Who We’re Looking For

At The Pace of Richmond, we’re not just filling a managerial role — we’re seeking visionary leadership. We want a Director of Sales who combines deep industry experience, strategic acumen, and a heartfelt commitment to people. The ideal candidate will bring 3+ years of real estate expertise, a solid history of production success, and proven leadership or management skills. They lead by example, motivate through action, and hold their team accountable with both empathy and precision.

This leader will be based in Richmond, VA, thriving in a dynamic, structured, flexible, and collaborative environment. They understand that responsiveness builds trust and that true leadership is about fostering clarity, alignment, and delivering results—not exerting control. Their priority is empowering agents to expand their businesses, not just boosting sales numbers.

We are assembling a premier, culture-focused real estate team in Central Virginia, and we seek a leader ready to support agents through coaching, accountability, and inspiration — while continuing to grow personally and professionally.

Who They Are

Our ideal Director of Sales is a licensed real estate professional who has navigated both the highs and lows of the industry. They have likely thrived as a top-producing agent, team leader, or mentor, with a natural ability to influence, inspire, and connect. Their strong organizational and communication skills enable them to seamlessly shift between strategic planning and hands-on coaching — whether guiding an agent through mindset challenges in the morning or crafting growth strategies in the afternoon.

They excel at cultivating relationships, developing talent, and driving tangible results. Competitive yet collaborative, they find fulfillment not only in their own success but in helping others achieve theirs. Comfortable 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 see leadership as stewardship — an opportunity to serve others and elevate performance through clarity, care, and consistency.

What Drives Them

This individual is motivated by impact and growth — a passion for helping others achieve their goals while advancing their own leadership path. They aspire to lead a high-performing sales team supported by robust systems, resources, and a track record of success. Their focus is on results, relationships, and reputation — committed to building something lasting rather than transactional.

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

Mindset Qualities

Our perfect Director of Sales is coachable, growth-minded, and entrepreneurial. They embrace an abundance mindset, recognizing that individual growth fuels collective success. They may be transitioning from a “do-it-all-yourself” mentality to one that embraces 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 — for both their team and themselves. They understand that sustained success comes from a strong culture, dependable systems, and high standards balanced with genuine care. They are comfortable having difficult conversations when those discussions promote growth and alignment.

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

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

$75,000 - $130,000 USD Yearly

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.