Overview:
Director of Loan Sales
Location: Remote (U.S.)
JG Wentworth is seeking a Director of Loan Sales to lead and scale our sales organization for the debt resolution graduation loan product. This is a senior, analytically driven role — someone who leads through data. The Director defines the KPIs and forecasts leadership relies on, owns the sales side of our direct mail acquisition program, and partners closely with marketing, analytics, product, and engineering to improve how we source, measure, and convert demand.
The Director leads a management layer over a 35+ person inside sales team.
Responsibilities:
Performance Analytics & KPIs
- Define and evolve funnel/conversion/productivity KPIs, including new metrics as the business changes; own the reporting framework giving leadership real-time pipeline and forecast visibility
- Build bottoms-up forecasts and scenario models; analyze funnel/cohort/channel data to find where conversion is won or lost
- Set quotas, monitor attainment, and intervene early on off-track trends
Sales Operations & Strategic Improvement
- Prioritize funnel improvements (automation, process, tooling) via test-and-learn, measuring impact before team-wide rollout
- Partner with product/engineering to define, build, and enhance CRM and sales-stack capabilities, feeding requirements into the roadmap
- Evaluate the end-to-end funnel to remove structural bottlenecks
Direct Mail & Customer Acquisition
- Own the sales side of direct mail — offer strategy, response quality, funded outcomes
- Partner with analytics on campaign strategy, creative, testing, and targeting
- Analyze conversion by segment/offer/cohort to guide mail volume and offer economics
- Design and report on testing for each campaign, as well as basic performance metrics
- Maintain a feedback loop between campaign performance and sales ops to improve acquisition efficiency and cost per funded loan
Sales Team Leadership
- Lead a 35+ person team through two managers and team leads; hold managers accountable while empowering them to own day-to-day coaching
- Design team structure and coverage as headcount/channel mix evolve
- Run a metrics-anchored cadence (pipeline reviews, forecast calls, 1:1s); own hiring/onboarding, partnering with the training lead on ramp
Cross-Functional Alignment & Compliance
- Partner with compliance/operations to ensure sales practices meet consumer lending regulations
- Align with underwriting on approval rates and eligibility; escalate systemic issues to leadership
Qualifications:
Required
- 7+ years of experience in consumer lending, financial services, or direct-to-consumer sales, with at least 3 years in a sales leadership role
- Analytical and metrics-driven — proven ability to work with partners to define KPIs
- Strong sales operations background — owning pipeline reporting and quota design, and partnering with product and engineering to shape and improve CRM and sales-stack capabilities
- Direct mail acquisition experience — offer and test design, campaign management, and creative rollout, with a focus on response-to-funded economics
- Demonstrated track record managing inside sales teams, preferably including developing a management layer
- Deep familiarity with CRM platforms and inside sales stack tools including dialers and call tracking
Preferred
- Background in unsecured personal lending, debt resolution, or consumer fintech
- Experience working in a high-volume, regulated lending environment with hard underwriting handoffs and funded-loan-based compensation structures
Start building your career with J.G. Wentworth today!
J.G. Wentworth is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.
This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. J.G. Wentworth makes hiring decisions based solely on qualifications, merit, and business needs at the time.
