Senior Manager, Sales

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.

• 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

• Competitive salary and stock options.
• Unlimited, flexible PTO for exempt employees.
• Excellent medical, dental and vision insurance.
• Sponsored memberships to One Medical, Ginger and Carrot.
• 401(k) to help you save for the future.
• Paid maternity and paternity leave.
• Generous home office stipend and monthly cell phone reimbursement.
• Quarterly remote team building events and L&D opportunities.

Pacaso encourages applications from people of all races, religions, national origins, genders, sexual orientations, gender identities, gender expressions and ages, as well as veterans and individuals with disabilities.