
TL;DR
We’re looking for a senior level sales professional who comes from the industry first and sales second. You have spent years inside the mortgage, structured finance, or private ABF ecosystem as a practitioner, an advisor, or both, and you’ve built the kind of relationships and credibility that open doors without a cold call. Your background is on the institutional side of financial services, not consumer or retail. This is enterprise sales at a software company that is scaling its commercial engine. You’ll have real resources: access to an SDR, sales engineers, exec sponsorship, marketing support, playbooks, and a product that earns its keep in a trial. What you won’t have is a large team to hide behind. You’ll need to be autonomous, scrappy, and smart about when to bring others in.
What You’ll Do
- Work your network across buy-side firms: asset managers, insurance companies, private credit platforms, hedge funds, and banks with ABS or whole loan exposure
- Build multi-threaded relationships across accounts before a deal exists, not just after one opens
- Partner with our SDR and leverage marketing, referrals, and exec introductions to create pipeline, not just wait for it
- Show up where your buyers are: SFIG, IMN, ABS East, and the conversations that happen around them
- Lead with the client’s problem, not our product; use your market fluency to earn the discovery conversation
- Navigate complex, multi-stakeholder deals across risk, portfolio management, data, and procurement
- Know when to level the room: bring in a sales engineer or exec sponsor when it genuinely moves the deal forward, not as a default at every stage
- Guide prospects through trial and proof of concept, the moment where RiskSpan earns the deal on its own merits
- Maintain clean pipeline in Salesforce and forecast with integrity
- Close
- Navigate legal and procurement processes while maintaining velocity and engagement
- Negotiate and close new logo ARR against annual quota
- Hand off cleanly to client onboarding and customer success, because a good handoff is part of the job, not an afterthought
- Feed market intelligence back to product, marketing, and leadership because you’re close to the buyer in ways the rest of the company isn’t
What You Bring
- Deep experience in financial services, with meaningful time inside the structured finance, mortgage, or private ABF ecosystem at a buy-side firm, valuation advisory, or data/analytics provider
- Some selling experience in these spaces, with a desire to continue on the sales career path
- A genuine network at the VP / Managing Director level or higher across asset managers, insurance cos, private credit platforms, or similar buy-side firms
- Comfort with analytical conversations: you don’t need to be a modeler, but you understand why cash flow modeling, data quality, and reporting infrastructure matter to your buyers
- A track record of closing complex, consultative deals, preferably $200K+ ARR with long enterprise sales cycles and multiple stakeholders
- Salesforce proficiency and clean pipeline hygiene
Who You Are
- You're patient with long cycles and relentless about forward momentum
- You know when to go it alone and when to pull in the right resource at the right moment
- You're low ego, high accountability
- You're energized by being early at a company that’s building something, not looking for a fully paved road
- You treat a stalled deal as a puzzle, not a dead end
- You're wired to close; the chase energizes you and the finish line matters
You raise your hand for travel: conferences, client offices, and industry events are opportunities, not obligations
What We Offer
- Base salary of $120,000 to $150,000 with variable compensation at plan bringing OTE to $250,000 to $340,000
- Exact compensation depends on experience, skills, location, and market data
- Uncapped commission potential
- Meaningful work in a technically complex, high-stakes industry, selling to buyers who respect depth
- Real access to leadership and a seat at the table as we build the revenue engine
Employment Type: Full-Time
