Sales Associate

Specialty Leasing Associate

Heritage Real Estate Company is seeking a dynamic and entrepreneurial Specialty Leasing Associate to lead short-term leasing and engagement efforts across a growing portfolio of mixed-use properties, retail centers, historic spaces, and hospitality-driven environments.

This is a relationship-driven, field-oriented position focused on generating new income and vibrancy through the strategic placement of retail, dining, entertainment, and shared workspace concepts. The ideal candidate thrives on in-person networking, creative deal-making, and community engagement, and is energized by building a program from the ground up.

If you're organized, resourceful, and excited to connect with local entrepreneurs, emerging brands, and creative partners, this is a rare opportunity to help shape the future of some of Albuquerque's most distinctive properties.

Purpose: The Specialty Leasing Associate is responsible for driving short-term leasing and engagement efforts across the Heritage portfolio. This includes sourcing and securing local and regional operators, negotiating short-term lease/license agreements, managing the deal pipeline, and supporting property events and creative initiatives. This role will take ownership of the specialty leasing program, cultivating strong relationships, strengthening existing systems, and curating dynamic tenant mixes that reflect the unique character of each property.

Success in this role is measured by new license agreements, consistent pipeline growth, and value created through strategic leasing and programming.

Essential Duties & Responsibilities

• Aggressively generate new leasing opportunities through cold calling, door-to-door canvassing, in-person outreach, street-level prospecting, networking, referrals, and community engagement.
• Build and maintain a self-sourced sales pipeline for retail, food, coworking, and office space leasing.
• Identify, qualify, and pursue local, regional, and national tenants aligned with each property's positioning and financial goals.
• Leverage digital platforms, social media, and online lead sources to supplement outbound sales efforts.
• Actively work to reduce vacancy and downtime through consistent deal flow and follow-up.

Pitching, Negotiation & Lease Execution

• Create, customize, and deliver strategic in-person and virtual tours and sales presentations to identify prospect needs, overcome objections, and drive lease commitments.
• Prepare, negotiate, and close lease and license agreements in coordination with internal teams.
• Clearly communicate pricing, terms, timelines, and expectations throughout the sales process.
• Identify and capitalize on opportunities to convert short-term users or coworking clients into longer-term office or retail leases when appropriate.

Agreements, Accounting & Revenue Follow-Through

• Prepare and manage specialty leasing agreements, ensuring accuracy, approvals, and compliance.
• Coordinate lease setup with Accounting and Property Management, including rent schedules, deposits, and billing terms.
• Ensure timely invoicing and rent collection; follow up on outstanding balances as needed.
• Maintain organized, auditable records of agreements, amendments, renewals, and expirations

Revenue Management & Reporting

• Own leasing activity targets and contribute directly to occupancy and revenue goals.
• Track prospects, executed deals, expirations, renewals, and downtime.
• Maintain a current and accurate sales pipeline, including projected revenue and anticipated close timelines.
• Provide regular pipeline updates, deal status reporting, and revenue forecasts to leadership.
• Collaborate with Leasing and Leadership on pricing strategy, deal structures, and tenant mix recommendations.

Meetings, Communication & Internal Alignment

• Participate in weekly leasing and sales meetings, providing updates on pipeline activity, active negotiations, and forecasted revenue.
• Attend property-level meetings, strategy sessions, and leadership meetings as requested to align specialty leasing efforts with asset and company goals.
• Prepare and present pipeline summaries, deal recaps, and market insights to internal stakeholders.
• Maintain consistent communication with Leasing, Marketing, Property Management, Accounting, and Leadership to ensure coordinated execution and accountability.

Special Projects & Activations (As Needed)

• Support short-term activations, pop-ups, or special leasing initiatives when aligned with asset strategy.
• Coordinate onboarding and execution for special projects in partnership with internal teams.

Cross-Functional Collaboration

• Work closely with Marketing to develop sales materials and outreach tools.
• Partner with Property Management and Operations to ensure smooth tenant onboarding and ongoing success.
• Maintain open communication with internal stakeholders to support overall asset performance.

Additional Expectations

• Operate with a full-cycle sales ownership mindsetfrom initial outreach and qualification through executed agreement, rent collection, and onboarding.
• Thrive in a fast-paced, performance-driven, quota-oriented environment with clear accountability for activity, conversion, and revenue results.
• Maintain urgency and responsiveness, adapting quickly to shifting priorities, prospect needs, and deal timelines.
• Willing and available to work evenings and weekends as needed to support prospecting, tours, meetings, and deal execution.
• Represent the Heritage brand with professionalism, confidence, and credibility in all prospect, tenant, and partner interactions.
• Actively seek and apply feedback and coaching, taking strategic direction from leadership to continuously improve sales effectiveness and results.
• Take on additional responsibilities and special initiatives as needed to support portfolio performance and business objectives.

Compensation Structure

• This position offers a base salary of $55,000, plus performance-based incentive compensation tied directly to new leasing revenue generated by the Specialty Leasing Associate.
• Incentive compensation is earned through self-sourced and closed deals and is designed to scale with production. The more revenue generated, the greater the earning potential.
• High performers effectively control their total compensation through deal volume, deal size, and consistent execution, with no cap on upside.
• This role is ideal for a motivated sales professional seeking a merit-based compensation model where results directly drive earnings.

Requirements

Education & Experience

• 23+ years of sales, leasing, or business development experience in a target-driven environment, with a strong emphasis on outbound prospecting and deal closure.
• Prior experience in retail leasing, office leasing, coworking, commercial real estate, or B2B sales strongly preferred.
• Demonstrated success in cold calling, in-person sales, negotiating, and closing transactions.
• Experience managing agreements, coordinating billing, and following deals through to revenue collection preferred.

Core Competencies

• Highly motivated, goal-oriented, and driven by measurable results.
• Strong "hunter" mentality with confidence in cold outreach and face-to-face sales.
• Financially savvy with the ability to evaluate concepts through a revenue and ROI lens.
• Polished communicator with strong presentation, persuasion, and negotiation skills.
• Entrepreneurial, proactive, and comfortable owning outcomes from start to finish.
• Strong organizational skills with the ability to manage multiple deals simultaneously.

Technical Skills

• Proficient in Microsoft Office Suite (Excel proficiency required).
• Comfortable using CRM systems, spreadsheets, and sales tracking tools.
• Skilled in leveraging social media and digital platforms for lead generation.
• Ability to walk properties and inspect spaces; occasional lifting up to 40 lbs.
• Willingness to work occasional evenings, weekends, or holidays for events.
• Valid driver's license required; local travel expected.

Additional Requirements

• Ability to inspect spaces and walk properties regularly; role may involve standing, walking, and lifting up to 40 lbs.
• Ability to work occasional nights, weekends, or holidays as needed for events or deadlines.
• Valid driver's license required; some local travel may be necessary.
• Must present a courteous, professional demeanor at all times.
• English fluency required; multilingual abilities are a plus.

Heritage Real Estate Company