Director of Business Development

Founded in January 2009 by Lindy Ware and Debbie Conley and currently owned by McCann Realty Partners, Pegasus Residential is a purpose-built third-party property management firm with a bold vision: to raise the standard of multifamily management. Specializing in institutional-grade service across a variety of asset classes and markets, Pegasus currently manages approximately 50,000 apartment homes for institutional clients, partnerships, and individual owners throughout the Southeastern United States.

POSITION SUMMARY

The Director of Business Development is a senior leadership role responsible for driving the acquisition and expansion of Pegasus's third-party property management portfolio. This position oversees all aspects of the department's business development functions-including prospect research, pitch strategy, proposal development, RFP management, and financial analysis-while directly managing a Business Development Specialist and a Financial Analyst. This position exercises substantial discretion and independent judgment in evaluating business opportunities, developing growth strategies, managing client pursuits, and supporting organizational expansion initiatives.

The ideal candidate brings deep knowledge of the multifamily property management industry, a track record of winning new business, strong financial acumen, and the organizational discipline to manage multiple pursuits simultaneously. Working closely with the SVP of Sales Strategy, this role is both a strategic contributor and an operational driver-ensuring every pitch, proposal, and client interaction reflects the Pegasus brand at its best.

KEY RESPONSIBILITIES

• Growth Strategy & Business Development
• Develop and execute strategic business development plans to grow the third-party management portfolio in partnership with the SVP of Sales Strategy
• Identify and pursue new management opportunities across property owners, developers, REITs, and investment groups
• Build and maintain strong relationships with owners, asset managers, brokers, and industry partners
• Conduct proactive outbound outreach-including proactive outbound business development outreach and multi-channel client communication-to expand the active prospect pipeline Pitch & Proposal Management
• Lead the end-to-end development of management proposals, RFP responses, and client presentations
• Organize and manage all RFP and pitch deliverables, correspondence, files, and workflow tracking to ensure timely execution
• Develop and deliver operational strategies for pitches, including rent recommendations, staffing plans, expense alignment, absorption schedules, and revenue opportunities
• Coordinate directly with Operations teams for market insight, strategy refinement, and final deliverable approvals
• Organize and circulate pitch materials to the team; facilitate practice pitches and support presentation logistics for client meetings Financial Analysis & Review
• Review proformas prepared by the Financial Analyst and Operations teams for strategic alignment, EGI opportunities, controllable expense management, and NOI enhancement
• Audit T12s to verify Other Income is accurately captured and identify incremental revenue opportunities; scrub for potential COE reductions, with particular attention to G&A and R&M line items
• Review absorption schedules tied to lease expirations, market conditions, and stabilization timelines
• Oversee the department's financial analysis function, ensuring proformas, high-level income and expense summaries, and detailed budgets are prepared accurately and on schedule per client requirements Team Leadership & Development
• Directly manage the Business Development Specialist and Financial Analyst through structured weekly 1:1s and regular check-ins to monitor RFP and pitch workflow and timelines
• Coach and develop team members on pitch preparation, deliverable alignment, and strategies to win
• Support the onboarding and training of new Regional Managers on pitch processes and presentation best practices Cross-Functional Collaboration
• Collaborate cross-functionally with Operations, Marketing, Transitions, Asset Management, and Senior Leadership to ensure a seamless and compelling representation of Pegasus during the sales process and through onboarding
• Partner with Regional and Executive Leadership to align growth goals with operational capacity
• Manage client follow-up communications, address post-pitch questions, and maintain active engagement throughout the pursuit cycle
• Perform any other duties as assigned by supervisor(s)

QUALIFICATIONS REQUIRED

• Bachelor's degree in Business, Real Estate, Marketing, or a related field and/or 5-10+ years of experience in business development, real estate, property management, or related sales roles
• Strong understanding of third-party property management operations and financial structures
• Excellent communication, presentation, and negotiation skills
• Demonstrated ability to build and sustain relationships with property owners, investors, and industry stakeholders
• Proficiency with CRM and business intelligence tools, including HubSpot, RealPage BI Analytics, DOMO, or similar platforms Preferred
• Established network within the multifamily or commercial real estate industry
• Experience managing management transitions and new property onboarding
• Real estate license and/or industry certifications (CPM, CAM, CCIM, etc.)
• Experience responding to institutional RFPs and preparing formal management proposals

KEY SKILLS

• Business development and sales strategy
• Relationship management and client acquisition
• Real estate and property management industry knowledge
• Contract negotiation
• Financial modeling and operational analysis
• RFP and proposal development
• Presentation and pitch delivery
• Strategic planning and pipeline management
• Team leadership and cross-functional collaboration

PERFORMANCE METRICS

• Pipeline volume, activity, and conversion rates
• Revenue growth attributed to new business development
• Team productivity and on-time delivery of pitch and RFP deliverables

COMPENSATION & BENEFITS

• Competitive base salary with commission and performance bonus structure
• Must have reliable personal transportation; travel expenses reimbursed per company policy
• Comprehensive benefits: medical, dental, vision, and retirement plan
• 15 days of PTO plus 14 paid company holidays
• Professional development support, including industry association membership
• Employee referral bonus: $1,000-$1,500

REPORTING STRUCTURE

Location: Atlanta, GA (Preferred) Travel: Approximately 25% or as business needs dictate Reports To: SVP of Sales Strategy Direct Reports: Business Development Specialist, Financial Analyst Works Closely With: Regional Managers, Operations Teams, Marketing, Transitions, Asset Management, and Executive Leadership ADA /

REASONABLE ACCOMMODATION

Pegasus Residential is committed to providing equal employment opportunities to qualified individuals with disabilities in accordance with the Americans with Disabilities Act (ADA) and applicable law. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position unless doing so would create an undue hardship on business operations. Employees who require an accommodation should notify Human Resources or their supervisor to begin the interactive process. PHYSICAL

DEMANDS & WORK ENVIRONMENT - The physical demands and work environment characteristics described here are representative of those an employee may encounter while performing the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions. This position primarily operates in a professional office environment but also requires regular travel to client sites, industry events, conferences, and multifamily properties. The employee is regularly required to:

• Sit for prolonged periods while working at a computer or attending meetings
• Communicate effectively in person, virtually, and by telephone
• Prepare and deliver presentations to clients, leadership teams, and industry partners
• Travel by car and/or airplane as business needs require
• Occasionally stand, walk properties, tour apartment communities, and attend onsite meetings or events
• Occasionally lift and transport materials, presentation equipment, laptops, or marketing materials up to approximately 15-20 pounds The position may require flexibility in scheduling, including occasional early morning, evening, or overnight travel associated with business development activities, conferences, or client meetings.