Mortgage Sales Team Leader

About Figure

Figure (NASDAQ: FIGR) is transforming capital markets through blockchain. We’re proving that blockchain isn’t just theory - it’s powering real products used by hundreds of thousands of consumers and institutions.

By combining blockchain’s transparency and efficiency with AI-driven automation, we’ve reimagined how loans are originated, funded, and traded in secondary markets. From faster processing times to lower costs and reduced bias, our technology is helping borrowers, investors, and financial institutions achieve better outcomes.

Together with our 170+ partners, we’ve originated over $17 billion in home equity loans (HELOCs) on our blockchain-native platform, making Figure the largest non-bank provider of home equity financing in the U.S. Figure’s ecosystem also includes YLDS, an SEC-registered yield-bearing stablecoin that operates as a tokenized money market fund, and several other products and platforms that are reshaping consumer finance and capital markets.

We’re proud to be recognized as one of Forbes’ Most Innovative Fintech Startups in 2025 and Fast Company’s Most Innovative Companies in Finance and Personal Finance.

About the Role

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.

What You’ll Do

• 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

What We Look For

• 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

• Success is measured by team funding volume and commission generation across 5 to 10 direct reports, as well as achievement of individual production targets aligned to the 25 to 30 percent allocation

Schedule

• Monday - Friday, 12 pm to 9 pm PT, weekends as needed up to 9 pm PT

Salary

• Base compensation range: $25 to $32 per hour

• On-target earnings range: $100,000 to $116,000

• A commission plan that rewards results – with uncapped commissions and upside accelerators

• This is the compensation range for the United States, actual compensation may vary based on individual candidate experience, location, or evolving business needs

Benefits

• 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

Depending on your residential location certain laws might regulate the way Figure manages applicant data. California Residents, please review our California Employee and General Workforce Privacy Notice for further information. By submitting your application, you are agreeing and acknowledging that you have read and understand the above notice.

Figure will not sponsor work visas for this position. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.

#LI-RF1 #LI-Hybrid