Director, Sales

Senior Sales Manager This role leads Pacaso's Regional Managers — the team responsible for qualifying national inbound buyers and converting them into sales-ready opportunities for the Regional Directors (our closers). Reporting to the Director of Sales, the leader owns the daily performance of the qualification team: hitting lead response SLAs, driving opportunity-creation targets, ensuring the quality of what gets handed off to closers, and maintaining the feedback loop back to Marketing and Acquisitions. Job Responsibilities Directly manage, coach, and develop a team of Regional Managers, driving consistent achievement of individual and team qualification and opportunity-creation targets Listen to live calls and ride along on discovery conversations—diagnose technique and coach on qualification frameworks, objection handling, and consultative selling Lead onboarding for new Regional Managers, including ramp plans, buyer profile training, and inventory deep-dives Partner with the Director of Sales and People team on hiring, performance management, and career pathing; identify high performers ready to progress toward Regional Director roles Manage the team's weekend rotation to ensure buyers are responded to within SLA without burning out the team Foster an inclusive, high-performance culture where Regional Managers feel valued, challenged, and proud to represent the Pacaso brand to every buyer they touch Drive integration of AI into the qualification team's daily workflow—lead research, pre-call briefings, call summarization, follow-up drafting, and automated CRM updates—so Regional Managers spend more time in live buyer conversations and less time on prep and admin Partner with Sales Ops and Enablement to operationalize AI within Salesforce—lead scoring, next-best-action prompts, automated activity capture, pipeline hygiene nudges, and AI-generated opportunity summaries for the RD handoff—and hold the team accountable to using these tools to lift conversion and handoff quality Own the daily and weekly cadence of the team— inbound lead response SLAs, pipeline reviews, opportunity inspection, and one-on-ones Deliver accurate weekly forecasts on opportunity creation, conversion rates, and expected handoffs to the RD team; flag risks and upside early Translate sales leadership's strategy into clear team-level metrics, quotas, and daily priorities Monitor KPIs (lead response time, contact rate, qualification rate, opportunity-creation rate, conversion to RD pipeline) and run targeted interventions—training, process changes, territory adjustments—when metrics slip Maintain a deep working knowledge of current market inventory and the national buyer profile so you can coach credibly and step into conversations when needed Cross-Functional Partnership Partner closely with the Director of Sales and Regional Director leadership to ensure a seamless handoff from qualification to closing—align on qualification criteria, handoff SLAs, context completeness, and shared conversion metrics; run joint pipeline reviews to surface friction and improve close rates Partner with Marketing on inbound lead volume and quality—share structured field feedback on which channels, messages, and audiences are producing sales-ready opportunities, and which aren't Build a tight feedback loop with the Acquisitions team so the homes we source reflect real national buyer demand—systematize how Regional Managers capture prospect preferences (markets, neighborhoods, home style, size, price point, amenities) and surface specific properties or listings buyers are asking about Serve as the qualification team's primary customer for Sales Enablement—co-create qualification playbooks, call scripts, buyer personas, and objection libraries; champion adoption and measure impact on ramp time and conversion Represent the qualification team's voice in cross-functional forums—bringing buyer feedback, lead-quality signals, and operational friction to sales leadership, Marketing, and Product partners Travel & Schedule Quarterly travel for team collaboration, market support, and Pacaso events; monthly attendance at one local or feeder market event (if based in a Pacaso market) to support regional sales efforts; flexibility to work weekends on rotation to connect with buyers within SLA expectations. Qualifications 7+ years of quota-carrying sales experience and 4+ years of people management, including experience managing a qualification, SDR, or inside sales team through a period of growth Track record of redesigning process, scaling headcount, or leading tooling rollouts that measurably lifted team performance Demonstrated ability to operate as a strategic partner to sales leadership—not just execute a playbook, but shape one Strong coaching instincts; comfortable listening to live calls, giving real-time feedback, and running deal and call debriefs Background in real estate, luxury, prop-tech, or another high-ticket consumer sale strongly preferred Data-fluent—comfortable pulling insights from Salesforce (or equivalent) and using metrics to drive decisions, not just report them Hands‑on experience deploying AI tools within a sales organization—call intelligence platforms, AI writing assistants, and AI-enhanced Salesforce workflows—with a point of view on where AI creates leverage and where it doesn't Excellent cross‑functional communicator who can partner with Marketing, Acquisitions, Enablement, Ops, and Finance without friction Mission-driven, culture-carrier, and comfortable in a fast‑moving startup environment where playbooks evolve quickly Flexibility to work weekends on rotation and travel quarterly Benefits Competitive salary and stock options Excellent medical, dental and vision insurance Sponsored memberships to One Medical, Ginger and Carrot 401(k) to help you save for the future Paid maternity and paternity leave Generous home office stipend and monthly cell phone reimbursement Quarterly remote team building events and L&D opportunities Pacaso encourages applications from people of all races, religions, national origins, genders, sexual orientations, gender identities, gender expressions and ages, as well as veterans and individuals with disabilities. #J-18808-Ljbffr Pacaso