NATIONAL DIRECTOR OF CENTRALIZED LEASING
Location: Orlando, FL
Compensation: $175,000-$225,000 OTE
Travel: 25-50%
Classification: Full-Time, Exempt On-site
The Opportunity
We are transforming how multifamily leasing is delivered—building a centralized sales organization designed to create a differentiated prospect experience, improve operational efficiency, and drive portfolio performance at scale. We have invested in technology, data infrastructure, and talent. Now we are seeking a leader who can turn that foundation into a lasting competitive advantage.
As National Director of Centralized Leasing, you will own the end-to-end prospect journey—from first inquiry through move-in—and lead a team of 15–20 sales professionals organized by sub-market. You will be expected to drive process consistency, build organizational capability, and shape the strategic direction of how the company converts demand into occupancy. You’ll operate at the intersection of sales execution and cross-functional strategy, partnering closely with Operations, Revenue Management, Marketing, Renewals, and Training to ensure every part of the leasing funnel is coordinated and performing.
If you’re a builder who gets energized by standing up scalable systems, developing people, and working across organizational boundaries to move the business forward—this role was designed for you.
What You’ll DoLead a Prospect-Centered Sales Organization
- Design and evolve the centralized sales organization structure by region and sub-market to maximize efficiency, scale, and performance.
- Own strategy, execution, and continuous optimization of the end-to-end prospect journey —from lead acquisition through move-in handoff—ensuring consistency across the team.
- Coach and simplify the sales workflow in partnership with stakeholders, maintaining clarity for new hires while raising the bar for experienced team members.
- Champion the prospect experience at every stage, removing friction and advocating for process changes that serve both the prospect and the business.
Build, Develop, and Retain a High-Performing Team
- Recruit, onboard, and develop sales talent that reflects our values and can thrive in a centralized model.
- Create clear career paths and individual development plans for every team member, with structured quarterly check-ins.
- Design incentive and compensation structures that align team performance with portfolio objectives, conversion outcomes, and organizational priorities.
- Maintain team stability and engagement—measured by attrition, growth, and qualitative satisfaction—as a core leadership priority.
Drive Cross-Functional Strategy and Alignment
- Partner with Revenue Management to set front-door business goals tied to property performance, cash flow, and growth objectives.
- Collaborate with the National Director of Renewals to align front-door and back-door strategies, ensuring clear handoffs, shared visibility into risks and opportunities, and coordinated coaching between teams.
- Work with Marketing on lead generation strategy, prospect communication, and campaign effectiveness to fuel the sales funnel.
- Coordinate with Operations leadership to balance prospect needs with on-site team capacity, defining clear roles, responsibilities, and accountability between departments.
- Partner with Training and Sales Enablement on onboarding programs, ongoing skill development, and process rollouts.
- Partner with technology teams to evaluate, implement, and optimize systems that improve prospect engagement, workflow efficiency, reporting visibility, and conversion performance.
Use Data to Drive Decisions and Agility
- Monitor and analyze conversion metrics across the full funnel—prospect to application, application to approval, approval to move-in—at the property, sub-market, and portfolio level.
- Stay ahead of trends in sales activity, seasonal patterns, and market shifts to adjust strategy proactively.
- Leverage reporting and analytics to identify coaching opportunities, process gaps, and resource allocation needs.
- Share occupancy-influencing insights with cross-functional partners to inform pricing, concession, and marketing decisions.
Manage Resources and Budget Strategically
· Oversee sales offers and concessions to ensure alignment with revenue goals
- Reassign team resources dynamically in response to market conditions, seasonal demand, or portfolio changes.
- Own annual operating plans for the centralized sales function, including staffing strategy, technology investments, budget forecasting, and resource allocation.
How Success Is Measured
Metric Area
What We Track
Sales Pace
Number of sales needed by property in a given period to achieve occupancy objectives
Conversion Rate
Full-funnel conversion: prospect → application → submission → approval → reservation → move-in
Occupancy Influence
Shared accountability for occupancy outcomes in partnership with Operations and Revenue Management
Team Engagement
Attrition rates, individual development plan progress, and qualitative assessment of team satisfaction and growth
Cross-Functional Health
Quality of partnerships with Operations, Renewals, Marketing, and Revenue Management—measured by alignment, handoff quality, and shared outcomes
What You BringRequired
- 7+ years of progressive sales leadership experience, with at least 3 years managing managers or team leads in a multi-site or centralized environment.
- Deep knowledge of the multifamily leasing lifecycle—from lead generation through move-in—and the operational dynamics that influence conversion.
- Proven track record of building, scaling, and developing high-performing sales teams with measurable results in conversion, occupancy, or revenue growth.
- Experience designing or overhauling sales processes, playbooks, and performance frameworks from the ground up.
- Strong CRM fluency: experience with Yardi CRM IQ or comparable property management platforms preferred.
- Demonstrated ability to operate cross-functionally at a strategic level—partnering with operations, revenue, marketing, and training leaders to drive shared outcomes.
- Demonstrated success leading organizational change initiatives, process transformations, or centralized operating model implementations.
- Analytical rigor: comfortable building and using dashboards, funnel metrics, and portfolio-level data to inform decisions.
- Willingness to travel 40–50% to properties, regional hubs, and HQ.
Preferred
- Experience in conventional multifamily, with exposure to markets across multiple states or regions.
- Background in centralized or shared-services leasing models.
- Familiarity with resident lifecycle economics—understanding how front-door sales strategy connects to retention, renewals, and long-term asset performance.
- Experience managing P&L or budget responsibility for a sales function.
- Track record of expanding scope or responsibility within a growing organization.
Leadership Profile
The right candidate for this role is not just a strong sales operator—they are an organizational leader who thinks about the business holistically. Specifically, we are looking for someone who:
- Leads with trust and transparency, building credibility through consistent communication with their team and cross-functional partners.
- Thinks in systems—seeing how changes to the sales process ripple into operations, resident experience, and financial performance.
- Balances urgency with sustainability, driving results without burning out the team.
- Has a builder’s mindset—energized by developing scalable capabilities, optimizing systems and processes, and building high-performing teams that drive sustainable business results.
- Is intellectually curious about adjacent functions—renewals, revenue management, marketing—and values understanding their impact and interdependencies, not simply managing cross-functional coordination.
- Can simplify complexity. Our sales process needs to be followable by a new hire in their first two weeks. This leader makes that possible.
Key Partnerships
This role sits at the center of our revenue engine. You will build and maintain strategic partnerships with:
Partner
Focus Areas
National Director of Renewals
Front-door/back-door alignment, handoff clarity, coaching coordination, and shared visibility into portfolio risk
Director of Digital Marketing
Lead generation strategy, prospect communication, campaign ROI, and sales funnel optimization
Revenue Management
Pricing strategy, concession alignment, pre-leasing targets, and economic incentive structures
Director of Training & Sales Enablement
Onboarding programs, skill development, process training, and playbook rollouts
Regional Directors of Operations
Prospect-to-resident handoff, on-site coordination, tour logistics, and capacity planning
The Company
Confidential, privately held multifamily real estate company specializing in apartment ownership, management, and residential property operations across multiple markets.
Pay: $175,000.00 - $225,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee assistance program
- Employee discount
- Health insurance
- Life insurance
- Paid time off
- Parental leave
- Referral program
- Retirement plan
- Tuition reimbursement
- Vision insurance
Work Location: In person
