Senior Vice President of Sales

About the role

We are seeking a results-obsessed, self-starting Senior Vice President, Head of Sales to drive aggressive new logo acquisition and revenue growth across the credit union (CU) market.

This is a consultative, high-stakes enterprise sale: convincing credit union CEOs, CLOs, and CFOs to trust Open Lending with a critical portion of their auto lending process and to adopt our Lenders Protection™ risk-based decisioning and credit insurance platform.

Key Responsibilities

• Own and relentlessly execute a hunter-first growth strategy: aggressively pursuing new CU logos, expanding wallet share within existing relationships, and driving adoption of the LendPro platform across all addressable CU segments.
• Build, maintain, and leverage strong relationships with credit union executives, boards, lending leaders, CUSOs, league partners, and industry influencers to generate pipeline, strengthen trust, and accelerate deal velocity.
• Lead every stage of a long-cycle, trust-intensive sale—from initial credibility building with skeptical CU executives through business case development, stakeholder alignment, and close—understanding that winning requires sustained relationship investment, not a single pitch.
• Define and own the go-to-market strategy for key CU segments, ensuring each has a clear operating model, differentiated value narrative, account coverage plan, and measurable revenue objectives.
• Maintain rigorous pipeline discipline—monitoring conversion rates, sales cycle progression, and forecast accuracy—and hold yourself and the team accountable for hitting certified loan volume, new logo, and revenue targets.
• Develop a comprehensive onboarding, training, and sales enablement program that equips Sales Representatives to sell effectively into the CU space and articulate the value of the Lenders Protection product.
• Coach and develop every sales team member through structured weekly, monthly, and quarterly performance processes supported by strong analytic frameworks and clear accountability.
• Recruit, mentor, and retain high-performing sales talent with proven ability to prospect, consult, negotiate, and close in financial services, credit union, and lending technology environments.
• Maintain a deep understanding of the capabilities, functionality, competitive positioning, and client value drivers of the Lenders Protection product.
• Translate the financial value proposition of LendPro with precision: articulate how risk-based decisioning improves portfolio yield, reduces charge-off exposure, and expands lending reach into near-prime and non-prime segments—fluently enough to earn credibility with a CU CFO or Chief Lending Officer in a boardroom setting.
• Exceed certified loan volume and new partnership targets across direct, CUSO, and connector channels; operate as a peer to internal product, risk, and actuarial teams to keep the sales narrative current and credible.
• Identify opportunities to improve sales productivity, scalability, operational discipline, CRM hygiene, and repeatable execution across the sales ecosystem.
• Represent the company at credit union conferences, league events, trade shows, and executive forums, serving as a visible advocate for Open Lending and a trusted voice in the CU lending market.

Skills & Qualifications

• 10+ years of progressive sales leadership with at least 5 years selling directly into credit unions, CUSOs, or the broader cooperative financial ecosystem—ideally including fintech, lending technology, or insurance-backed credit products.
• A live, cultivated network of credit union C-suite and senior lending executives—not a contact list, but relationships where calls get returned and doors open.
• Proven ability to earn the trust of CLOs and CFOs skeptical of outsourcing core lending functions.
• Demonstrated success closing complex, strategic, multi-year partnerships with financial institutions, including value-based selling, executive alignment, contract negotiation, and long-cycle deal management.
• Proven ability to build and lead high-performing sales teams, set clear revenue expectations, coach disciplined pipeline management, and create accountability for consistent sales execution.
• Strong understanding of credit union priorities, decision-making dynamics, lending economics, member experience, risk management, and the competitive landscape for lending technology solutions.
• Ability to command a financial conversation with a CU CFO or board: quantify the yield improvement, incremental loan volume, and charge-off reduction that LendPro delivers—translating actuarial and risk model outputs into clear ROI for the lender.
• Deep knowledge of auto lending and unsecured consumer lending, including origination workflows, underwriting practices, loan performance considerations, member experience, and competitive dynamics within credit unions.
• Player-coach who leads from the front: willing to personally work strategic accounts and model the hustle expected of the team, while also developing and retaining high-performers through clear expectations and real coaching.
• Exceptional written, verbal, and interpersonal communication skills, with the ability to deliver compelling presentations to executives, boards, partners, and industry audiences.
• Ability to travel nationally approximately 50%+ as needed, including regular participation in credit union industry events, conferences, league meetings, and trade shows.
• An unrelenting self-starter: comfortable building pipeline from scratch, tenacious in long sales cycles, and personally accountable for outcomes.