Director of Leasing & Revenue
Overview
Gilbane Development Company is seeking a Director of Leasing & Revenue to lead leasing strategy, revenue performance, and market positioning across our national residential platform, with a particular focus on new development lease-ups and Year 1 performance objectives. Reporting to the Head of Asset Management, this role will set clear leasing and revenue strategies, provide direction to third-party operators, and partner with asset management, development, marketing, and investment teams to drive stronger portfolio outcomes.
Responsibilities
Lease-Up Strategy & Execution
- Set leasing strategy for new development deliveries, including velocity, occupancy, rent, concessions, and revenue targets.
- Partner with asset managers and third-party operators to establish pricing recommendations, concession parameters, sales goals, and execution plans.
- Monitor preleasing performance, traffic, lead conversion, tour activity, applications, signed leases, achieved rents, and projected occupancy to identify risks and opportunities early.
- Direct operator adjustments to leasing execution, follow-up strategy, pricing, concessions, and sales tactics in alignment with asset management strategy.
Revenue Strategy & Rent Performance
- Lead analysis of achieved and projected rent performance against budgets, underwriting assumptions, and business plan objectives.
- Evaluate revenue management outputs, rent roll trends, renewal performance, concessions, exposure, competitive pricing, and market conditions to inform recommendations.
- Partner with asset managers to develop annual rental income budgets, update revenue assumptions, and revise business plans based on current performance and market intelligence.
- Identify portfolio-wide opportunities to improve revenue performance through pricing strategy, concession management, renewal strategy, marketing effectiveness, and operator accountability.
Leasing Analysis & Marketing Effectiveness
- Evaluate leasing funnel performance, including lead generation, lead-to-tour conversion, tour-to-application conversion, application-to-lease conversion, and sales effectiveness.
- Analyze marketing performance to determine which campaigns, channels, messages, and tactics are driving qualified traffic and supporting leasing goals.
- Partner with internal and external marketing teams to align campaigns, advertising strategy, and spend priorities with revenue objectives and leasing needs.
- Recommend marketing and leasing adjustments based on traffic quality, conversion data, competitive conditions, performance trends, and market feedback.
Market Intelligence & Development Support
- Serve as a senior internal market expert for assigned MSAs and portfolio assets, tracking supply, absorption, concessions, rent growth, competitive positioning, employment trends, enrollment trends, and broader economic drivers.
- Translate market research into actionable recommendations for asset management, development, and investment teams.
- Participate in development Red Team Reviews, providing perspective on market positioning, competitive set, unit mix, floor plan strategy, amenity offerings, starting rents, concessions, lease-up timing, and go-to-market strategy.
- Influence underwriting, acquisitions, development decisions, and long-term portfolio strategy through clear market and leasing insights.
Portfolio Oversight, Reporting & Presentations
- Support portfolio-level reporting and presentations for senior leadership and investors, highlighting leasing performance, rental income trends, risks, opportunities, and recommended actions.
- Track performance against budgets, underwriting assumptions, business plans, and lease-up goals, providing visibility into current results and projected outcomes.
- Create concise, data-driven reporting that helps stakeholders understand what is happening, why it is happening, and what actions should be taken.
- Conduct site visits and market tours to evaluate leasing execution, competitive positioning, property presentation, sales performance, and improvement opportunities.
Team Leadership & Collaboration
- Manage, coach, and develop the Assistant Director of Leasing & Revenue while helping scale the leasing and revenue function over time.
- Establish clear KPIs, expectations, workflows, and accountability measures for leasing and revenue team members.
- Influence asset managers, operators, marketing partners, development teams, and senior leadership through strong communication, sound judgment, and data-driven decision-making.
- Create a culture of ownership, urgency, collaboration, and continuous improvement across the leasing and revenue function.
Qualifications
Required Qualifications
- 10+ years of experience in leasing, revenue management, asset management, property operations, or related real estate functions.
- Proven ability to guide leasing and revenue performance across multiple assets, including new development lease-ups.
- Deep understanding of leasing strategy, pricing, concessions, preleasing, marketing effectiveness, revenue management, and property-level execution.
- Experience working with third-party property management companies and directing operator performance in alignment with ownership and asset management strategy.
- Strong analytical and market research skills, with the ability to evaluate supply, demand, absorption, concessions, rent trends, competitive positioning, and broader market drivers.
- Experience supporting rental income budgets, business plan updates, underwriting assumptions, and leadership or investor reporting.
- Advanced proficiency in Excel, PowerPoint, and presentation development.
- Strong written and verbal communication skills, with the ability to translate complex data into clear insights and actionable recommendations.
- Demonstrated ability to influence cross-functional stakeholders, manage competing priorities, and drive action in a fast-paced environment.
- Willingness to travel up to 30%.
Preferred Qualifications
- Student housing and market rate multifamily experience.
- Familiarity with property management, CRM, marketing, and revenue management platforms such as Entrata, Yardi, RealPage, YieldStar, LRO, or similar systems.
- Experience supporting development underwriting, market studies, lease-up planning, or Red Team-style development reviews.
Who You Are
A strategic leasing and revenue leader who connects market dynamics, pricing strategy, marketing effectiveness, and property-level execution to financial performance.
A data-driven decision maker who can identify trends, diagnose performance issues, and translate insights into action.
A confident partner to third-party operators who can provide clear direction while maintaining alignment with asset management strategy.
A market expert who stays ahead of shifts in supply, demand, pricing, concessions, and renter behavior.
A collaborative leader who builds trust across asset management, development, marketing, operations, senior leadership, and investors.
A coach and team builder who can develop talent, establish accountability, and help scale a growing leasing and revenue function.
A clear communicator who can present performance, risks, opportunities, and recommendations in a concise and compelling way.
A hands-on leader who is willing to dig into the details, visit properties, walk competitive sets, evaluate leasing execution, and help teams solve problems.
Why Join Us
Impact: Lead leasing and revenue strategy for a growing national residential platform, with direct influence on rental income performance, lease-up outcomes, and investment results.
Leadership: Help build and shape a leasing and revenue function that supports new developments, operating assets, and long-term portfolio growth.
Exposure: Work closely with senior leadership, investors, asset management, development, marketing, and third-party operators on high-priority portfolio initiatives.
Growth: Join a collaborative, entrepreneurial platform where data, market expertise, and operational excellence are central to how we create value.