The posting
WHO WE ARE:
The world’s finest art, automobiles, and antiques are sold at auction—so too is luxury real estate. Enter the smart way to buy and sell luxury properties. Our expert team curates the world’s finest properties, matches them with the most capable property connoisseurs from across the globe, and facilitates easy, market-driven transactions.
Since 2008, we have closed over $5B in luxury properties, with the typical sale ranging between $2.5M and $30M—and are dominating the $20M-plus industry. Our business has spanned the globe, including 46 US states and 38 countries, and we host a database of nearly 1 billion global contacts. Majority owned by Sotheby’s, the world’s premier destination for fine art and luxury goods, and Compass (NYSE: COMP), Concierge Auctions continues to operate independently, partnering with real estate agents affiliated with many of the industry's leading brokerages to host luxury property auctions for clients.
THE POSITION:
Concierge Auctions is seeking an experienced, results-driven Sales Manager to oversee our Sales Development Representative (SDR) team and a small team of Business Developers (BDs).
This is a hands-on role focused on driving sales performance through clearly defined KPIs, consistent reporting, accountability, and ongoing coaching and development. The ideal candidate will have a proven track record of sales success, strong experience establishing and managing performance metrics, and the ability to develop high-performing sales professionals.
A key focus of this position will be training and developing Business Developers who are newly transitioning into their roles, while ensuring both teams consistently meet activity, pipeline development, and sales performance objectives.
RESPONSIBILITIES:
Sales Performance & KPI Management
- Establish, implement, and manage clear, measurable KPIs for the SDR and BD teams, aligned with company objectives.
- Consistently monitor individual and team performance against established KPIs, ensuring accountability and progress toward goals.
- Develop and maintain regular KPI reports and performance dashboards to provide senior leadership with clear visibility into sales activity, pipeline development, conversion rates, and overall team performance.
- Deliver consistent weekly and monthly performance reports, highlighting KPI attainment, trends, performance gaps, and actionable recommendations.
- Analyze sales data to identify areas of underperformance, proactively implement corrective action plans, and monitor progress toward improvement.
- Conduct regular one-on-one meetings, pipeline reviews, and performance assessments to ensure team members remain on track.
- Leverage CRM systems and sales analytics to ensure accurate data, reliable reporting, and informed decision-making.
Team Leadership, Training & Development
- Provide day-to-day leadership, direction, and accountability for the SDR team and Business Developers.
- Develop and deliver structured sales training and coaching programs to improve prospecting, lead qualification, relationship development, negotiation, and closing skills.
- Lead the onboarding and development of newly transitioned Business Developers, ensuring they understand their responsibilities, sales processes, and performance expectations.
- Conduct regular coaching sessions, call reviews, and pipeline reviews to strengthen individual performance.
- Identify individual skill gaps and create targeted development plans to improve sales effectiveness.
- Foster a high-performance, results-oriented culture built on accountability, continuous improvement, and professional development.
Sales Execution & Process Improvement
- Oversee daily sales activities to ensure consistent prospecting, lead generation, follow-up, and pipeline development.
- Ensure SDRs are effectively generating and qualifying opportunities and Business Developers are advancing relationships and opportunities through the sales pipeline.
- Evaluate sales processes, identify inefficiencies, and implement improvements to increase productivity and conversion rates.
- Partner with senior leadership to align team priorities, performance expectations, and sales initiatives with broader business objectives.
- Maintain accurate CRM data, pipeline visibility, and consistent reporting practices across both teams.
Requirements
EDUCATION AND EXPERIENCE:
- Bachelor's degree in Business, Marketing, or a related field preferred.
- Minimum of 5 years of progressive sales experience, including demonstrated success in a quota-driven environment.
- Minimum of 3 years of experience managing, coaching, and developing sales teams.
- Proven track record of achieving or exceeding individual sales targets and driving measurable improvements in team performance.
- Demonstrated expertise in establishing, tracking, reporting on, and managing sales KPIs, with a strong ability to hold teams accountable for results.
- Experience training and developing sales professionals, particularly those transitioning into new sales roles.
- Experience in luxury real estate, high-value transactions, or relationship-driven sales environments preferred.
SKILLS AND ABILITIES:
- Demonstrated expertise in KPI reporting, sales analytics, and performance dashboards, with the ability to translate data into actionable insights and clearly communicate results to senior leadership.
- Strong analytical skills with the ability to interpret sales data, identify performance gaps, and implement actionable improvements.
- Exceptional coaching, mentoring, and performance management capabilities.
- Deep understanding of sales pipelines, prospecting strategies, lead qualification, and conversion metrics.
- Ability to establish clear expectations, provide constructive feedback, and address underperformance effectively.
- Strong organizational and time management skills with the ability to manage multiple teams and priorities.
- Excellent communication, interpersonal, and leadership skills.
- Proficiency in CRM systems, sales reporting tools, and Google Workspace.
- Ability to lead and motivate remote teams while maintaining consistent engagement and accountability.
PERSONAL ATTRIBUTES;
- Highly accountable, results-driven, and proactive.
- Hands-on leader who leads by example and takes ownership of team performance.
- Strong commitment to coaching, developing, and elevating others.
- Data-driven and detail-oriented, with a disciplined approach to performance management.
- Comfortable having difficult conversations and addressing performance challenges directly.
- Collaborative, adaptable, and effective in a fast-paced environment.
WORKING CONDITIONS:
- Remote work environment with regular collaboration across teams.
- Occasional travel may be required.
- Flexibility to accommodate business needs and peak transaction periods.
Benefits
BENEFITS & PERKS:
- Competitive salary and performance-based bonus opportunity.
- Open PTO plan.
- Medical, dental, and vision insurance benefits.
- Collaborative and energetic work environment.
- Career development opportunities.
- Remote work flexibility.
