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• Developing a monthly sales plan: number of deals, revenue, breakdown by channel

• Cascading the plan: how many leads → how many meetings → how many deals at target conversion rates

• Weekly pipeline review: Weighted Pipeline (X-Score), bottleneck analysis, decision-making on deals

• Product management: developing the product offering, project format, identifying new business models for resort real estate profitability

• Pricing management: pricing strategy, alignment with construction milestones and sales volume

• Personal participation in key negotiations and meetings with major investors

• Developing marketing specifications: target lead volume, quality, channels (based on cohort analysis)

• Coordination with functional teams: weekly planning meetings with team leads

• Monthly cohort analysis: how lead cohorts mature, conversion trends, and marketing feedback

• Conducting WIG sessions with the team (weekly)

• Monthly report to the CEO: plan vs. actual, pipeline health, cohorts, channels, inquiries

At least 5 years of experience in sales or business management. Experience in product management or managing a product’s P&L. Experience working with sales funnel analytics. Experience negotiating with key clients. Development companies (resort/income-generating real estate), management companies, investment funds (real estate), hospitality management. Experience working at companies with a multi-project portfolio.

• Education: Bachelor’s degree (Master’s degree preferred). Major: Economics, Finance, MBA, Project Management.

• Professional Qualifications: Experience in cascading sales plans. Understanding of unit economics and the financial model of a development project. Data and analytics skills. Experience in product management for investment products.

• Developing and implementing a BD plan for the assigned region: target companies, events, KPIs

• Participating in industry events (2–4 per month): real estate exhibitions, investment conferences, business clubs

• Conducting initial meetings with potential partners: presenting the company, projects, and terms of cooperation

• Referring acquired partners to B2B managers for onboarding

• Building and maintaining a contact database in the region

• Preparing reports on BD activities: number of contacts, meetings, partners referred, conversion to active clients

• Gathering information on the competitive landscape: competitors’ offerings, pricing, and activity

• Collaborating with the CEO at key events and negotiations

• Coordinating with marketing: requesting localized materials for the region

• For the Key Account Scout: coordinating the work of regional scouts, global BD strategy

At least 3 years of experience in business development / partnership sales. Extensive network of contacts in the target region. Experience participating in trade shows and conferences. International real estate (brokerage networks, developers), business development in the investment sector, MICE/events, franchising, luxury hospitality.

• Education: Bachelor’s degree.

• Professional Qualifications: An established network of professional contacts in the target region. Understanding of the investment real estate market. Presentation and networking skills.

• Daily monitoring: deals at each stage (Booking → contract → payment), overdue payments

• Weekly review: conversion by stage, deadlines, roadblocks

• Audit and standardization of contract templates in collaboration with legal counsel

• Establishing SLAs: time from booking to contract dispatch, from dispatch to signing, from signing to payment

• 1:1 meetings with post-sales managers: review of problematic deals, feedback

• Launch of NPS surveys (quarterly), analysis of results, action plan

• Design and launch of a referral program

• Coordinating cross-sell campaigns with project managers and marketing

• Weekly project PM report: post-sales conversion, overdue accounts, referrals, NPS

• Onboarding of new post-sale managers

At least 2 years of experience leading a client success/account management team. Experience in building transaction support processes. Experience working with NPS and referral programs. Real estate development companies, property management companies, financial services (client success), law firms, premium services.

• Education: Bachelor’s degree. A background in law or finance is a plus.

• Professional Qualifications: Experience in developing post-sales support processes. Document management skills. Team management skills.

• Daily SLA monitoring: time-to-first-contact, % of leads without tasks, workload distribution

• Weekly conversion review: lead → qualified lead, qualified lead → meeting, no-show rate — broken down by each presale manager

• Conducting weekly calibration sessions: review of qualification interview transcripts, standardization

• Development, testing, and optimization of qualification scripts (monthly)

• Managing automated nurturing workflows in CRM: setup, monitoring, optimization

• 1:1 sessions with presale managers (weekly): case reviews, feedback, development

• Preparing weekly reports for project PMs: lead volume, conversions, reasons for disqualification, channel feedback

• Coordination with marketing: cohort-based feedback on lead quality

• Onboarding of new presales managers: training program, mentoring, authorization to work independently

• Participation in the design and implementation of an AI-powered lead scorer

At least 2 years of experience leading a team (qualifiers, SDRs, inside sales). Experience building qualification and nurturing processes. Experience working with CRM automation tools. Coaching and people development skills. Companies with established lead qualification departments, contact centers, and inside sales teams: real estate development, fintech, SaaS, insurance, and investment platforms.

• Education: Bachelor’s degree.

• Professional Qualifications: Experience in building and optimizing lead qualification processes. Skills in working with CRM automation tools. Team management and coaching skills.

• Conducting video meetings (45–60 min): needs discovery, market and project presentation, unit selection, financial model (calculator), and determining the next steps

• Sending a post-meeting package within 2 hours after the meeting (calculator, visualizations, meeting summary)

• Post-meeting follow-up: systematic follow-up according to protocol (follow-up protocol—a hypothesis, requires separate elaboration, as there is currently no formalized protocol)

• Handling objections: price, legal structure, comparison with competitors

• CRM management: fully completing deal cards, recording every contact and next step

• Participation in daily stand-ups and weekly calibration sessions

• Participation in skill-building exercises (role-playing), testing of process and product knowledge

• Participation in Sales R&D (every 2 weeks): testing new sales techniques, sharing insights

• Passing quarterly product assessments (knowledge of all projects)

• Multi-project work: conducting meetings for any project as needed by the PM

At least 2 years of experience conducting video meetings and online presentations. Experience with long sales cycles (2–3 months). Skills in closing deals. Experience with CRM. Experience in the sale of income-generating real estate, real estate development, investment products, and premium financial services. Experience working with high-value clients ($100K+). Preferred: international sales. A plus: personal experience purchasing income-generating real estate.

• Education: Bachelor’s degree. Major: economics, finance, international relations, or marketing—preferred but not required.

• Professional Qualifications: Understanding of investment products and the unit economics of income-generating real estate. Presentation and negotiation skills.

• Weekly follow-ups with active partners: discussing potential clients, new opportunities, and project updates

• Onboarding new partners: welcome package, product training session (video call), provision of a calculator and materials

• Supporting partners with materials: project updates, case studies, visualizations, price lists

• Recording clients from partners in the CRM with channel and partner tags

• Transferring a client from a partner to a sales manager with a brief (who the client is, which partner, context)

• Monitoring partner base performance: % of active partners, number of clients over the period, conversion rate

• Participation in industry events (exhibitions, real estate conferences) together with scouts

• Collecting feedback from partners on the product, process, and competitive landscape

• Coordinating commission payments to partners in collaboration with the post-sales and finance departments

Development companies with a partner channel, distribution companies, franchising, B2B sales in the financial sector. Experience in partner network management / account management, onboarding and training partners, working with CRM in the context of a partner channel.

• Education: Bachelor’s degree.

• Professional Qualifications: Account management and partner network management skills. Understanding of the real estate market and the brokerage business. Presentation and training skills

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