Senior Manager of Sales

Requirements

• 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

What the job involves

• The Senior Sales Manager 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, this 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.
• This is a hands‑on, player‑coach role — you'll listen to live calls, coach in real time, run the weekly metric cadence, and own the playbooks and tooling that scale the function as Pacaso grows
• Team Leadership & Development:
• 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
• AI & Technology Enablement:
• 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
• Sales Performance & Execution:
• 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