Director of Business Development

Founded in January 2009 by Lindy Ware and Debbie Conley and currently owned by McCann Realty Partners, Pegasus Residential is a purpose‑built third‑party property management firm with a bold vision: to raise the standard of multifamily management. Specializing in institutional‑grade service across a variety of asset classes and markets, Pegasus currently manages approximately 50,000 apartment homes for institutional clients, partnerships, and individual owners throughout the southeastern United States.

The Director of Business Development is a senior leadership role responsible for driving the acquisition and expansion of Pegasus’s third‑party property management portfolio. This position oversees all aspects of the department’s business development functions—including prospect research, pitch strategy, proposal development, RFP management, and financial analysis—while directly managing a Business Development Specialist and a Financial Analyst. This position exercises substantial discretion and independent judgment in evaluating business opportunities, developing growth strategies, managing client pursuits, and supporting organizational expansion initiatives.

The ideal candidate brings deep knowledge of the multifamily property management industry, a track record of winning new business, strong financial acumen, and the organizational discipline to manage multiple pursuits simultaneously. Working closely with the SVP of Sales Strategy, this role is both a strategic contributor and an operational driver—ensuring every pitch, proposal, and client interaction reflects the Pegasus brand at its best.

• Growth Strategy & Business Development
• Develop and execute strategic business development plans to grow the third‑party management portfolio in partnership with the SVP of Sales Strategy
• Identify and pursue new management opportunities across property owners, developers, REITs, and investment groups
• Build and maintain strong relationships with owners, asset managers, brokers, and industry partners
• Conduct proactive outbound outreach—including proactive outbound business development outreach and multi‑channel client communication—to expand the active prospect pipeline
• Lead the end‑to‑end development of management proposals, RFP responses, and client presentations
• Organize and manage all RFP and pitch deliverables, correspondence, files, and workflow tracking to ensure timely execution
• Develop and deliver operational strategies for pitches, including rent recommendations, staffing plans, expense alignment, absorption schedules, and revenue opportunities
• Coordinate directly with Operations teams for market insight, strategy refinement, and final deliverable approvals
• Organize and circulate pitch materials to the team; facilitate practice pitches and support presentation logistics for client meetings
• Review proformas prepared by the Financial Analyst and Operations teams for strategic alignment, EGI opportunities, controllable expense management, and NOI enhancement
• Audit T12s to verify Other Income is accurately captured and identify incremental revenue opportunities; scrub for potential COE reductions, with particular attention to G&A and R&M line items
• Review absorption schedules tied to lease expirations, market conditions, and stabilization timelines
• Oversee the department’s financial analysis function, ensuring proformas, high‑level income and expense summaries, and detailed budgets are prepared accurately and on schedule per client requirements
• Directly manage the Business Development Specialist and Financial Analyst through structured weekly 1:1s and regular check‑ins to monitor RFP and pitch workflow and timelines
• Coach and develop team members on pitch preparation, deliverable alignment, and strategies to win
• Support the onboarding and training of new Regional Managers on pitch processes and presentation best practices
• Collaborate cross‑functionally with Operations, Marketing, Transitions, Asset Management, and Senior Leadership to ensure a seamless and compelling representation of Pegasus during the sales process and through onboarding
• Partner with Regional and Executive…