Business Development Manager (Mortgage Lending)

Job description

Our client is an established and growing alternative mortgage lending and private financing organization specializing in customized real estate financing solutions for borrowers and investors who may not fit traditional bank lending criteria. The organization works closely with mortgage brokers, real estate professionals, investors, and other industry partners to structure and deliver financing solutions across a range of residential and investment properties. With a strong understanding of the Canadian real estate and mortgage landscape, the company has built its reputation on providing flexible financing solutions, responsive service, and a relationship-driven approach to lending. The organization is positioned to move quickly on opportunities that may require a more creative or sophisticated approach than conventional financial institutions can offer. This is an opportunity to join a professional, entrepreneurial environment where business development is closely connected to mortgage expertise, underwriting knowledge, relationship management, and the ability to understand and structure real estate financing opportunities. We are seeking an experienced Business Development Manager with a minimum of 10 years of relevant experience within the mortgage lending and financial services industry. The ideal candidate will have a strong background working with A-lenders, B-lenders, private lending, mortgage underwriting, credit analysis, mortgage brokerage, customer service, relationship management, or closely related areas of real estate finance. This is a highly relationship-driven, revenue-generating position that requires someone who understands the mortgage industry, knows how to evaluate and navigate financing opportunities, and can cultivate and expand long-term relationships with mortgage brokers and industry partners. While business development experience is valuable, the ideal candidate does not necessarily need to come from a traditional business development or cold-sales background. Strong candidates may also come from underwriting, mortgage operations, credit, or customer service and relationship-focused positions, provided they have a strong understanding of mortgage financing and the ability to build credibility and generate business through relationships. A significant portion of the role will involve developing and maintaining relationships with mortgage brokers and ensuring the company remains top-of-mind when brokers encounter financing opportunities that require alternative, private, or more creative solutions. The focus is not on high-volume cold outreach, as the company is already established and well known within its market. Instead, success in this role will come from building trust, staying connected with broker partners, understanding their business, identifying opportunities, and becoming the person they think of when they have a case or mortgage that needs to get done. The successful candidate must be highly comfortable discussing credit, understanding underwriting principles, analyzing borrower and property profiles, understanding risk, and working through complex financing scenarios. At the same time, this individual must be highly polished, personable, professional, persuasive, and capable of building trust and credibility quickly with sophisticated mortgage brokers and industry professionals. The role is ideally suited to someone who understands how mortgage brokers operate and who can develop strong, long-term relationships that translate into recurring business. You will be expected to maintain regular contact with existing broker partners, stay top-of-mind within the broker community, understand upcoming transactions and financing needs, and help convert qualified opportunities into completed mortgage transactions. The successful candidate must be based within approximately 40 minutes of the company's office and be comfortable working on-site approximately 1.5 days per week. This is a relationship-focused role that requires a meaningful presence in the office while also allowing flexibility for external meetings, business development activities, and relationship-building throughout the market. Key Responsibilities Business Development & Revenue Generation Develop and execute a proactive business development and relationship strategy focused on generating new mortgage and real estate financing opportunities. Build, maintain, and strengthen relationships with mortgage brokers and referral sources to ensure the organization remains top-of-mind when financing opportunities arise. Develop a strong pipeline of qualified business opportunities through existing broker relationships, networking, referrals, industry events, relationship development, and targeted business development activities. Identify high-value opportunities and convert broker relationships into active, recurring business. Maintain consistent communication with broker partners to understand their business, upcoming transactions, and evolving financing needs. Develop a balanced approach to relationship development and account growth, ensuring existing broker relationships are continually nurtured and expanded. Consistently expand the organization's network of mortgage brokers and strategic referral partners through credibility, industry knowledge, and relationship-building. Monitor market activity and identify emerging opportunities within the alternative and private mortgage lending space. Mortgage Broker Relationship Management Establish yourself as a trusted, knowledgeable, and highly credible resource for mortgage brokers seeking alternative financing solutions. Develop deep, long-term relationships with brokers and become their first call when they encounter complex, non-traditional, or difficult-to-place financing scenarios. Regularly communicate with existing broker partners to understand their pipeline, upcoming transactions, and evolving financing needs. Stay top-of-mind with mortgage brokers and ensure they understand the organization's financing capabilities, lending parameters, and ability to execute on opportunities. Present lending solutions clearly and effectively, explaining the benefits, structure, and suitability of available financing options. Respond quickly and professionally to broker inquiries and opportunities. Maintain consistent follow-up throughout the financing process to ensure a high-quality broker and client experience. Identify opportunities to increase business from existing relationships while continuing to build new sources of revenue. Credit Analysis & Deal Assessment Review and analyze borrower financial information, credit profiles, income documentation, property information, and other relevant lending criteria. Demonstrate a strong understanding of mortgage underwriting and credit analysis principles, with the ability to assess the overall risk and viability of potential transactions. Evaluate complex borrower situations and identify potential risks, strengths, and opportunities within a deal. Understand the relationship between borrower credit, property value, loan structure, and overall transaction risk. Apply sound judgment when evaluating transactions and understanding whether an opportunity aligns with the organization's lending parameters. Work effectively with underwriting, credit, operations, and internal lending teams to assess and structure financing opportunities. Communicate credit and underwriting-related considerations clearly and confidently to mortgage brokers and other external partners. Help brokers understand what information and documentation may be required to move a transaction forward efficiently. Use strong underwriting and credit knowledge to identify viable financing opportunities and help move qualified mortgage cases toward completion. Presentations & Market Development Conduct professional presentations to mortgage brokers, brokerages, industry groups, and other audiences. Be comfortable presenting the organization's lending capabilities and financing solutions to both small groups and large audiences. Represent the organization at industry events, networking opportunities, broker meetings, and other business development functions. Develop and deliver compelling presentations that clearly communicate the organization's value proposition and differentiate its financing solutions from competitors. Build awareness and credibility within the mortgage broker community and broader real estate financing market. Internal Collaboration Collaborate closely with underwriting, credit, operations, and management teams to move qualified opportunities through the financing process. Provide clear and accurate information on prospective transactions and broker relationships. Ensure business development activities align with internal credit policies, lending guidelines, and risk parameters. Maintain accurate records of broker relationships, opportunities, pipeline development, and relationship activity. Share market feedback and insights with leadership to help identify opportunities for new products, services, or business development strategies. Qualifications & Experience Minimum 10 years of professional experience in relevant mortgage lending, financial services, real estate finance, underwriting, credit, mortgage brokerage, customer service, relationship management, or closely related activities. Strong experience within one or more of the following environments: A-bank / prime mortgage lending B-bank / alternative lending Private mortgage lending Mortgage underwriting Credit analysis Mortgage brokerage Mortgage operations Mortgage customer service or relationship management Real estate financing Related financial services or lending environments Experience developing and maintaining relationships with mortgage brokers is highly preferred. Strong understanding of the mortgage lending process and Canadian real estate financing landscape. Excellent understanding of mortgage underwriting and credit analysis, with the ability to confidently assess complex borrower and transaction profiles. Proven ability to develop and maintain long-term professional relationships and generate business through relationship management. Experience in business development, account management, mortgage underwriting, credit, customer service, or another relationship-driven function within the mortgage or financial services industry. Must have a strong understanding of how mortgage brokers operate and how financing opportunities move from initial inquiry through to mortgage completion. Must be highly comfortable discussing and presenting financing solutions to mortgage brokers. 100% fluent in French is required, along with strong English communication skills. Demonstrated ability to deliver professional presentations to large audiences and industry groups. University degree is preferred. Excellent verbal and written communication skills. Highly polished, professional, personable, confident, and relationship-oriented. Strong interpersonal skills with the ability to establish credibility and trust quickly with mortgage brokers and sophisticated industry professionals. Comfortable working independently in a target-driven, entrepreneurial environment. Strong business judgment, commercial awareness, and problem-solving abilities. Must be comfortable working approximately 1.5 days per week on-site at the company's office. Candidates must live within approximately 40 minutes of the office to accommodate the required on-site schedule and external business development activities. Ideal Candidate Profile The ideal candidate is an experienced mortgage and lending professional who combines deep industry knowledge with strong relationship-building ability and a genuine understanding of underwriting and credit. You understand how mortgage brokers think, know how to evaluate credit and lending opportunities, and can speak confidently about complex financing scenarios. You do not necessarily need to be a traditional business development professional or a high-volume cold caller. You may come from a background in mortgage underwriting, credit, mortgage operations, customer service, or relationship management, provided you have the industry knowledge, communication skills, and relationship-building ability to generate business and develop strong broker partnerships. You understand that the key to success in this role is not simply making cold calls. The company is established and already known within the market. Your job is to build strong relationships, stay top-of-mind with mortgage brokers, understand their business, and become the person they turn to when they have a difficult or complex mortgage case that needs a financing solution. You are someone who understands underwriting and credit well enough to have intelligent, credible conversations with experienced mortgage brokers. You can look at a challenging scenario, understand the underlying risks and opportunities, ask the right questions, explain what may or may not work, and help guide the opportunity toward a viable financing solution. You are highly polished and professional, with the confidence and presence to represent the organization in front of mortgage brokers, brokerages, industry groups, and other sophisticated financial professionals. You are equally comfortable having a one-on-one conversation with a broker as you are standing in front of a large audience delivering a professional presentation. Most importantly, you are relationship-driven and commercially minded. You know how to build trust, remain connected with your network, stay top-of-mind, identify opportunities, and turn strong broker relationships into meaningful, recurring mortgage business. Compensation & Benefits Base salary of $80,000–$90,000, commensurate with experience and industry background. First-year On-Target Earnings (OTE) expected to be approximately $120,000–$150,000 based on performance and business development results. Competitive performance-based compensation and incentive structure tied to new business generation, mortgage originations, and relationship development. Significant earning potential for a high-performing Business Development Manager who successfully builds and expands a strong mortgage broker network. Professional and collaborative work environment. Hybrid schedule with approximately 1.5 days per week on-site. Opportunity to play a key role in strengthening the organization's mortgage broker relationships and growing its lending business. Direct impact on business growth, revenue generation, and market expansion. Opportunity to work alongside experienced professionals in alternative mortgage lending, underwriting, and credit. This is an excellent opportunity for an accomplished mortgage lending, underwriting, credit, customer service, or financial services professional who wants to leverage their industry knowledge and relationships, become a trusted resource to mortgage brokers, and play a meaningful role in growing the organization's mortgage lending business through strong relationships, underwriting expertise, and the ability to identify and move qualified financing opportunities forward.