Director of Multifamily Portfolio Management

Role Summary

The Director of Multifamily Portfolio Development is responsible for driving strategic growth within the multifamily vertical by:

Personally selling multifamily accounts

Securing portfolio-level relationships (management companies, asset managers, and owners)

Enabling cross-property revenue across the sales team

Building and refining the multifamily vertical strategy

This is a quota-carrying role with segment leadership responsibility.

Core Responsibilities

Personal Revenue Production:

Carry a personal annual production target of $700k

Prospect, estimate, and close multifamily opportunities

Maintain pricing discipline aligned with company margin standards

Drive average deal size above current multifamily baseline

Portfolio Penetration:

Identify and secure owner-level multifamily relationships

Establish direct access to portfolio decision-makers

Introduce and coordinate cross-property selling opportunities

Document all sourced portfolio introductions in CRM

Vertical Strategy Leadership:

Define and refine Multifamily ideal customer profile

Lead association strategy (HAA, AAA, BCSAA, TAA, NAA)

Develop multifamily messaging, objections, and case studies

Draft and maintain Multifamily Sales Playbook

Team Enablement:

Facilitate documented introductions to other reps when appropriate

Improve win rates within multifamily segment

Increase average contract value and reduced customer churn

Coordinate with Operations to ensure strong portfolio execution

Compensation Summary

Base Pay: $90,000

Personal Commission:

$700k annual target

2% up to $1M net booked sales, 4% above $1M net booked sales

Facilitation Commission: 2% commission on portfolio-level deals

Portfolio-level only, not single-property deals

Facilitation must be documented in CRM

$40K commission cap

Paid after invoice collection

6-month performance review tied to defined KPIs

First 6-Month KPIs (by end of month 6)

$700K qualified pipeline

$350K closed revenue

$550K total revenue booked pace (personal + portfolio)

Average multifamily deal size above company baseline

Portfolio KPIs:

Minimum 2 owner-level portfolio relationships secured

At least 1 portfolio producing revenue

$500K documented portfolio-sourced pipeline

All introductions documented in CRM

No documentation = no commission.

Market Position KPIs

Active membership and engagement in key multifamily association(s): HAA, AAA, BCSAA, TAA, NAA?

At least one speaking slot, panel role, or sponsored event secured per month

Multifamily vertical strategy draft completed:

Multifamily ideal customer defined and documented (Jesko has done a lot of prep work on this)

Clear portfolio pricing strategy developed

Multifamily jobs at or above target man-hour rate

No systematic discounting to win deals