Director of Business Development
Listed on 2025-12-13
-
Business
Business Development, Business Management -
Sales
Business Development
Description
Grand Welcome Mammoth Lakes, a Brown & Buchanan Ventures‑owned franchise, is a veteran‑owned and operated vacation rental management company.
We care about owner outcomes, guest experience, and operational follow‑through.
We are seeking a results‑driven and strategic Business Development Representative (BDR) to drive the growth of our vacation rental management portfolio in Mammoth Lakes, CA by signing high‑quality homeowners at competitive fees. In this role, you’ll manage the full sales cycle – from market research and lead generation to discovery, proposal, and close – ensuring each new partnership aligns with company goals and performance standards.
Your responsibilities include building and maintaining a strong sales pipeline, conducting in‑depth discovery conversations, presenting data‑backed revenue projections, and negotiating Property Management Agreements (PMAs) with confidence. You’ll also collaborate closely with Onboarding and Field Operations to ensure a smooth handoff and maintain clear communication throughout the owner journey.
If you like clear targets, tight systems, and winning as a team, you’ll fit right in.
What You’ll Own:Go‑to‑Market & Pipeline
- Build market maps (condos/HOAs, investor groups, realtor channels) and rank by revenue potential.
- Run scalable outbound: call blocks, sequences, events; respond to inbound within hours.
- Maintain greater than 3× pipeline coverage against monthly signing targets; forecast weekly.
- Diagnose owner goals (income, usage, risk tolerance), timeline, stakeholders.
- Present credible revenue projections (ADR/Occ/RevPAR) with a clear fee story.
- Remove friction—address timing, control, and trust with data and next steps.
- Drive proposals to e‑signature—no orphaned opportunities.
- Set clean expectations with Onboarding & Field Ops (launch dates, scope, success criteria).
- Report weekly: pipeline health, forecast, win/loss themes, market intel; update the playbook.
Day 30
- Priority market maps done; 400+ prioritized targets in CRM with next steps.
- Sequences live; daily call blocks on calendar; forecast accuracy of 20%.
- 18–25 qualified owner meetings/month; greater than or equal to 70% show rate.
- 6–8 signed PMAs/month at target fee; median cycle less than or equal to 21 days.
- Two referral channels producing net‑new leads.
- 8+ signed PMAs/month; fee % at/above target; forecast accuracy of 10%.
- Four active, recurring referral channels.
- Playbook documented (scripts, emails, objection map, proposal templates).
Hub Spot, Docu Sign, dialer/SMS tools, Microsoft Teams, Google Workspace, and simple revenue worksheets.
Compensation:- Base: $52,000–$75,000 Base
- Commission: Uncapped, paid on signed PMAs with tiered accelerators for fee quality and multi‑home wins
- OTE (realistic): $150,000–$225,000
Example Plan: base + commission per signed PMA, accelerators at fee % and multi‑home thresholds; quarterly bonus for cycle‑time and forecast accuracy.
Additional Benefits:- Health, vision, & dental insurance + 401k and life insurance offerings
- Paid Time Off
- Training and support to enhance skills and knowledge
- A clear path to Head of Growth / Market Development as you scale results
- More coming soon!
Mammoth Lakes, CA
Requirements Must‑Haves- 4–7+ years new‑logo sales/BD in real estate, prop‑tech, hospitality, or home services.
- Proven hunter‑closer: cold calls, discovery, proposal, negotiation, signature.
- Financial fluency: explain owner revenue projections and typical expenses without a script.
- CRM discipline (Hub Spot preferred): document, follow through, forecast.
- STR metrics (ADR, RevPAR, occupancy); HOA/condo ecosystem familiarity.
- Built referral engines that produce monthly deal flow.
- Bilingual (English/Spanish).
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