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

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

Job Description
CoStar Group is a leading global provider of commercial and residential real‑estate information, analytics and online marketplaces. Apartments.com is the nation’s #1 rental marketplace for owners, property managers and consumers. As Director of Mid‑Market Sales, you will be responsible for delivering frontline sales results through customer interaction and employee satisfaction. The role focuses on growing and developing the assigned region’s revenue by selling new advertising and information subscriptions, growing existing customer revenue and ensuring high levels of customer service and renewal rates. You will manage sales managers and sales associates who focus on new and existing customer business, product usage, preventing reversals, managing accounts and providing outstanding customer service.

Responsibilities

Attract, hire, motivate, and develop high‑impact salespeople capable of meeting or exceeding sales quotas.

Provide coaching and training as necessary to enhance sales effectiveness.

Identify, prioritize and secure new client relationships and retain and grow current clients.

Monitor sales performance and hold salespeople accountable to required activity levels and client relationships.

Actively manage team members’ weekly activities, including attendance at the Monday Morning Sales Meeting and consistent use of the Enterprise CRM system.

Establish individual and team performance targets that align with overall business goals.

Monitor performance and take action to resolve issues and personnel changes as necessary.

Develop and mentor all team members.

Ensure the CoStar Group culture and values are adopted by team members.

Basic Qualifications (External Applicants)

Five or more years of experience in a front‑line sales leadership role, preferably in digital marketing or advertising sales, or equivalent experience in the multifamily industry.

Three or more years of experience directly managing a team of five or more employees.

Experience managing a book of business exceeding $1 million in annual revenue.

Experience managing sales in a highly transactional, consultative, fast‑paced organization with a short cycle‑time sales model.

Proficiency in Excel.

A track record of commitment to prior employers.

Bachelor’s degree from an accredited, not‑for‑profit, in‑person college or university.

Basic Qualifications (Internal Applicants)

Three or more years of experience in a front‑line sales leadership role, preferably in digital marketing or advertising sales, or equivalent experience in the multifamily industry.

Three or more years of experience directly managing a team of five or more employees.

Six or more months of hitting performance standards and sales goals.

Experience managing a book of business exceeding $1 million in annual revenue.

Experience managing sales in a highly transactional, consultative, fast‑paced organization with a short cycle‑time sales model.

Proficiency in Excel.

Bachelor’s degree from an accredited, not‑for‑profit, in‑person college or university.

Preferred Qualifications and Skills

Strong track record of mentoring and coaching sales teams to achieve their greatest potential.

Experience leading a sales team with a high focus on customer service.

Track record of rapidly growing a sales territory through new client acquisition and account growth, consistently exceeding targets.

Ability to build long‑term and sustainable relationships and business partnerships with clients at all levels.

Effective internal and external relationship‑building skills.

Ability to retain proven sales producers and remove non‑producers.

Adaptability and flexibility in a high‑growth environment.

What’s in it for You
CoStar Group offers a collaborative and innovative culture, generous compensation and performance‑based incentives, and investment in professional and academic growth through internal training, tuition reimbursement, and a comprehensive benefits package that includes healthcare, life and additional coverages, virtual and in‑person mental health counseling, commuter benefits, a 401(K) plan with matching contributions, an employee stock purchase plan, paid time off, an on‑site or reimbursed fitness center, and access to Employee Resource Groups. Complimentary gourmet coffee, tea, hot chocolate, fresh fruit and healthy snacks are provided.

Compensation
Base compensation ranges from $95,000 to $110,000 annually, commensurate with experience and location.

Equal Employment Opportunity
CoStar Group is an equal opportunity employer and maintains a drug‑free workplace. We do not provide visa sponsorship for this position. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status. CoStar Group is committed to compliance with all fair employment practices regarding citizenship and immigration status. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation. Please contact recruitaccommodation@costar.com.

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