Residential Sales Manager

📋 Description

• • Own the full sales lifecycle for MRI’s Living & Residential software suite, leading a regional or segment-based team of Account Executives and Account Managers to exceed ARR targets while deepening market penetration across the PropTech landscape.
• • Coach quota-carrying reps through complex, high-value deals—reviewing account plans, refining value propositions, and jumping into late-stage negotiations to protect margin and accelerate close dates.
• • Build and manage a predictable, data-driven pipeline: set weekly prospecting goals, inspect CRM hygiene, enforce stage criteria, and deliver forecast accuracy within 5 % variance to ensure leadership can make confident investment decisions.
• • Translate market feedback into actionable insights for Product, Marketing, and Customer Success—surfacing unmet needs in multifamily, single-family, and mixed-use segments that inform roadmap priorities and campaign messaging.
• • Partner with Marketing to design account-based plays, co-host webinars, and craft vertical-specific content that fills the top of funnel with qualified opportunities and shortens sales cycles.
• • Collaborate with Sales Operations to optimize territory design, comp plans, and enablement assets—ensuring every rep has the tools, training, and territory coverage required to hit and exceed quota.
• • Analyze performance dashboards weekly to spot skill gaps, stalled deals, or under-penetrated accounts; then launch targeted coaching sprints, deal clinics, or micro-trainings that lift win rates and average contract value.
• • Drive cross-sell and retention motions by aligning Account Managers with Customer Success on adoption milestones, renewal risk flags, and expansion opportunities—turning satisfied clients into enthusiastic advocates.
• • Champion MRI’s client-first culture by modeling consultative, solution-selling behaviors that prioritize long-term customer outcomes over quick wins—reinforcing brand trust and reference-ability.
• • Facilitate quarterly business reviews with C-suite clients, presenting ROI metrics, product roadmaps, and strategic recommendations that position MRI as an indispensable technology partner.
• • Mentor emerging sales talent through formal career-pathing, shadowing programs, and leadership workshops—building a bench of future leaders who can scale with the company’s aggressive growth plans.
• • Represent MRI at industry conferences, user groups, and webinars, elevating your personal brand and the company’s thought-leadership profile within the real estate and PropTech communities.
• • Ensure flawless CRM discipline—every contact, activity, and opportunity is logged in Salesforce with complete notes, next steps, and close plans so that data integrity supports precise forecasting and executive reporting.
• • Continuously refine pricing strategy and contract terms in partnership with Legal and Finance, balancing client value with company profitability to maximize lifetime revenue and minimize churn risk.