The Senior Director of Relationship Management, Loan Origination, plays a key role in sourcing commercial real estate lending opportunities aligned with DLP's investment criteria and return goals. The focus is on leveraging strong sponsor relationships to identify and secure deals that advance the company's strategic objectives. This is not a retail lending origination role. Transaction sizes range from $10M - $100M.
- Sales Leadership: A disciplined sales professional with deep real estate finance expertise, the Senior Director delivers value through capital solutions, education, and community-building. All actions reflect an owner's mindset, prioritizing risk mitigation for DLP and its investors.
- Market Presence & Relationships: Actively engaged in the market, the Senior Director builds visibility and expands DLP's network through diverse referral sources while maintaining repeat business from existing clients.
- Financing Solutions Expertise: Skilled in structuring and negotiating loans, mezzanine financing, and preferred equity, with a focus on ground-up development, construction, and value-add strategies for residential assets such as multifamily, build-to-rent, manufactured housing, horizontal single-family, and master-planned communities.
- Product & Transaction Mastery: Possesses a deep understanding of DLP's products, residential community operations, underwriting, negotiation, and transaction management. Expert in managing complex deals and executing DLP's Elite Execution System to drive superior results.
What you have already achieved: (Requirements)
- Past experience in underwriting, with in depth knowledge and ability to utilize underwriting and structuring models.
- HubSpot or equivalent CRM experience preferred
- Strong preference for experience in ground up construction lending
- Strong preference for experience in Multifamily lending
- Must have 7+ years experience in forward facing client relationship management / sales experience, preferably in a lending, or investment business.
- Must have 7+ years of real estate lending (or investment) experience
- Preferred experience in acquisitions- land and existing housing
What you are great at: (Responsibilities)
- Prospect & source Elite members and Elite prospects and build relationships, leveraging DLP events.
- Leverage F2F meetings, Zoom, phone calls, email, LinkedIn, video, text message, and other communications tools to source and close new loan and investment opportunities with new and existing sponsors
- Provide mentorship to new or junior originators
- Prepare initial underwrite & analysis on complex commercial loan and investment opportunities. Leveraging resources from the Credit Structuring team members; complete the New Business Summary for presentation of new opportunities to the Credit Committee. The RM has overall responsibility for ensuring timely and complete information from the sponsor. The representations of all information and analysis performed and presented in the NBS are "owned by" the RM.
- Prepares "modification memo" recommendations with assistance from Credit Structuring team members for any credit issues uncovered by the servicing team (i.e. breach in covenants, missed construction milestones, etc.). Presents to the Credit Committee as applicable.
- Drive client attendance at all DLP events.
- Proactively drive revenue by relationship based networking.
- Attend all required meetings and work proactively to provide solutions to improve the performance of the management company
- Attend all sponsor/deal pipeline meetings. Input all required data in CRM and ensure that all opportunities are at all times placed in the right stage of the pipeline
- Drive borrower EES engagement & utilization including attending live and virtual events, compass day, EES Tools, etc for those who opt-in
- Present New Business Summary to Credit Committee
- Lead relationship management, overall communication w/ your portfolio of borrowers and their respective portfolios w/ DLP
- Negotiate term sheets, OAs, contracts with a focus on driving strong investment profitability while protecting the company and our investors from risk.
- Lead communication and "closing" of borrowers on all loan compliance related needs. Attend ALL checklist meetings for loans in production. Proactively works with Sponsor to ensure delivery of all information.
- Prepares "modification memo" recommendations (with the assistance of Credit Structuring team for any credit issues discovered during underwriting/confirmatory due diligence. Presents to the Credit Committee (or delegate).
- Timely achievement of accomplishing and achieving EES Tools (WIGS, L10 etc.)
- Act as Brand Ambassador. Represent DLP & its values 24/7, recognizing that the next deal might come from an unexpected place. Promote DLP on Social Media and other channels consistent with brand standards and marketing direction.
- Service 6-12 active borrowers and support portfolio management in the adherence to business plan & compliance with all contractual obligations from closing through payoff
What you're motivated by:
- Making an impact. Whether it's the residents who call our Thriving Communities home, the investors who trust us to be stewards of their capital, or the sponsors we work with to 10x their business, everything we do is about making an impact.
- Challenges. You see roadblocks as opportunities and are proactive in finding solutions.
- Growth. We've been named to the Inc. 5000 as one of the Fastest-Growing Private Companies in America for fourteen consecutive years.
Who We Are
What We Do In One Sentence:
We finance the building of Thriving Communities.
Our Mission:
We are changing the nation through the building of Thriving Communities. We are the leader in funding the building of Thriving Communities centered in safe, attainable housing.
Our Purpose:
To passionately make an extraordinary impact by transforming lives and building Thriving Communities.
Our Big, Hairy, Audacious Goal (BHAG):
To positively impact and transform 10 million lives by funding the building of 5,000 Thriving Communities, becoming one of America's 100 largest private companies.
Our Culture:
- We work hard, marching towards ambitious goals driven by a purpose that's bigger than ourselves.
- We are impact-driven, seeking to make a difference not just on the affordable housing crisis but also in the lives of our employees, investors, and partners.
- We are disciplined, following our exclusive Elite Execution System to develop personally and professionally.
- We strive to Live Fully, finding fulfillment in all areas of our lives.
Our Core Values:
Driven For Greatness: We are driven by the pursuit of knowledge and the paramount importance of a growth mindset, cultivating greatness both personally and professionally.
Living Fully: We prioritize living fully with a dedication to achieving optimal health in all aspects of life: faith, family, friends, freedom, fun , fulfillment, fitness, and finance.
We are intentional with our time, integrating the 8fs of our life to achieve our goals & God's goals.
Grit: We have the endurance and unshakable commitment necessary to achieve our visionary long-term goals.
Community: We elevate the greater good over individual interests, magnifying our impact and cultivating thriving relationships with investors, sponsors, residents, and our colleagues.
Authenticity: We are true to ourselves and others, steadfast in our beliefs and values. We hold ourselves and others accountable, fostering open dialogue to propel growth.
Prepared to Win: We apply discipline to our thoughts and our actions, which leads us to put forth consistent effort and commitment doing the important proactive work despite the urgent priorities we face each day. We plan to win, and are prepared for volatility and challenges.
Kingdom Impact: We share God's love and transformative power through our labor, serving everyone in God's likeness. The world will know God more through our work and how we do it.
Twenty-Mile March: We march towards clear, well-defined goals and objectives with unwavering focus, constantly evaluating our performance and course correcting as needed.
Stewardship: We are guided by our commitments to those who trust us with their capital, their communities, and their careers.
Servant Leadership: We lead with high standards & deep devotion. We display as humble confidence as we build deep relationships and trust. We show the way through the forest, empowering growth, accountability, and a founder's mentality, with team members regularly asking "What else can I do to achieve the desired results?"
Benefits and Perks:
Unlimited PTO, health/dental/vision/life insurance, 401(k) matching, parental leave, adoption services reimbursement/learning/educational incentives, Volunteer Time Off, well-being programs, company events, self improvement/productivity tools, & the incredible feeling of making a difference.
Equal Opportunity Employer:
DLP is a committed Equal Opportunity Employer. If you are a qualified individual with a disability and require assistance in searching for a position or submitting an application, please contact HR at [email protected]. Offers of employment are conditional upon satisfactory completion of pre-employment background verification (including E-Verify). California applicants can view our California Data Privacy Policy here.
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