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Figure Logo Figure · Sales

Mortgage Sales Team Leader

United States 100000.00 - 116000.00 USD / Year · Job Posted February 18, 2026
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Job Description

The Team Lead is a pivotal player coach role responsible for scaling Figure’s lending teams and driving consistent sales performance. You will directly manage a pod of 5 to 10 Licensed Sales Associates, providing daily oversight, coaching, and accountability to ensure targets are exceeded. This role blends leadership and production. You will remain an active, licensed Loan Officer, spending approximately 70 to 75 percent of your time on team leadership and performance management and 25 to 30 percent as an individual contributor. You will model success by converting company provided leads into funded Figure HELOCs while ensuring your team does the same.

Job Responsibility

  • Lead and manage a pod of 5 to 10 Licensed Sales Associates, ensuring consistent performance above monthly sales targets
  • Partner with the Sales Enablement and Operations Lead (Licensed) to support Loan Officers on Performance Improvement Plans, including daily call reviews and objection handling roleplay to move Tier 0 performers off PIPs quickly
  • Review call recordings in the Nice system to identify coaching opportunities and improve customer interactions
  • Monitor funnel conversion data to ensure strong pipeline health and adherence to speed to lead SLAs
  • Convert company provided leads into HELOC customers through outbound calling, text, and email
  • Guide borrowers through a consultative sales process, helping them select the right product, rate, and term
  • Demonstrate closing ability and system mastery in Salesforce and CSP by maintaining active personal production
  • Support new hires through the 30 60 90 ramp plan to ensure Tier 1 funding targets are achieved
  • Establish scalable best practices and provide feedback to Operations on approval bottlenecks and product gaps

Requirements

  • Active NMLS license with eligibility and willingness to be licensed in all Figure operating states
  • 3 or more years of experience in mortgage lending or HELOC sales
  • Proven ability to close and consistently exceed sales targets
  • Deep proficiency in Salesforce, Nice, and loan origination systems, with CSP experience preferred
  • Ability to translate complex underwriting guidelines into clear, repeatable training scripts
  • Strong data analysis skills with the ability to interpret funnel and waterfall metrics
  • Willingness to work flexible hours, including evenings and weekends as needed

What we offer

  • Comprehensive health, vision, and dental insurance with 100% employer-paid premiums for employees and their dependents on select plans
  • Company HSA, FSA, Dependent Care, 401k, and commuter benefits
  • Employer-funded life and disability insurance coverage
  • 11 Observed Holidays & PTO plan
  • Up to 12 weeks paid family leave
  • Continuing education reimbursement
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