Yardi is seeking a dynamic and experienced Team Leader to lead our Mid-Market Commercial team of Sales Executives, driving sales of Yardi solutions within an assigned territory. In this role, you'll manage full sales cycles from lead generation to closing, meet individual sales goals, and develop strong client relationships. You will oversee the execution of sales strategies for the Mid-Market Commercial segment, ensuring your team meets performance targets and delivers exceptional service. Participate in marketing events, utilize CRM systems to track activities, and provide guidance to your team to ensure they execute their essential functions effectively. If you're passionate about sales, leadership, and making an impact in the commercial real estate industry, this is a unique opportunity for you!

What You'll Do:

Sales

• Use extensive knowledge of all assigned Yardi products, clients/prospects, industry conditions, and competition to present value propositions to maintain a sufficient pipeline and meet individual sales goals.

• Research, call, and qualify each account in assigned territory.

• Identify and develop strong relationships with all key decision makers and develop a deep understanding of the business needs for every client/prospect assigned to you.

• Conduct in-person or web meetings each month with executive level personnel to deliver roadshow or product demonstrations at the frequency and standard required.

• Execute full sales cycles, including lead-generation; discovery and goal-setting; pricing, packaging, and positioning; RFP management; negotiating; and closing.

• Provide continuous account management support for contract-related matters.

• Utilize internal CRM diligently, recording all client activities, sales opportunities, and forecasts per training guidelines.

• Participate in marketing events to promote Yardi Systems and our products/services.

• Review individual account and pipeline reports weekly, performance reports monthly, and meet with management monthly to verify proper execution of sales strategy within the assigned territory.

• Completes annual certifications for assigned products per training guidelines and continually expand product knowledge and demonstration skills by presenting solutions to clients and/or prospects.

Management

• Lead a team of Sales Executives, ensuring proper execution of sales strategy to meet team sales goals.

• Identify and develop strong relationships with key decision makers and develop a deep understanding of the business needs for the key accounts assigned to sales team.

• Review deals, address escalations, assist in negotiations and RFP responses, and provide training to team members to ensure their proper execution of sales cycles and utilization of CRM and sales tools.

• Ensure all team members complete required annual certifications in the timeframe specified in the training guidelines.

• Review team account and pipeline reports weekly, performance reports monthly, and meet with individual Sales Executives monthly or more frequently when needed to ensure proper individual execution.

• Meets monthly with Commercial Sales Director to ensure proper team execution.

• Proactively recommend corrective actions for non-performing individuals.

Who You Are:

• Bachelor's Degree or commensurate experience.
• Five plus (5+) years of successful sales experience.
• Experience recruiting and hiring skilled sales professionals.
• Thorough understanding of sales cycle management principles such as cold-calling; lead-generation; discovery and qualification; pricing, packaging, and positioning; proposal development; contract negotiation; and closure.
• Extensive experience with Microsoft Office Suite, including Outlook, Word, and Excel.
• Demonstrated record of generating sales results.
• Proven presentation and demonstration experience.
• Ability to Commit to up to 50% US-based travel.

Ideal to Have:

• Yardi domain experience.

• Industry expertise in property management and accounting principles.

Real Estate runs on Yardi. About Us:

Yardi pioneers the property tech industry by seamlessly blending 40 years of tradition with forward-thinking innovation. We've created a team of over 9,000 employees in over 40 locations around the globe dedicated to making great real estate software products. We offer a dynamic work environment, comprehensive training programs, and abundant opportunities for career growth.

Discover the Yardi Difference:

Yardi is more than just a software company - we are dedicated to creating a positive impact in our communities. Annually, Yardi extends philanthropic support to organizations chosen by our employees. Our team has contributed to over 350 nonprofits globally, demonstrating our commitment to various causes and communities.

Our award-winning culture, consistently recognized by Glassdoor's prestigious "Best Place to Work", fosters support, collaboration, and growth. We prioritize your well-being with comprehensive benefits, including 100% paid employee medical premiums, company profit-sharing plan, and flexible work arrangements.

Annual compensation range $85,000 - $95,000

All submissions for open positions should be received through Yardi's applicant portal, accessed from Yardi's corporate website.

EOE/Race/Gender/Disability/Vets

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