Director of Sales

Summary

Who We’re Seeking

At The Pace of Richmond, we’re searching for more than just a manager — we want a visionary leader. Our ideal Director of Sales brings a blend of extensive industry knowledge, strategic insight, and a genuine dedication to people. Candidates should have 3+ years of real estate experience, a proven track record of production achievements, and demonstrated leadership or management capabilities. They lead by example, inspire through action, and hold their team accountable with both empathy and precision.

This role is based in Richmond, VA, within a dynamic, structured, flexible, and collaborative environment. The successful candidate understands that responsiveness fosters trust and that true leadership is about creating clarity, alignment, and delivering results—not exerting control. Their main focus is empowering agents to grow their businesses, not just increasing sales figures.

We are building a top-tier, culture-driven real estate team in Central Virginia, and we need a leader who can support agents through coaching, accountability, and motivation — while continuing their own personal and professional growth.

Who They Are

Our perfect Director of Sales is a licensed real estate professional who has experienced the full spectrum of the industry. They have likely excelled as a top-producing agent, team leader, or mentor, with a natural talent for inspiring, influencing, and connecting with others. Their strong organizational and communication skills allow them to fluidly move between strategic planning and hands-on coaching — whether helping an agent overcome mindset challenges in the morning or developing growth strategies in the afternoon.

They thrive at building relationships, nurturing talent, and driving measurable results. Competitive yet collaborative, they find satisfaction not only in their own achievements but in helping others succeed. Comfortable working with data, KPIs, and metrics, they never lose sight of the people behind the numbers.

Grounded, decisive, and self-aware, they bring energy, direction, and accountability to the team without micromanaging. They view leadership as stewardship — an opportunity to serve others and elevate performance through clarity, care, and consistency.

What Motivates Them

This individual is driven by impact and growth — passionate about helping others reach their goals while advancing their own leadership journey. They aspire to lead a high-performing sales team supported by strong systems, resources, and a history of success. Their focus centers on results, relationships, and reputation — committed to building something enduring rather than transactional.

They seek a workplace where purposeful leadership, collaboration with talented colleagues, and visible progress in people and performance are the norm. They value mentorship, structure, and partnership with leadership that champions innovation, culture, and accountability. Ultimately, they aim to create a lasting legacy — generating wealth and opportunity for themselves and those they lead.

Mindset Attributes

Our ideal Director of Sales is coachable, growth-oriented, and entrepreneurial. They embrace an abundance mindset, understanding that individual growth drives collective success. They may be evolving from a “do-it-all-yourself” approach to one that values delegation and teamwork. They are open to challenging old habits, adapting to change, and thinking like a business owner.

They prioritize clarity, feedback, and accountability — both for their team and themselves. They recognize that sustained success stems from a strong culture, reliable systems, and high standards balanced with genuine care. They are comfortable engaging in difficult conversations when those discussions foster growth and alignment.

Responsibilities

What You’ll Do

These are the standards a well-above-average performer will maintain or exceed:

• Lead the mission and vision of The Pace of Richmond
• Hire, train, coach, and hold accountable all agents to their goals
• Recruit quality agents to the team — recruiting is one of the top priorities for this role
• Prospect your database for leads that you can refer to the team - this is an additional income generator for this role.
• Consult with clients to ensure fiduciary service of the real estate transaction from initial contact through contract to close
• Respond to all new leads and refer to agents on the team (until this position can be created as a full-time role)
• Develop expert knowledge regarding mortgage financing, neighborhoods, schools, and all homeownership issues

Essential Duties and Responsibilities

• Lead generate for agents and new clients (to refer to the team) and follow up with any new leads daily
• Hire, train, and coach all local agents
• Oversee all agents of the sales team, providing accountability, support, and guidance

Communications / Interactions

• Agent Recruits / Candidates – daily
• Team Agents – daily
• Buyers/Sellers/Vendors – daily
• Database - daily
• Team Leadership - weekly

Management Responsibilities

• All sales agents

Qualifications

Knowledge / Skills

• Accountability-based leadership
• Excellent at building rapport
• People-oriented
• Strong written and verbal communication skills
• Understanding and ability to track KPI’s
• Good organizational skills
• Learning-based
• Able to build and lead a team
• Willing to learn scripts and dialogues
• High school graduate
• Active real estate license
• 3+ years of industry and sales experience preferred
• 1–3 years of management experience preferred
• Proven success in agent recruiting and retention

About-our-team

The Pace of Richmond is not your typical real estate team — we’re a family of entrepreneurs committed to growth, energy, learning, productivity, collaboration, fun, and giving. We move fast, care deeply, and expect excellence — not perfection.

We don’t do drama. We don’t do complacency. We thrive in a no-ego, all-in environment where everyone is working toward shared success. Our culture is collaborative, driven, and learning-based — designed to help people live bigger, earn better, and grow faster.

The right DOS will not only fit this culture — they’ll help elevate it. They’ll be the heartbeat of our sales organization, ensuring every agent is growing, performing, and aligned with our mission: to impact and serve our community, allowing people to ultimately achieve their dreams.

We use data, systems, and coaching to drive results, but it’s our culture that keeps people thriving. We don’t view this role as just a position — we view it as a partnership in leadership. Together, we’ll build the best place in Central Virginia for agents to grow their businesses, their wealth, and their lives.