Regional Director Sales, CoStar Data & Analytics - Arlington, VA

Who is CoStar Group? 

CoStar Group is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces.  Included in the S&P 500 Index, CoStar Group is on a mission to digitize the world’s real estate, empowering all people to discover properties, insights and connections that improve their businesses and lives.  

We have been living and breathing the world of real estate information and online marketplaces for over 35 years, giving us the perspective to create truly unique and valuable offerings to our customers.  We’ve continually refined, transformed and perfected our approach to our business, creating a language that has become standard in our industry, for our customers, and even our competitors.  We continue that effort today and are always working to improve and drive innovation.  This is how we deliver for our customers, our employees, and investors.  By equipping the brightest minds with the best resources available, we provide an invaluable edge in real estate. 

Why CoStar? 

• Proven Success: 90%+ average customer renewal rate and consistent 10%+ year-over-year growth. 

• High Rewards: Competitive base salary with uncapped commissions, exceptional benefits, and exclusive incentives like our annual President’s Club retreat at a luxury destination for top performers. 

• Career Development: Comprehensive onboarding and training experience with a clear path for growth, where top performers enjoy long-term career advancement. 

• Innovative Tools: Access to industry-leading products that give you a competitive edge. 

Role Overview 

As a CoStar Regional Director (RD), you will have overall responsibility for ensuring the development and successful delivery of CoStar’s growth objectives for the business in your assigned region. You will be responsible for growing and developing the region’s revenues by selling new subscriptions to new customers, growing existing customer revenues by up/crossing selling additional/other CoStar services and ensuring high levels of customer service and high renewal rates. 

You will manage a team of sales professionals who are focused on growing new and existing customer business, driving product usage/adoption, preventing reversals, managing accounts and providing outstanding customer service.  

Responsibilities 

• Grow regional/team revenues, meet and exceed annual sales growth targets. 

• Attract, hire, develop, motivate and develop high impact salespeople capable of meeting/exceeding sales quota. 

• Spend 3-4 days per week in the field on sales calls with their salespeople and provide coaching and training as necessary to enhance their sales effectiveness by meeting and exceeding sales quotas. 

• Manage the identification, prioritization and winning of new client relationships as well as the retention and growth of our current clients. Get to know all the major accounts in the market. 

• Monitor sales performance and hold salespeople accountable to the required level of sales activity and client relationships to ensure the achievement of business performance targets and standards. 

• Active management of team members’ weekly activities is essential as is prompt and accurate use of our Enterprise CRM system which captures sales activities, sales pipelines and account assignments. 

• Establish individual and team performance targets that align with overall business goals. Monitor performance and act as necessary, to ensure timely resolution of performance issues and personnel changes required to ensure targets are achieved. 

• Develop and mentor all team members. 

• Ensure CoStar culture and values are adopted by team members. 

Basic Qualifications  

External Candidates  

• 5+ years of experience directly managing 6+ sales professionals, including the ability to attract, hire, train and develop a high performing sales team.  

• Experience being responsible for a recurring revenue book of business more than $10 million in annual revenue. 

Internal Candidates  

• Minimum 5 years of overall sales experience, including 24+ months in a quota-carrying role at CoStar Group, with a strong track record of meeting or exceeding sales targets.  

All Candidates  

• Bachelor's degree required from an accredited, not-for-profit, in-person college/university.

• A track record of commitment to prior employers. 

• Candidates must possess a current and valid driver’s license. 

• Satisfactory completion of a Driving Record/Driving Abstract check prior to start. Driving history must reflect responsible driving behavior and compliance with traffic laws.

• Experience leading sales efforts in a fast-paced, consultative sales model. 

• Experience delivering expected sales results. 

Preferred Qualifications & Skills  

• Client-facing experience in the Commercial Real Estate industry strongly preferred. 

• Demonstrated ability to build long-term and sustainable relationships and business partnerships with clients at all levels. 

• Demonstrated track record of rapidly growing a sales territory or market through organic. growth via a combination of new client acquisition and existing account growth and consistently exceeding sales performance targets over multiple years. 

• Effective internal relationship building skills (superiors, peers, teams, company-wide) and externally (sales channels, customers, etc.). 

• Demonstrated ability to retain proven sales producers and remove non-producers. 

Ideal Traits of Our Sales Leaders  

• Ambitious: Thrive in a competitive, fast-paced environment and are motivated by leading the team numbers to success. Success to you is exceeding your team targets.   

• Adaptable: Quick to learn and apply new concepts in a constantly evolving suite of products across your team.  

• Engaging: Excellent communicator and motivating leader with a client-focused approach, tailoring information to the relevant audience.  

• Curious: Ask insightful questions, demonstrate strong listening skills, and are eager to learn from your leadership peers, your direct reports and customers.  

• Team-Centric: Provide valuable insights and take ownership of your teams success, managing each individual to a successful performance. 

What’s In It For You? 

If you are a driven professional looking for a high-growth, high-reward career, CoStar Group offers the ideal opportunity.  Be part of a best-in-class company with strong year-over-year growth that invests in your success. Enjoy a rewarding atmosphere where you can learn, excel, and grow. 

When you join CoStar Group, you’ll experience a collaborative and innovative culture working alongside the best and brightest to empower our people and customers to succeed.  

We offer you generous compensation and performance-based incentives. CoStar Group also invests in your professional and academic growth with internal training and tuition reimbursement.  

Our benefits package includes (but is not limited to):  

• Comprehensive healthcare coverage: Medical / Vision / Dental / Prescription Drug 

• Life, legal, and supplementary insurance 

• Virtual and in person mental health counseling services for individuals and family 

• Commuter and parking benefits 

• 401(K) retirement plan with matching contributions 

• Employee stock purchase plan 

• Paid time off 

• Tuition reimbursement 

• On-site fitness center and/or reimbursed fitness center membership costs (location dependent) 

• Access to CoStar Group’s Employee Resource Groups 

• Complimentary gourmet coffee, tea, hot chocolate, fresh fruit, and other healthy snacks 

Sponsorship 

We welcome all qualified candidates who are currently eligible to work full-time in the United States to apply. However, please note that CoStar Group is not able to provide visa sponsorship for this position.

The final salary or hourly rate offered for this role will fall within the range set forth below based on a variety of factors, including but not limited to, geographic location, skills, and competencies.
 
Base Compensation: $125,000-165,000 (annually)

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