Sales Team Manager

Full-time, exempt position in San Diego, CA, reporting to the Director of Operations. Total compensation up to $150,000/yr ($80K-$100K base DOQ + bonus opportunity up to 50% of base).

About the Role

Own the funnel. Lead the pack. Fill the units. We're looking for a proven sales leader who knows how to motivate a team, own a revenue target, and deliver results across a portfolio. Real estate experience isn't required—sales leadership is. You'll lead a high-impact team of fewer than 10, running the full sales engine behind a 40+ property portfolio across San Diego County. Your north star: crushing average days vacant. Your playground: every stage of the funnel, from first lead score to signed lease to the resident's long-term value.

This role is designed for transferable talent. We're especially interested in accomplished sales leaders from outside property management who bring fresh thinking, strong sales discipline, and a history of hitting ambitious targets. Strong backgrounds from hospitality, automotive, mortgage, insurance, luxury retail, home services, and other high-touch sales environments often transition well.

Responsibilities

• Team Scheduling & Operations
  • Own the daily tour schedule—batch routes geographically, kill drive-time waste, maximize quality tours per agent.
  • Spot schedule gaps, no-show patterns, and inefficiencies before they become a problem.
  • Jump into tours yourself when coverage is tight.
  • Sync with property managers & maintenance on unit readiness and show-ability.
• Recruiting, Onboarding & Training
  • Recruit leasing agent talent and weigh in on hiring calls.
  • Own onboarding—property knowledge, CRM, tour protocol, company standards.
  • Build and maintain scripts, objection-handling guides, and training materials.
  • Run ongoing training based on real performance data and call reviews.
• Coaching & Quality Control
  • Shadow agents on tours; give real-time, real-talk feedback.
  • Review calls for lead handling, follow-up quality, and script adherence.
  • Run weekly team meetings + 1:1s that move the needle on KPIs.
  • Audit CRM notes and hold the team accountable to documentation standards.
  • Flag performance issues fast and escalate when necessary.
• Lead Management & Pipeline Accountability
  • Score leads daily and drive urgency on the hottest prospects.
  • Track follow-up cadence and step in the moment it slips.
  • Chase stalled tours, unfinished applications, and gone-cold prospects.
  • Cross-promote leads across F&F's portfolio—nobody goes cold on your watch.
  • Hunt down late paperwork and deposits until the lease is signed.
• Performance Management & Reporting
  • Set and manage team quotas that ladder up to broader business objectives.
  • Track KPIs daily: tours, conversion rates at every funnel stage, days vacant.
  • Build intervention plans for agents/properties off target.
  • Deliver weekly field intel to Asset Management: objections, pricing, competitive landscape.
• Cross-Functional Partnership
  • Partner with Marketing on lead flow, campaign feedback, and market positioning.
  • Partner with Property Management on unit readiness, resident experience, and turn timing.
  • Partner with Asset Management on absorption targets, pricing strategy, and portfolio performance.
• Lease-Up Coordination
  • Be the go-to contact for lease-up properties—partner with Asset Management on absorption targets.
  • Build property-specific leasing strategies for lease-ups.
  • Keep agents sharp on lease-up units, amenities, pricing, and concessions.

Requirements

• 3+ years of direct people-management experience in a hands-on, quota-driven sales environment (e.g., automotive, retail, hospitality, insurance, financial services, home services).
• Real full-cycle lead management experience—first contact through close—and the instinct to keep pushing until every lead is either won or truly dead.
• Experience setting and managing team quotas that ladder up to broader business objectives.
• Experience managing a full sales operation—outside sales, inside sales, and support staff.
• Comfortable working cross-functionally with Marketing, Property Management, and Asset Management.
• Real understanding of the full sales funnel and customer lifetime value.
• Fluency with a CRM or sales-tracking platform; ability to train others and enforce standards.
• Strong communicator and problem-solver; experience de-escalating upset customers and pivoting fast.
• Exceptional communication skills; ability to deliver candid feedback and navigate difficult conversations.
• Sharp eye for the numbers—ability to spot issues, diagnose root causes, and turn performance around fast.
• Valid CA driver's license + reliable vehicle.

Real estate or leasing experience is not required. We welcome candidates from outside the industry who bring strong sales leadership and a fresh perspective. We will fully train the right person on property operations, leasing processes, and our CRM systems.

Benefits

• $80K-$100K base salary DOQ + bonus opportunity up to 50% of base (total compensation up to $150,000/yr).
• 401(k) with a 50% company match up to 6%, after 1,000 hours.
• Medical, dental, and vision coverage after 30 days.
• $500/month off rent at an eligible F&F property after 60 days.
• 80 hours of vacation pay per year, accrued each pay period.
• 40 hours of sick pay per year.
• 8 paid holidays.
• $50/month phone reimbursement.
• Mileage reimbursement at the current IRS rate.

About F&F Properties

F&F Properties is a San Diego-based, fully integrated real estate investment company with a portfolio valued at over half a billion dollars. One of the top 25 apartment operators in San Diego County, we own and manage a 40+ property portfolio on track to surpass 1,300 units. We acquire, develop, renovate, and professionally manage boutique apartment communities throughout San Diego County.

Founded in 2011 by entrepreneur Dan Feder, F&F was built to address San Diego's housing gap. Dan previously grew a startup to 250+ employees, earning three INC 500 rankings and the USC Greif Center's Entrepreneur of the Year award. That same entrepreneurial drive shapes F&F today—a smart-growth company with a steady upward trajectory over 15 years.

We compete to win, and we win a lot. Our work goes beyond providing housing. We're committed to delivering an exceptional resident experience while thoughtfully investing in our properties and strengthening the communities we serve. Giving back is core to who we are, with team support for organizations like Rady Children's Hospital, the San Diego Humane Society, and Just in Time for Foster Youth.

F&F is a recognized voice in the San Diego business and real estate community. Our leadership is active in the Chamber of Commerce and Lincoln Club, and we're regularly invited to speak at industry events. Our projects have earned awards such as BIA Infill Project of the Year and recognition from local leaders.

Core Values

• 3D Customer Focus: Investors, Residents, Fellow Employees. Do the right thing, plus 1.
• Fueled by Results: Be in it to win it. Own it. Best in class.
• Urgent Attention to Consistency & Detail: Get it right, every time.
• Do the Necessary When Necessary: Work hard when it counts, recharge when it doesn't.
• Communicate with Purpose: Honest, forthright, to the point.