Capital Markets Director

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Full Time Management Glen Allen, VA, US

3 days ago Requisition

Founded in Richmond, Virginia in 1997, Cap Center exists to help individuals and families achieve one of life's most meaningful milestones—home ownership. By bringing mortgage, realty, and insurance services together under one roof, we provide a simpler, more transparent experience designed to save clients time and money. Our commitment to innovation, including our Zero Closing Cost mortgage, has earned the trust of thousands of clients and fueled our growth through repeat business and referrals.

At Cap Center, our mission extends beyond serving clients. We foster a collaborative, high-impact environment where employees are empowered to do meaningful work, grow professionally, and make a real difference in the lives of the people we serve.

Job Overview:

Own the revenue side. Cap Center originates the loans; you make sure every one is priced right, its interest-rate risk is hedged, and it sells for the best possible execution — and that the investor relationships behind the business are strong and well-managed. This is the seat that protects and grows Cap Center’s gain-on-sale margin loan by loan, and it carries real strategic weight: you’ll own pricing, the lock desk, pipeline hedging, loan sales, and the investor relationships, reporting directly to the CFO.

It’s a for a capital markets leader who wants the whole function, not just a desk.

Key Responsibilities:

Pricing and Margin

Own Cap Center’s rate sheets, pricing engine, and margin strategy. Set pricing that stays competitive at the point of sale while protecting profitability, and partner with Sales and Production on the tradeoff between winning the loan and the margin on it.

Lock Desk and Pipeline Hedging

Run the lock desk and manage the interest-rate risk in the pipeline. Hedge the position using TBA/MBS and forward commitments, manage it on a pull-through-adjusted basis, and protect margin against rate moves day to day.

Loan Sales and Best Execution

Execute loan sales and investor deliveries, and manage best execution across the investor set to maximize gain on sale. Minimize pair-off and fallout costs, and keep delivery clean and on time.

Investor and MSR Strategy

Own investor approvals and counter party relationships, including contracts and reps and warrants. Set the strategy on mortgage servicing rights, including retain versus release, valuation, and any servicing-rights sales.

Risk, Reporting, and Partnership

Report position, margin, and execution performance to the CFO on a regular cadence, and manage interest-rate and counter party risk within policy. Partner with the CFO and Finance, who own warehouse lines and financing, on funding and liquidity. Partner with Production on the pull-through inputs that drive hedging, with Legal on investor contracts, and with Compliance and Quality Control on repurchase and defect risk.

Qualifications:

• 10+ years of capital markets or secondary marketing experience in mortgage lending
• Deep, hands‑on pipeline hedging expertise, including TBA/MBS and forward commitments
• A track record of loan sales, best execution, and investor delivery that protected gain‑on‑sale margin
• Experience managing investor counter party relationships
• Strong quantitative and analytical skills, and fluency with pricing and hedge models
• People leadership experience, having built or led a secondary or capital markets desk
• Demonstrated ability to handle confidential financial information discreetly and act with professionalism and integrity

Preferred:

Experience with MSR valuation and retain-versus-release strategy; securitization or GSE delivery experience across Fannie Mae, Freddie Mac, and Ginnie Mae; fluency with pricing and hedge‑advisory platforms such as Optimal Blue, Polly, or MCT; familiarity with the Encompass loan origination system;
East Coast multi‑state lending experience.

Compensation:

The salary range for this position is $150,000 – $225,000. Individual compensation will be determined based on…