Director of Business Development

Job description

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 accuracy 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

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

Demand & 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.

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Worksite address

atlanta, GA, 30383, US

Who can apply

Review the original listing for work authorization, qualifications and employer requirements.