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Responsibilities
Account-Based Prospecting & Multi-Threaded Outreach:
- Owns a named territory of 150–250 middle-market property management companies, conducting account mapping to prioritize quarterly targets.
- Executes 50–60 tailored outbound touches daily across calls, emails, and LinkedIn, sequencing outreach across at least 3 distinct stakeholders per account.
- Leverages referenceable client success stories, industry conference networking, and portfolio-level ROI messaging to secure high-level discovery calls.
Consultative Discovery, Demos & Business Case Development:
- Conducts 10–12 discovery calls and product demonstrations per month with multi-property decision-makers, diagnosing core business challenges.
- Quantifies business impact, building customized financial proposals that tie platform adoption directly to renewal lift and cost savings per community.
- Manages multi-stakeholder buying groups through 45–90 day sales cycles, navigating procurement, legal review, and contract negotiations for multi-property deals.
Pilot-to-Portfolio Expansion & Pipeline Hygiene:
- Structures trial pilots with defined success metrics and clear expansion triggers to systematically convert initial community wins into full portfolio rollouts.
- Collaborates with Customer Success during pilot check-ins to monitor adoption signals and drive community expansion targets.
- Maintains strict CRM hygiene in HubSpot by logging detailed org maps, community counts, meeting notes, and maintaining accurate weekly pipeline forecasts.
Required Qualifications:
- 2–5 years of full-cycle B2B SaaS sales experience, including at least 1 year selling into mid-market, regional, or multi-location accounts.
- Proven track record of self-sourcing pipeline through disciplined, account-based outbound activity.
- Experience managing complex, multi-threaded buying groups and navigating 45–90 day sales cycles without relying on price discounting.
- Advanced discovery skills able to uncover root operational problems, quantify ROI, and build compelling business cases.
- Elite written and verbal English skills, capable of communicating professionally with C-suite and executive-level property directors.
- Metrics-first mindset, strong forecasting accuracy, coachable attitude, and high resilience.
Preferred Qualifications:
- Prior experience in PropTech, multifamily housing, real estate services, or property management operations.
- Familiarity with structured sales methodologies.
- Experience utilizing HubSpot CRM, LinkedIn Sales Navigator, Apollo, or ZoomInfo.
- Track record of executing land-and-expand strategies or selling into NMHC Top 50 operators and regional multi-family portfolios.
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