General Manager

Own the day-to-day sales operation in the assigned market: lead generation conversion, closing rate, leases, revenue, and revenue per agent.

Own the sales KPIs for the market: close rate, Gong rate, average invoice amount (AIA), leases, and revenue. Bottom line: get your market producing at a five-star standard.

Set agent and Sales Manager goals, manage performance through a regular review cadence, and hold the team accountable to ramp milestones and KPI targets.

Identify improvement opportunities within the sales team to drive increased revenue and closing rate, and report market performance and needs to the Director, Leasing & Sales | Market Expansion.

Lead, coach, and develop Sales Managers through regular 1:1s and performance reviews, building their capability to run the sales floor independently.

Coach and develop agents directly and through Sales Managers, with a focus on conversion, client experience, and career growth.

Build Sales Managers into future GMs; your development of the people around you directly determines how large your market can grow.

Deliver Smart City Academy (SCA) training and onboarding to new agents in the market, in partnership with the Director, Leasing & Sales | Market Expansion who builds the curriculum.

Own the agent goal-setting process and conduct regular performance reviews, motivating and building trust with team members.

Own recruiting, hiring, and onboarding for the sales force in the assigned market.

Build a real talent pipeline, not just backfilling open seats, and maintain a bench deep enough to sustain market growth.

Retain top producers through strong leadership, culture, and career development, including growing Locators into licensed Realtors through the SCR path.

Contribute to the GMiT bench by surfacing high-potential talent from within the market.

Responsible for an exceptional and consistent client and agent experience throughout the assigned market, upholding the five-star review standard (Google, Yelp, Glassdoor, etc.).

Handle client escalations with care and make people-first decisions that protect the Smart City standard.

Cascade company-wide communications to the local team and ensure the market operates in alignment with company values and standards.

Collaborate with Property Success, Marketing, and CX to ensure department updates are communicated to the sales force and that local sales strategies align with broader company direction.

Partner with the Director of Market Expansion on community and property relationships where it supports leasing activity and agent productivity.

Partner with the Marketing team to support lead generation: monitor qualified lead flow in CRM round robin, motivate agents to join rotation during peak lead times, and support local brand-building events.

Lead cross-departmental market meetings and communicate regularly with local team members and department partners.

Drive CRM adoption and data hygiene across the sales team, holding Sales Managers and Agents accountable to usage standards that keep reporting accurate and performance visible.

Champion adoption of sales technology tools across the market, ensuring the team is trained and operating in the tools from day one.

Create periodic reports of market and team performance insights for the Director, Leasing & Sales | Market Expansion.

Close rate, leases, revenue, and revenue per agent meet or exceed market targets on a quarterly basis.

The sales team is fully staffed, onboarded, and operating to a clear performance standard, with a real talent pipeline in place.

Agent retention is strong and top producers are growing their production, including progression of Locators into the Realty path.

Sales Managers are developing toward GM readiness and the market has a visible bench of future leadership.

The market delivers a consistent five-star client and agent experience, reflected in CSAT scores and review ratings.

CRM adoption and data hygiene are at standard, with reporting accurate and performance visible at all times.

Bachelor’s degree or equivalent practical experience.

5+ years of sales experience, with 2+ years leading a sales team or sales managers.

Demonstrated accountability for sales results and team performance.

Experience in a high-growth, fast-paced sales environment; real estate, brokerage, or high-growth services experience strongly preferred.

Active real estate broker license in the market's state, or the ability to obtain one within an agreed timeline, consistent with brokerage requirements.

Lives the Smart City Core Values and models the five-star client and agent standard in every interaction.

Builds and develops high-performing teams; recruits well, coaches consistently, and holds people accountable with care.

Drives results and accountability while keeping people first, with an ownership mindset on the client and agent experience.

Communicates clearly and influences across functions and levels.

Builds trusted relationships with agents, Sales Managers, peers, and cross-functional partners.

GM 1 · Tier 1 ($0–$5M)

$100,000

$200,000

$250,000

GM 2 · Tier 2 ($5–$10M)

$115,000

$240,000

$302,500

GM 3 · Tier 3 ($10–$20M)

$130,000

$280,000

$355,000

GM 4 · Tier 4 ($20M+)

$145,000

$320,000

$407,500

OTE = base plus full target bonus at on-target performance. Max = the cap, where each bonus component tops out at 150% of its target.