POSITION SUMMARY

The Sales Leader operates without a direct sales quota. Instead, the primary mandate is to catalyze peak performance across their assigned pod, focusing specifically on elevating the baseline productivity rather than merely sustaining high-tier contributors. Performance effectiveness is quantified through collective pod-level metrics and the seamless execution of the core directives outlined herein.

KEY RESPONSIBILITIES

1. Pipeline Management
   • Conduct weekly pipeline reviews for each rep, covering stage aging, deal velocity, and forecast accuracy
   • Triage stalled deals
   • Own the accuracy of the pod's forecast roll-up
   • Deliver Weekly/Monthly performance reports (coming soon)
2. Partner Exceptions
   • Serve as the escalation point when a rep requires an underwriting, pricing, or structure exception from a funding partner
   • Own turnaround time on exception requests
   • Maintain the partner relationships required to resolve exceptions efficiently
   • Maximize pts per deal, ask partners to match other partners with more pts (broker only)
3. Cardiff Unit Conversion — Mandatory Routing
   • Require reps to route Cardiff-eligible deals Cardiff-first, per the Cardiff First protocol. This is a directive responsibility, not discretionary coaching.
   • Own the accuracy of eligibility determinations
   • Document and escalate repeated non-compliance as a performance issue
   • Intercept Cardiff opportunities on brokered doc requests
4. Playbook and Training Reinforcement
   • Own onboarding and ramp cadence for new reps joining the pod
   • Conduct call reviews and coaching sessions aligned to the established playbook
   • Close gaps when a rep's execution drifts from playbook standards
5. Hiring and Performance Management Authority
   • Hiring: Participates in at least one interview round for any candidate being considered for their pod. Final hiring decision rests with MB/JT.
   • Termination: Documents underperformance and submits termination recommendations with supporting evidence. Final termination decision requires MB/JT approval. The Sales Lead does not have unilateral authority to hire or terminate.
   • Roster composition: Pod assignments and roster changes are managed by MB/JT. Sales Leads do not control which reps are assigned to their pod.

REQUIRED QUALIFICATIONS

Education

Bachelor's degree in Business, Finance, Sales, Marketing, or a related field preferred. Equivalent combination of education and relevant sales leadership experience will be considered.

Experience

3–5+ years of experience in business development, merchant cash advance (MCA), financial services, or a high-performance B2B sales environment. Minimum 1–2 years of experience leading, mentoring, or coaching sales professionals. Demonstrated success managing sales pipelines, forecasting, and improving team performance. Experience reviewing sales metrics, KPIs, and performance reporting. Previous experience working with underwriting partners or funding partners is highly preferred.

Leadership Competencies

Proven ability to coach and develop sales professionals through performance management and structured feedback. Strong leadership skills with the ability to hold team members accountable while fostering a high-performance culture. Excellent conflict resolution and decision-making abilities. Ability to influence without direct authority and build trust across multiple teams.

Technical Skills

Strong proficiency with CRM platforms (Salesforce preferred). Experience utilizing sales reporting and pipeline management tools. Ability to analyze sales data and identify trends to improve performance. Strong Microsoft Excel or Google Sheets skills for reporting and performance analysis.

Knowledge & Skills

Deep understanding of sales pipeline management and forecasting. Strong knowledge of underwriting processes and funding partner relationships. Excellent verbal and written communication skills. Exceptional organizational and time management abilities. Ability to prioritize multiple initiatives in a fast-paced environment. Strong analytical and problem-solving skills. Comfortable making data-driven decisions.

Core Competencies

• Sales Leadership
• Coaching & Mentoring
• Pipeline Management
• Performance Management
• Forecast Accuracy
• Relationship Management
• Operational Excellence
• Accountability
• Strategic Thinking
• Process Improvement
• Collaboration
• Adaptability

Physical & Work Requirements

Ability to work in a fast-paced sales environment. Ability to sit and work at a computer for extended periods. Occasional travel may be required for meetings or company events.

HOW WE WORK

High ownership and accountability. Fast-moving, low-bureaucracy environment. Collaborative and solutions-oriented culture. AI-assisted workflows and continuous improvement encouraged. Strong preference for people who improve systems, not just maintain them.

BENEFITS & PERKS

Comprehensive medical, dental, and vision coverage. Robust 401(k) retirement framework to ensure long-term financial security. Flexible Paid Time Off (PTO) and observed holidays to promote sustainable performance and balance. Remote-first flexibility complemented by strategic home office infrastructure support.

TOOLS & ENVIRONMENT

Our team works in the following tools, familiarity is a plus, not a requirement: Mac, Salesforce, Slack.

Cardiff Inc, is an Equal Opportunity Employer. We are committed to creating a diverse and inclusive workplace and do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by applicable law.