Senior Sales Director, Mid-Market - Apartments.com - Richmond, VA

CoStar Group is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces. Included in the S&P 500 Index, CoStar Group is on a mission to digitize the world’s real estate, empowering all people to discover properties, insights, and connections that improve their businesses and lives. With over 35 years of experience in real estate information and online marketplaces, we’ve refined and transformed our approach to create industry-standard offerings for our customers.

Apartments.com is the nation’s #1 rental marketplace for owners, property managers, and consumers. Millions of renters rely on Apartments.com to find their new home. We provide property managers and owners with a platform to market listings and attract high-quality renters through digital advertising, social and reputation management, and market analytics.

About the role

As a Senior Director, Mid-Market Sales for Apartments.com, you will lead a team of Sales Managers to achieve revenue growth, maintain renewal goals, and expand revenue opportunities. You will build and develop a high-performing sales organization, inspire excitement within the customer base and sales teams, and drive innovation. This role requires a high-energy professional with entrepreneurial flair, strong interpersonal skills, and the ability to empower and delegate to your team.

Responsibilities

• Attract, develop, and retain a strong team of Sales Managers and Sales Associates who perform at or above Apartments.com’s stated goals, aggressively growing active users and achieving net new revenue targets.
• Work directly with Sales Managers to develop them into high-performing leaders, providing guidance to increase market penetration in major regions.
• Establish individual and team performance targets aligned with business goals, monitoring performance and resolving issues to ensure targets are met.
• Ensure Sales Managers hire top-tier candidates, train and develop their teams, and remove underperformers as necessary.
• Identify and address training needs for the sales force, closing skill gaps and improving performance.
• Develop and implement sales plans to achieve corporate goals and enforce performance metrics.
• Mentor all team members and serve as an integral member of the senior sales leadership team.
• Promote and uphold CoStar Group’s culture and values within your team.

Requirements

• Seven or more years of experience in a sales leadership role in multifamily or commercial real estate, managing a team of 5+ employees.
• Experience managing a book of business exceeding $1 million in annual revenue.
• Five or more years of experience in a highly transactional, fast-paced sales environment with a short cycle-time model.
• A track record of commitment to prior employers.
• Bachelor’s degree from an accredited, not-for-profit, in-person college or university.

Skills

• Proven track record of mentoring and coaching sales teams to achieve their potential.
• Experience leading a sales team with a strong focus on customer service.
• Demonstrated ability to rapidly grow a sales territory through organic growth, new client acquisition, and existing account expansion.
• Ability to build long-term, sustainable relationships and partnerships with clients at all levels.
• Strong internal relationship-building skills (peers, teams, C-Suite) and external relationships (sales channels, customers).
• Proven ability to retain top sales producers and remove non-producers.
• Flexibility and adaptability in a high-growth company environment.

Benefits

• Comprehensive healthcare coverage: Medical, Vision, Dental, and Prescription Drug.
• Life, legal, and supplementary insurance.
• Virtual and in-person mental health counseling services for individuals and families.
• Commuter and parking benefits.
• 401(K) retirement plan with matching contributions.
• Employee stock purchase plan.
• Paid time off.
• Tuition reimbursement.
• On-site fitness center or reimbursed fitness membership (location-dependent), including yoga, Pelotons, personal training, and group classes.
• Access to CoStar Group’s Employee Resource Groups.
• Complimentary gourmet coffee, tea, hot chocolate, fresh fruit, and healthy snacks.

Pay

Base compensation: $95,000–$125,000 annually, depending on geographic location, skills, and competencies.