Senior Manager, Sales

About Pacaso

Pacaso exists to enrich lives by making second home ownership possible and enjoyable for more people. Our innovative co-ownership model is the easiest, smartest and most responsible way for people to experience the joy of a second home. We provide all the benefits of true ownership without the hassles through our simplified financial structure, easy and equitable scheduling, and dedicated local property management.Founded by former Zillow executives, Pacaso has facilitated over $1 billion in gross real estate transactions and service fees across more than 40 markets nationwide, as well as internationally in Paris, London, and Cabo.

We have been featured in The New York Times, Wall Street Journal, Fortune, Forbes, CNBC and more.Pacaso is a certified Great Place to Work and has received numerous accolades for its workplace culture. Fortune and Great Place To Work named Pacaso to the 2024 Best Workplaces in Real Estate list. In 2023, Pacaso was recognized as a Best Workplace in the Bay Area™, and in 2022, it ranked among the Best Medium Workplaces™, Best Workplaces for Real Estate™, and Best Workplaces for Millennials™. Additionally, Pacaso was ranked #6 on Glassdoor's 2022 list of Best Places to Work and was one of LinkedIn's top startups in 2022.

Senior Sales Manager

The Senior Sales Manager leads Pacaso's Regional Managers — the team responsible for qualifying national inbound buyers and converting them into sales-ready opportunities for the Regional Directors (our closers). Reporting to the Director of Sales, this leader owns the daily performance of the qualification team: hitting lead response SLAs, driving opportunity-creation targets, ensuring the quality of what gets handed off to closers, and maintaining the feedback loop back to Marketing and Acquisitions. This is a hands-on, player-coach role — you'll listen to live calls, coach in real time, run the weekly metric cadence, and own the playbooks and tooling that scale the function as Pacaso grows.

Job

Responsibilities

Team Leadership & Development

• Directly manage, coach, and develop a team of Regional Managers, driving consistent achievement of individual and team qualification and opportunity-creation targets

• Listen to live calls and ride along on discovery conversations — diagnose technique and coach on qualification frameworks, objection handling, and consultative selling

• Lead onboarding for new Regional Managers, including ramp plans, buyer profile training, and inventory deep-dives

• Partner with the Director of Sales and People team on hiring, performance management, and career pathing; identify high performers ready to progress toward Regional Director roles

• Manage the team's weekend rotation to ensure buyers are responded to within SLA without burning out the team

• Foster an inclusive, high-performance culture where Regional Managers feel valued, challenged, and proud to represent the Pacaso brand to every buyer they touch

AI & Technology Enablement

• Drive integration of AI into the qualification team's daily workflow — lead research, pre-call briefings, call summarization, follow-up drafting, and automated CRM updates — so Regional Managers spend more time in live buyer conversations and less time on prep and admin

• Partner with Sales Ops and Enablement to operationalize AI within Salesforce — lead scoring, next-best-action prompts, automated activity capture, pipeline hygiene nudges, and AI-generated opportunity summaries for the RD handoff — and hold the team accountable to using these tools to lift conversion and handoff quality

Sales Performance & Execution

• Own the daily and weekly cadence of the team — inbound lead response SLAs, pipeline reviews, opportunity inspection, and one-on-ones

• Deliver accurate weekly forecasts on opportunity creation, conversion rates, and expected handoffs to the RD team; flag risks and upside early

• Translate sales leadership's strategy into clear team-level metrics, quotas, and daily priorities

• Monitor KPIs (lead response time, contact rate, qualification rate, opportunity-creation rate, conversion to RD pipeline) and run targeted interventions — training, process changes, territory adjustments — when metrics slip

• Maintain a deep working knowledge of current market inventory and the national buyer profile so you can coach credibly and step into conversations when needed

Cross-Functional Partnership

• Partner closely with the Director of Sales and Regional Director leadership to ensure a seamless handoff from qualification to closing — align on qualification criteria, handoff SLAs, context completeness, and shared conversion metrics; run joint pipeline reviews to surface friction and improve close rates

• Partner with Marketing on inbound lead volume and quality — share structured field feedback on which channels, messages, and audiences are producing sales-ready opportunities, and which aren't

• Build a tight feedback loop with the Acquisitions team so the homes we source reflect real national buyer demand — systematize how Regional Managers capture prospect preferences (markets, neighborhoods, home style, size, price point, amenities) and surface specific properties or listings buyers are asking about

• Serve as the qualification team's primary customer for Sales Enablement — co-create qualification playbooks, call scripts, buyer personas, and objection libraries; champion adoption and measure impact on ramp time and conversion

• Represent the qualification team's voice in cross-functional forums — bringing buyer feedback, lead-quality signals, and operational friction to sales leadership, Marketing, and Product partners

Travel & Schedule: Quarterly travel for team collaboration, market support, and Pacaso events; monthly attendance at one local or feeder market event (if based in a Pacaso market) to support regional sales efforts; flexibility to work weekends on rotation to connect with buyers within SLA expectations.

Qualifications

• 7+ years of quota-carrying sales experience and 4+ years of people management, including experience managing a qualification, SDR, or inside sales team through a period of growth

• Track record of redesigning process, scaling headcount, or leading tooling rollouts that measurably lifted team performance

• Demonstrated ability to operate as a strategic partner to sales leadership — not just execute a playbook, but shape one

• Strong coaching instincts; comfortable listening to live calls, giving real-time feedback, and running deal and call debriefs

• Background in real estate, luxury, prop-tech, or another high-ticket consumer sale strongly preferred

• Data-fluent — comfortable pulling insights from Salesforce (or equivalent) and using metrics to drive decisions, not just report them

• Hands-on experience deploying AI tools within a sales organization — call intelligence platforms, AI writing assistants, and AI-enhanced Salesforce workflows — with a point of view on where AI creates leverage and where it doesn't

• Excellent cross-functional communicator who can partner with Marketing, Acquisitions, Enablement, Ops, and Finance without friction

• Mission-driven, culture-carrier, and comfortable in a fast-moving startup environment where playbooks evolve quickly

• Flexibility to work weekends on rotation and travel quarterly

You’ll love working at Pacaso because of our ...

• Competitive salary and stock options.

• Unlimited, flexible PTO for exempt employees.

• Excellent medical, dental and vision insurance.

• Sponsored memberships to One Medical, Ginger and Carrot.

• 401(k) to help you save for the future.

• Paid maternity and paternity leave.

• Generous home office stipend and monthly cell phone reimbursement.

• Quarterly remote team building events and L&D opportunities.

Pacaso encourages applications from people of all races, religions, national origins, genders, sexual orientations, gender identities, gender expressions and ages, as well as veterans and individuals with disabilities.