Job Description

Job Description

Job Description

Description:

Brown and Buchanan Ventures Company is a veteran-owned and operated vacation rental management company.

We care about owner outcomes, guest experience, and operational follow-through.

We are seeking a results-driven and strategic Business Development Representative (BDR) to drive the growth of our vacation rental management portfolio by signing high-quality homeowners at competitive fees. In this role, you’ll manage the full sales cycle — from market research and lead generation to discovery, proposal, and close — ensuring each new partnership aligns with company goals and performance standards. Your responsibilities include building and maintaining a strong sales pipeline, conducting in-depth discovery conversations, presenting data-backed revenue projections, and negotiating Property Management Agreements (PMAs) with confidence. You’ll also collaborate closely with Onboarding and Field Operations to ensure a smooth handoff and maintain clear communication throughout the owner journey.

If you like clear targets, tight systems, and winning as a team, you'll fit right in.

What You’ll Own:

Go-to-Market & Pipeline

• Build market maps (condos/HOAs, investor groups, realtor channels) and rank by revenue potential.
• Run scalable outbound: call blocks, sequences, events; respond to inbound within hours.
• Maintain greater than 3× pipeline coverage against monthly signing targets; forecast weekly.

Navigate through Discovery, Economics, & Closing

• Diagnose owner goals (income, usage, risk tolerance), timeline, stakeholders.
• Present credible revenue projections (ADR/Occ/RevPAR) with a clear fee story.
• Remove friction—address timing, control, and trust with data and next steps.
• Drive proposals to e-signature —no orphaned opportunities.

Handoff and Feedback

• Set clean expectations with Onboarding & Field Ops (launch dates, scope, success criteria).
• Report weekly: pipeline health, forecast, win/loss themes, market intel; update the playbook.

What Great Looks Like (30/60/90 Days):

Day 30

• Priority market maps done; 400+ prioritized targets in CRM with next steps.
• Sequences live; daily call blocks on calendar; forecast accuracy of 20%.

Day 60

• 18–25 qualified owner meetings/month ; greater than or equal to 70% show rate.
• 6–8 signed PMAs/month at target fee; median cycle less than or equal to 21 days.
• Two referral channels producing net-new leads.

Day 90

• 15+ signed PMAs/month ; fee % at/above target; forecast accuracy of 10%.
• Four active, recurring referral channels.
• Playbook documented (scripts, emails, objection map, proposal templates).

Core KPIs:

1. Signed Units / PMAs (primary)
2. Average fee % / take rate on new PMAs
3. Sales cycle length (leads to signatures)
4. Show rate and proposal win rate
5. Onboarding handoff score (GM rating)
6. Referral-sourced leads (volume & conversion)

Tools You’ll Use:

HubSpot, DocuSign, dialer/SMS tools, Microsoft Teams, Google Workspace, and simple revenue worksheets.

Compensation:

• Base: $52,000–$75,000 Base
• Commission: Uncapped , paid on signed PMAs with tiered accelerators for fee quality and multi-home wins
• OTE (realistic): $150,000–$225,000

Example Plan: base + commission per signed PMA, accelerators at fee % and multi-home thresholds; quarterly bonus for cycle-time and forecast accuracy.

Additional Benefits:

• Health, vision, & dental insurance + 401k and life insurance offerings
• Paid Time Off
• Training and support to enhance skills and knowledge
• A clear path to Head of Growth / Market Development as you scale results
• More coming soon!

Hiring Process:

1. Intro screen
2. Live cold-call & objection role-playing
3. Practical: short proposal & follow-up email
4. Panel interview (Sales, Field Operations, General Manager)
5. References to Offer

Location: Charleston, SC

Must-Haves

• 4–7+ years new-logo sales/BD in real estate, prop-tech, hospitality, or home services.
• Proven hunter-closer: cold calls, discovery, proposal, negotiation, signature.
• Financial fluency: explain owner revenue projections and typical expenses without a script.
• CRM discipline (HubSpot preferred): document, follow through, forecast.

Nice-to-Haves

• STR metrics (ADR, RevPAR, occupancy); HOA/condo ecosystem familiarity.
• Built referral engines that produce monthly deal flow.
• Bilingual (English/Spanish) in certain markets.

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