Director of Sales - Coastal

TheGuarantors is a fintech company helping multifamily owners and operators mitigate leasing risk while expanding access for renters. With a deep understanding of owner, operator, and renter needs, we believe renters deserve better access to the home of their choice and operators deserve greater protection and growth opportunities. That’s why we’re leveraging our real estate expertise and using AI-driven renter underwriting to help operators qualify renters faster while mitigating the financial risk of renter default. With $7B+ in lease value protected, we work with 9 of the country’s top 10 operators, are the #1 lease guarantee provider nationwide, and have consistently been named one of Inc. 5000’s fastest-growing companies, one of Forbes’ Best Startup Employers, and one of Deloitte’s Technology Fast 500.

The Opportunity

We’re looking for an experienced director of sales to help grow our multifamily business. You’ll be stepping into a large territory with significant mid market sales opportunity, and be expected to grow it through new logo acquisition. Experience selling solutions to the multifamily industry is preferred and experience in B2B sales is required. Located in the Pacific Time Zone, but the role is remote.

You will be responsible for building excellent relationships with operators looking to reduce bad debt and increase occupancy while giving more opportunities to renters. You will also represent TheGuarantors nationally at tradeshows, speaking to the need for lower barriers to entry and more efficient mitigators in the multifamily real estate space. 

What you’ll be doing:  

• Proactively engage in your assigned prospect list and help TG bring on new logo business, moving partners from Deal Close through Pilot to High-Growth to Stabilized partnerships.
• Generate new pipeline through multiple engagement channels (events, in market canvasing, networking, cold calling, and LinkedIn)
• Multi-thread pipeline opportunities across targeted champions, stakeholders, and decision makers to build a robust buying committee across each engaged prospect.
• Uncover new and additional product opportunities by taking a consultative approach to investigating a company's needs and goals.
• Identify and set up cross-sell and upsell opportunities into new product lines to expand account value.
• Drive profitable applicant referrals by clearly communicating underwriting guidelines and coverage levels.
• Forecast against quarterly goals and OKRs by generating significant pipeline opportunities.
• Partner with AMs to translate corporate-level program sales into executable rollout plans.
• Maintain accurate, timely records of all activity in HubSpot.
• Travel regularly (approx. one week per month) to meet with pipeline prospects.

Preferred Background:  

• 7+ years of sales experience
• Real estate, finance or software sales experience is a plus
• Ability to manage an inbound lead pipeline and outbound lead gen
• Experience with Hubspot or another sequencing/drip campaign tools preferred
• Able to make a business case for using a financing product
• Thrives in a quickly evolving environment
• Able to manage multiple stakeholders to close deals
• Has prospected the west coast market assertively and nurtured prospective partners through various stages of engagement, moving them from Pilot to High Growth and then Stabilized partnerships.
• Has uncovered new and additional product opportunities by taking a consultative approach to investigating a company's needs and goals.
• Presented and interpreted performance data to prospects on a regular basis; as needed to support your objectives.
• Fostered prospects that delivered profitable applicant referrals through a clear explanation of underwriting constraints and conscientious coverage levels.
• Forecasted against quarterly goals and OKRs by closely monitoring individual and account metrics/performance.
• Tracked data and conversion rates to understand trends by program, market, portfolio, etc.
• Coordinated with AMs to transform program plans sold at the corporate level into executable and measurable shared roll out plans. 
• Solution-oriented seller
• Maintained accurate and timely records of all activity in HubSpot.
• Excellent organizational, interpersonal, quantitative, writing and communication skills; able to interface with Operations Executives, COO’s, and CFOs.
• Self-starter interested in collaborating with VP to improve an existing process
• Google suite/microsoft office proficient
• Travel regularly (approx. one week every month) meeting current partners. 

What We’re Looking For: 

• You are passionate about bringing peace of mind to leasing.  Your love for helping and improving real estate operations and the industry as a whole is apparent in every interaction you have in the workplace.
• You are a careful listener and can translate the needs of partners into opportunities to use theGuarantors’ suite of products. 
• You are a stellar relationship manager and follow account management best practices. This should include a track record of building excellent client relationships with property operations and C Level decision-makers and professionals in the multifamily industry.
• You are a tough negotiator and can balance the needs of a client and the needs of our org at large to strike profitable agreements. 
• You are organized and detail oriented.  You take CRM diligence seriously and keep timely records of all external activity.
• You are comfortable working in a start-up environment and understand how to navigate regular program changes.  You can communicate the new value derived from program changes to clients. 

Benefits

• Opportunities to make an impact within a fast growing company
• Medical, dental, & vision insurance, beginning day one
• Health savings account with employer contribution
• Flexible spending accounts (healthcare, dependent care, commuter)
• 401(k)
• Generous PTO and paid holidays
• In-office lunch Perk
• Flexible working hours
• Paid parental leave
• Company sponsored short and long term disability

Base Salary

The base salary range is between $100,000 - $115,000 annually (with OTE between $200,000 - $270,000).

Base salary does not include other forms of compensation or benefits. Final offer amounts are determined by multiple factors, including prior experience, expertise, location and current market data and may vary from the range above.

Stay in Touch

Does this role not quite match your skills, but you’re still interested in what we're doing? Stay In Touch to be one of the first to hear about future opportunities!

TheGuarantors is an Equal Opportunity Employer. We celebrate diversity and are committed to an inclusive environment for all.