Director of New Home Sales

Director of New Home Sales 

Full-Time | Salaried Exempt | California Real Estate License Required

Northern California Homebuilder

We are conducting a search for a respected, family-owned homebuilder with deep roots in the Northern California market. This builder is known for delivering quality homes, maintaining strong community relationships, and creating an exceptional homebuyer experience.

We are seeking an experienced Director of New Home Sales to lead community sales operations, coach and mentor a growing sales team, oversee community-level promotional strategy, and help drive a seamless buyer experience from first visit through close of escrow.

This is a hands-on leadership role ideal for a “player/coach” who enjoys being actively involved in the day-to-day sales operation while developing and supporting a high-performing team. The right candidate thrives in a lean, collaborative environment and is comfortable wearing multiple hats within a growing organization.

What You'll Do

Lead & Develop the Sales Team

• Hire, train, coach, and mentor Sales Associates and Sales Hosts across active new home communities
• Conduct regular one-on-one coaching and team meetings focused on conversion, customer experience, and sales performance
• Work alongside the sales team in the field, helping guide customer interactions and support transactions through close
• Establish accountability around CRM usage, lead management, follow-up standards, and reporting
• Help develop and improve sales processes while maintaining a positive, team-oriented culture

Drive Community Sales Performance

• Monitor community traffic, conversion metrics, pricing strategy, and buyer trends
• Partner with leadership on incentives, promotions, and community-level sales strategy
• Collaborate with the internal marketing manager on promotional campaigns, signage, website updates, and community marketing initiatives
• Conduct competitive market analysis including builder pricing, incentives, inventory, and positioning
• Build and maintain strong relationships with local Realtors, lenders, escrow partners, and industry professionals

Support Buyer Experience & Transactions

• Oversee the buyer journey from initial inquiry through close of escrow
• Assist the sales team in navigating contracts, addendums, lender communication, and escrow coordination
• Ensure transactions move efficiently and communication remains proactive throughout the process
• Maintain organized transaction files and assist with appraiser coordination as needed

Leadership & Operations

• Participate in leadership and management meetings
• Provide reporting on sales pipeline, traffic, market conditions, and community performance
• Identify opportunities to improve sales performance, operational efficiency, and customer experience
• Support a collaborative culture built on accountability, communication, and teamwork

What We're Looking For

• Active California Real Estate License required
• 3+ years of leadership experience in new home sales, homebuilding, or residential real estate sales management
• Strong understanding of new construction sales processes, escrow coordination, and buyer experience management
• Proven ability to coach and mentor sales professionals while remaining hands-on in daily operations
• Experience working within a lean, fast-moving environment where adaptability and teamwork are essential
• Strong communication skills, emotional intelligence, and relationship-building ability
• Comfortable balancing initiative and independent thinking with collaboration and alignment across leadership
• Willingness to roll up your sleeves and stay actively involved in both leadership and execution
• Experience with CRM systems, reporting tools, and lead management processes
• Bachelor's degree preferred but not required

Compensation & Benefits

• Base salary approximately $100,000 – $150,000 DOE
• Performance-based bonus/commission opportunity with total compensation potential up to approximately $175,000
• Health benefits and paid time off
• Opportunity to play a visible leadership role within a respected and growing homebuilding organization

Why This Opportunity?

This is an opportunity to join a well-established homebuilder where relationships, reputation, and teamwork matter. The right leader will have the ability to directly impact sales performance, mentor a growing team, collaborate closely with ownership and leadership, and help shape the future growth of the organization while remaining closely connected to the day-to-day operation.