Regional Manager , Sales Team Manager; Purchase Mortgage - Washington, D.C.

Position: Regional Manager , Sales Team Manager (Purchase Mortgage) - Washington, D.C.
About The Team

Zillow Home Loans is the mortgage lender within the Zillow ecosystem, helping customers move seamlessly from home search to closing by integrating financing directly into the Zillow and Premier Agent experience. We’re a purchase-focused, customer-obsessed organization that combines Zillow’s brand, technology, and data with deep mortgage expertise to deliver a simpler, more transparent home‑financing journey.

About

The Role

As the Regional Manager and Branch Manager for Washington, D.C., you will lead a team of Loan Officers. You will be responsible for leading and developing a high‑performing sales team in a specific region to deliver exceptional customer experiences, operational excellence, and drive adoption with the Premier Agents. Your overall sales performance will be reported to the Sr. Regional Manager of Mortgage Origination.

Key Responsibilities

• Participate in recruiting, hiring, and onboarding top‑performing loan officers.

• Develop a high‑performing team focused on driving sales and building a book of business.

• Conduct daily, weekly, and monthly team meetings and coaching sessions to improve conversion.

• Conduct regular 1:1s to coach, communicate strengths, and identify opportunities for development.

• Perform annual reviews compiling leader and peer feedback for a well‑rounded assessment of performance.

• Ensure conversion optimization by monitoring performance metrics, reviewing pipeline and pull‑through, identifying opportunities, and holding team and individuals accountable.

• Manage team capacity, pipeline, SLA adherence, and coverage (e.g., DTO, weekend coverage).

• Monitor and highlight market trends to tailor the customer experience within the region.

• Complete branch licensing requirements and documentation on time.

• Conduct sales training on best practices specific to the PA/ZHL.

• Perform call reviews and coach loan officers on tactics to improve customer experience.

• Train on new programs, products, and promotions to ensure team readiness.

• Collaborate with Senior Management and Business Operations to implement strategic initiatives.

• Ensure exceptional customer experience to cultivate strong relationships with partners & agents.

• Handle objections and escalations at the transaction level.

• Participate in in‑market visits to engage agents and drive business.

• Act as cross‑functional partner to Growth Advisors, Business Operations, and Marketing.

• Utilize data, reporting, and insights to help loan officers manage their book of business.

• Perform internal ZHL market reviews and share insights with leadership.

• Ensure compliance with required courses, federal and state guidelines, and stay up to date on regulatory changes.

Responsibilities & Qualifications

• 5+ years of purchase mortgage origination experience as an active NMLS Loan Originator with multiple state licenses.

• 3+ years of leadership experience managing Loan Officer teams in high‑growth environments.

• Completed 20‑hr SAFE Pre‑licensing Education and passed the SAFE Mortgage Loan Originator Test.

• Active MLO license in D.C. and at least five additional U.S. states; eligible for licensure in CT, DC, DE, MA, MD, ME, NC, NH, NJ, PA, RI, VA, and WV.

• Proven success in handling purchase loans and building referral business with real‑estate agents.

• Physically located within 75 miles of Washington, D.C.

• Bachelor’s Degree preferred.

• Advanced knowledge of mortgage lending regulations, policies, procedures, and practices.

• Strong organization skills and ability to thrive under pressure.

• Exceptional interpersonal skills and ability to develop strong relationships.

• Excellent communication skills, deep mortgage process knowledge, and ability to fund loans successfully.

• Experience with CRM and LOS Software (preferably Salesforce and Encompass).

• Strong understanding of the Zillow ecosystem.

• Willingness to travel in‑market (5% of the time) to engage with agents and expand referral networks.

Benefits

Employees are eligible for a competitive base pay, incentive compensation, and equity awards. Actual amounts vary depending on experience, performance, and location.

About Zillow

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