VP, Customer Retention & Loyalty

Key Responsibilities

• Analyze client servicing portfolios, using Customer IQ data enrichment and insights plus servicing, origination, credit, and property data, to identify the largest sources of runoff risk and recapture opportunity.
• Build a standardized portfolio health assessment methodology that scores risk and opportunity consistently across every client, regardless of size or portfolio composition.
• Quantify dollars at risk from runoff and dollars of opportunity from recapture, HELOC growth, and cross-sell, and prioritize which segments and clients to act on first.
• Partner with Product and Data Engineering to build and refine analytic models for runoff likelihood and cross-sell propensity at the borrower level.
• Deliver executive-level portfolio assessments directly to top clients as a flagship, high-touch engagement.
• Build a standardized library of retention and recapture playbooks, purchase recapture, refinance retention, HELOC / home equity growth, cross-sell/upsell, and full lifecycle marketing that Customer Success can deploy consistently across the client base.
• Educate Customer Success Managers so every CSM can confidently advise clients on retention and recapture strategy, not just platform usage.
• Create enablement assets: workshop decks, ROI calculators, industry benchmarks, sample campaign templates, and QBR frameworks that embed retention insight into every client touchpoint.
• Serve as an escalation resource and coach for Customer Success on complex retention-strategy conversations with strategic accounts.
• Design and launch a subscription-based Value-Added-Services offering that packages retention/recapture expertise, portfolio analytics, and ongoing advisory support as a premium service clients can subscribe to.
• Define service tiers, pricing and packaging, delivery model (self-serve tooling vs. white-glove advisory), and service-level commitments.
• Partner with Product, Finance, and Sales to build the business case, pricing model, and go-to-market plan for the VAS line.
• Own performance and revenue targets for the VAS offering post-launch, iterating based on client adoption and measured retention outcomes.
• Establish success metrics that tie VAS subscription value directly to client outcomes: reduced runoff, higher recapture rate, increased customer lifetime value.
• Define how Customer IQ enrichment data and insights, Mortgage Inquiry Alerts, Equity Alerts, Rate Alerts, MLS Listing Alerts, Credit & Debt Enrichment, Credit Improvement Alerts, and Life Event Signals, and feed both the playbooks and the portfolio risk/opportunity analysis.
• Partner with Product and Engineering to evolve Customer IQ and the broader retention technology stack based on findings from client portfolio analysis, various data sources, and VAS delivery.
• Support enterprise sales with retention/recapture ROI analyses, particularly in competitive deals.
• Quantify expected ROI and business impact of Customer IQ and the VAS offering for prospective clients.

  Customer IQ & Data Strategy

  Define how Customer IQ enrichment data and insights, Mortgage Inquiry Alerts, Equity Alerts, Rate Alerts, MLS Listing Alerts, Credit & Debt Enrichment, Credit Improvement Alerts, and Life Event Signals, and feed both the playbooks and the portfolio risk/opportunity analysis.

  Partner with Product and Engineering to evolve Customer IQ and the broader retention technology stack based on findings from client portfolio analysis, various data sources, and VAS delivery.

  Revenue Growth & Sales Support

  Support enterprise sales with retention/recapture ROI analyses, particularly in competitive deals.

  Quantify expected ROI and business impact of Customer IQ and the VAS offering for prospective clients.

  What We Are Looking For

  • 12+ years of mortgage banking, servicing, portfolio analytics, and retention leadership experience, ideally with exposure across banks, IMBs, credit unions, and large scale servicers.
  • A deep understanding of mortgage servicing portfolios, measuring recapture and retention rates, refinance behavior, purchase recapture, home equity lending, and customer lifecycle management.
  • A track record turning portfolio and customer data into standardized programs or playbooks that scale across many clients or business units, not just a single institution.
  • Experience building, packaging, or monetizing a subscription or professional-services offering is a plus.
  • A strong quantitative and portfolio-analytics background, paired with executive-level communication skills.

  Why This Role Matters

  Total Expert holds the richest combination of customer data and intelligence and marketing automation data in the mortgage industry, but that data only creates value once it is turned into action. This role exists to systematize that translation: building the analysis that shows clients exactly where they're at risk, the playbooks that let every Customer Success Manager act on it, and a new subscription revenue line that turns retention expertise into an ongoing service clients pay for. Done well, it helps lenders retain their customers for life while creating a durable, high-margin expansion revenue stream for Total Expert.

  Compensation/Benefits

  The anticipated base salary range for this role is $200,000 - $225,000 annually. Final total compensation offered is dependent upon the selected individual's qualifications and experience. This position is also eligible for an annual discretionary bonus based on company performance and other factors. As an employee of the company, you will be eligible to participate in the Employee Stock Option Plan. Total Expert offers a competitive range of benefits including Medical, Dental, Vision, HSA (Health Savings Account), FSA (Flexible Spending Accounts), company paid Life Insurance, Short-Term Disability, Long-Term Disability, Flexible Time-Off (FTO), Paid Parental Leave, and 401(k) with employer match.