Director of Secondary Marketing

Position:  Director of Secondary Marketing

Salary: Up to $125K/yr d.o.e. plus bonus eligible and benefits

Location: Remote, Hybrid if located within 31 miles of Santa Ana, CA or Austin, TX & will need to work 4 days on-site

Position Summary

The Director, Secondary Marketing Technology & Revenue Management is responsible for the business ownership, optimization, and daily support of the company's Product & Pricing Engine (Polly), while driving the development and integration of revenue management technologies across the Secondary Marketing platform.

This role bridges Capital Markets, Technology, Product Management, Data Analytics, and Operations to ensure pricing accuracy, execution efficiency, profitability optimization, and scalable automation. The Director oversees daily pricing operations, pipeline analytics, system enhancements, business requirements, testing, and strategic technology initiatives that improve revenue generation and operational performance.

This individual serves as a subject matter expert on pricing technology, revenue optimization, and secondary market processes while helping shape the future technology roadmap for the organization.

Key Responsibilities

Product & Pricing Engine (Polly) Ownership

• Serve as the primary business owner and administrator for the Product & Pricing Engine (PPE).
• Configure and maintain pricing rules, adjustments, investor guidelines, eligibility logic, and pricing parameters.
• Partner with vendors and internal technology teams to deliver new functionality and system enhancements.
• Lead user acceptance testing (UAT) for new releases and platform updates.
• Monitor system performance and proactively identify opportunities to improve pricing accuracy and operational efficiency.
• Ensure pricing engine stability, governance, and data integrity.

Revenue Management Technology

• Lead the design, implementation, and enhancement of revenue management technologies.
• Partner with Product, Engineering, Data Engineering, and Capital Markets to deliver scalable pricing and profitability solutions.
• Translate business requirements into technical specifications for new system capabilities.
• Support development of:

• Revenue Optimization tools
• Pricing automation
• Margin management solutions
• Workflow automation
• AI-enabled pricing recommendations
• Pipeline intelligence dashboards

• Drive continuous innovation across the Secondary Marketing technology stack.

Secondary Marketing Operations

Support daily secondary marketing functions including:

• Retail pricing
• Product eligibility management
• Price exception analysis
• Margin optimization
• Pipeline management
• Lock desk support
• Investor pricing validation
• Best execution analytics
• Product availability monitoring
• Commitment and hedge support
• Loan sale preparation analytics

Pipeline Analytics & Reporting

• Develop and maintain reporting that provides actionable insights into:

• Lock pipeline
• Pull-through performance
• Fallout trends
• Product mix
• Margin performance
• Pricing competitiveness
• Lock activity
• Revenue attribution

• Produce dashboards and executive reporting for Capital Markets leadership.
• Identify revenue opportunities through data analysis and trend identification.

Technology Integration

• Coordinate integrations between:

• PPE
• Loan Origination System
• Data Warehouse
• Hedging platform
• Business Intelligence tools
• Reporting platforms

• Validate data flows between systems.
• Ensure consistency and accuracy across pricing, revenue, and operational platforms.

Project Management

• Lead cross-functional technology initiatives from concept through production deployment.
• Create project plans, timelines, and business requirements.
• Coordinate stakeholder communication.
• Manage enhancement backlogs and prioritization.
• Ensure successful implementation of strategic technology initiatives.

Business Analysis

• Document business processes and future-state workflows.
• Evaluate operational inefficiencies and recommend automation opportunities.
• Perform cost-benefit analyses for technology investments.
• Support vendor evaluations and product selection efforts.

Governance & Controls

• Maintain pricing governance standards.
• Ensure compliance with investor, agency, and internal pricing policies.
• Support audit requests and documentation.
• Monitor pricing changes and production impacts.
• Maintain change management documentation.

Qualifications

Required

• Bachelor's degree in Finance, Business, Economics, Computer Science, Information Systems, or related field.
• 7+ years of Secondary Marketing, Capital Markets, Pricing, or Mortgage Technology experience.
• Deep understanding of:

• Mortgage pricing
• Secondary Marketing
• Product & Pricing Engines (Polly preferred)
• Loan pricing methodologies
• Pipeline management
• Mortgage profitability

• Experience leading technology implementations.
• Strong analytical and problem-solving skills.
• Advanced Excel and data analysis capabilities.
• Experience working with cross-functional technology teams.

Preferred

• Experience with Polly PPE.
• Experience with mortgage pricing APIs and integrations.
• SQL and Business Intelligence experience.
• Knowledge of mortgage capital markets, hedging, and investor delivery.
• Experience with Agile project management methodologies.
• Familiarity with AI, automation, and workflow technologies.
• Experience supporting enterprise pricing platforms.

Core Competencies

• Strategic Thinking
• Capital Markets Expertise
• Pricing Technology
• Revenue Optimization
• Business Analysis
• Systems Integration
• Data Analytics
• Process Improvement
• Project Management
• Stakeholder Management
• Executive Communication
• Continuous Improvement

Success Metrics

• Pricing engine availability and stability
• Pricing accuracy and timeliness
• Revenue optimization improvements
• Reduction in manual pricing processes
• Successful technology deployments
• Pipeline reporting accuracy
• User adoption of new capabilities
• Operational efficiency gains
• Enhanced pricing governance and controls
• Delivery of strategic automation initiatives

This role is ideal for a leader who combines deep Secondary Marketing expertise with strong technical acumen and can drive both day-to-day pricing excellence and the long-term evolution of the organization's pricing and revenue management technology platform.

Work Authorization: Must be able to verify identity and employment eligibility to work in the U.S.

Other Duties: This job profile is not intended to be an all-inclusive list of job duties and responsibilities, as one may perform additional related duties as assigned to meet the needs of the organization.

Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Must be able to lift up to ten pounds. Primary functions require sufficient physical ability and mobility to work in an office setting; to stand or sit for prolonged periods of time; to occasionally stoop, bend, kneel, crouch, reach, and twist; to lift, carry, push, and/or pull light to moderate amounts of weight; to operate office equipment requiring repetitive hand movement and fine coordination including use of a keyboard; and to verbally communicate to exchange information. VISION: See in the normal visual range with or without correction. HEARING: Hear in the normal audio range with or without correction.

[EOE/M/F/D/V. Drug-free workplace.]

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