Sales Director, Mid-Market Richmond, VA

Job Overview

Sales Director, Mid‑Market – , Richmond, VA

CoStar Group leverages its  platform to serve the multifamily market. As Sales Director, you will drive revenue growth, manage key accounts, and lead a high‑performance sales team.

• Attract, hire, motivate, and develop high‑impact salespeople capable of meeting or exceeding sales quota.
• Provide coaching and training as necessary to enhance sales effectiveness and ensure quotas are met.
• Identify, prioritize, and win new client relationships while retaining and growing existing customers and familiarity with major accounts.
• Monitor sales performance and hold team members accountable to required sales activity and client relationships to achieve business targets.
• Actively manage weekly team activities, including attendance at the Monday Morning Sales Meeting, weekly office attendance, and use of the Enterprise CRM system to record activities, pipelines, and account assignments.
• Establish individual and team performance targets aligned with business goals, monitoring progress and taking action to resolve performance issues and make necessary personnel changes.
• Develop and mentor all team members.
• Ensure that CoStar Group culture and values are adopted by the team.

• Five or more years of experience in a front‑line sales leadership role, preferably in digital marketing or advertising sales; or equivalent experience in the multifamily industry.
• Three or more years of experience directly managing a team of 5+ employees, including the ability to attract, hire, train, and develop a high‑performing sales team.
• Experience responsible for a book of business exceeding $1 million in annual revenue.
• Experience managing sales efforts in a highly transactional, consultative, fast‑paced organization with a short cycle‑time sales model.
• Proficiency in Excel.
• A track record of commitment to prior employers.
• Bachelor's degree from an accredited, not‑for‑profit, in‑person college or university.

• Three or more years of experience in a front‑line sales leadership role, preferably in digital marketing or advertising sales; or equivalent experience in the multifamily industry.
• Three or more years of experience directly managing a team of 5+ employees, including the ability to attract, hire, train, and develop a high‑performing sales team.
• Six or more months of hitting performance standards and sales goals.
• Experience responsible for a book of business exceeding $1 million in annual revenue.
• Experience managing sales efforts in a highly transactional, consultative, fast‑paced organization with a short cycle‑time sales model.
• Proficiency in Excel.
• Bachelor's degree from an accredited, not‑for‑profit, in‑person college or university.

• Strong track record of mentoring and coaching sales teams to achieve their fullest potential.
• Experience leading a sales team focused on customer service.
• Demonstrated ability to grow a sales territory or market through organic growth and existing account expansion, consistently exceeding targets.
• Ability to build long‑term, sustainable relationships and business partnerships with clients at all levels.
• Effective internal relationship building skills (superiors, peers, team members, company‑wide, including C‑Suite) and external partners (sales channels, customers).
• Ability to retain proven sales producers and remove non‑producers.
• Flexibility and adaptability to changing situations in a high‑growth company.

• Comprehensive healthcare coverage: medical, vision, dental, prescription drug.
• Life, legal, and supplementary insurance.
• Virtual and in‑person mental health counseling services.
• Commuter and parking benefits.
• 401(k) retirement plan with matching contributions.
• Employee stock purchase plan.
• Paid time off.
• Tuition reimbursement.
• On‑site fitness center and/or reimbursed fitness center membership costs with flexible workout options.
• Access to CoStar Group’s Employee Resource Groups.
• Complimentary gourmet coffee, tea, hot chocolate, fresh fruit, and healthy snacks.

Base compensation: $95,000–$110,000 annually, plus performance‑based incentives.

CoStar Group is an Equal Employment Opportunity Employer; we maintain a drug‑free workplace and perform pre‑employment substance abuse testing.