Job Title Director of Sales – Real Estate

Department: Sales

Reports To: Managing Principal

FLSA Status: Exempt

SUMMARY:

Responsible for leading and executing the company’s sales strategy with primary oversight of real estate and development sales initiatives. This executive role drives revenue generation through the marketing and sale of residential, mixed-use, and development assets while building and managing a high-performing sales team. Oversees broker relations, sales partnerships, branding alignment, and buyer pipeline development to ensure successful absorption of inventory and achievement of company sales targets.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Leads all real estate sales operations including pre-development sales planning, launch strategy, and sell-out execution.
• Develops and implements comprehensive sales strategies aligned with project timelines and financial goals.
• Builds, manages, and mentors the in-house real estate sales team.
• Establishes sales targets, commission structures, and performance metrics.
• Oversees broker networks, outside agencies, and international sales partnerships.
• Collaborates with Development and Marketing teams to align product positioning, pricing, and branding.
• Directs pricing strategy, inventory release schedules, and incentive programs.
• Monitors market trends, competitor activity, and buyer demand to adjust sales strategies.
• Leads contract negotiations and supports deal structuring with buyers and investors.
• Oversee CRM utilization, pipeline tracking, and sales reporting.
• Provides regular sales performance updates and forecasts to executive leadership.
• Coordinates sales gallery operations, presentations, and buyer events.
• Ensures compliance with all real estate regulations, disclosures, and licensing requirements.
• Supports investor and bulk sale negotiations when applicable.
• Performs other related executive sales duties as required.

SUPERVISORY RESPONSIBILITIES:

Directly oversees Sales Managers, Sales Associates, and administrative sales staff. Manages external brokers and third-party sales agencies

QUALIFICATIONS:

• Extensive knowledge of real estate development, construction management, architecture, and entitlement processes.
• Extensive experience in real estate development sales, pre-construction sales, and project sellouts.
• Proven leadership managing high-volume, luxury, or mixed-use property sales teams.
• Strong broker and international buyer network.
• Advanced negotiation and contract management skills.
• Strategic thinker with strong market analysis capabilities.
• Highly results-driven with the ability to lead multiple projects launches simultaneously.

EDUCATION and/or EXPERIENCE:

• Bachelor’s degree in business, Real Estate, Marketing, or related field preferred.
• Minimum eight (8) + years of progressive real estate sales experience, including leadership of development or pre-construction sales teams.

CERTIFICATES and LICENSES:

Active Real Estate Broker License required (state specific). Additional international real estate certifications a plus.

LANGUAGE SKILLS:

• Fluency in English and Spanish required (written and verbal).
• Portuguese proficiency strongly preferred.
• Ability to effectively present sales opportunities to domestic and international buyers, investors, and broker partners.

REASONING ABILITY:

Ability to evaluate complex sales scenarios, buyer negotiations, and market conditions to drive optimal pricing and absorption strategies.

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee shall be able to sit and talk or hear and may be exposed to short, intermittent and/or prolonged periods of sitting and/or standing in performance of job duties. Required to be on foot and onsite the majority of the day.
• The employee frequently is required to use hands & fingers to handle or feel. The employee is occasionally required to reach with hands and arms.
• The employee is occasionally required to climb or balance, stoop, kneel, crouch and/or crawl.
• The employee must also occasionally lift and/or move up to 25 pounds.
• Specific vision abilities required by this job include close vision, and color vision.

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is required to frequently inspect the project and may be exposed to ongoing construction and various weather conditions. The noise level in the work environment may range from moderate to loud.

We are an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected characteristic in accordance with applicable federal, state, and local laws.