Head of Mortgages

Overview

The Head of Mortgages is a pivotal leadership role responsible for driving revenue growth, retention, and market expansion across a dedicated sales vertical. This role carries dual accountability: providing strategic leadership and coaching to a team of sales professionals while personally managing a high-value subset of strategic clients. As a “player-coach,” you will translate the Sales Director’s vision into actionable team targets while serving as a trusted advisor to Equifax’s most complex partners.

What You’ll Do

• Team Orchestration: Lead, inspire, and manage a team of sales individuals (Account Directors/Managers) to maximise growth and over-deliver on revenue targets.
• Coaching & Mentorship: Drive a high-performance culture through regular 1:1s, ride-alongs, and tactical coaching, focusing on skill development in consultative selling and complex negotiations.
• Performance Management: Handle all administrative leadership tasks, performance reviews, and resource planning.
• Talent Pipeline: Identify skill gaps within the team and partner with Sales Enablement to provide appropriate training and development initiatives.
• Pipeline Execution: Drive strong pipeline development and sales execution for the team, ensuring a balanced focus on new business acquisition and the retention of existing contracts.
• Strategy Implementation: Develop and lead the vertical sales strategy, aligning team activities with the broader Equifax One Company commercial priorities.
• Salesforce Mastery: Ensure the mandatory and proficient use of Salesforce (SFDC) across the team as the single source of truth.
• Hygiene Standards: Enforce strict adherence to Opportunity Hygiene Standards, ensuring team-wide accuracy in forecasting, close dates, and weighted values.
• Reporting: Provide the Sales Director with transparent, data-driven insights into team performance and market trends.

What Experience You Need

• Sales Excellence: Demonstrable success in negotiating complex deals (TCV £1m+) and managing high-stakes strategic relationships.
• Coaching Acumen: Ability to diagnose performance issues and provide actionable coaching that results in measurable sales lift.
• Strategic Thinking: In-depth understanding of how to leverage Equifax data and technology assets to solve operational business problems.
• Results-Driven Leader: A focus on accountability, bravery, and a “Decide-Execute-Ship” mindset.
• Trusted Advisor: The ability to build immediate rapport and trust with both internal teams and external executive stakeholders.
• Resilience: Thrives in high-pressure environments and can lead a team through ambiguity.
• Leadership Experience: Proven track record of leading sales teams to over-performance, ideally within a Credit Bureau, FinTech, or Data-led organisation.

What Could Set You Apart

• Dual-Priority Management: Successfully balancing the administrative and coaching needs of the team with the high-touch demands of a personal strategic client portfolio.
• Driving Behavioral Change: Ensuring the team adopts new sales methodologies and adheres to strict CRM hygiene standards in a fast-paced environment.
• Navigating Market Volatility: Maintaining team momentum and retention during complex, long-cycle negotiations in highly competitive or shifting markets.

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