Who We’re Looking For

At The Pace of Richmond, we’re not hiring managers — we’re investing in a leader. We’re looking for a Director of Sales who combines experience, strategic thinking, and heart for people. Someone with 3+ years of real estate experience who’s been in production, knows what it takes to win in this business, and has proven leadership or management experience. They understand how to lead by example, inspire through action, and hold others accountable with both empathy and precision.

This individual is based in Richmond, VA, and thrives in a responsive, structured, flexible, and collaborative environment. They understand that speed builds trust — and that leadership is not about control, but about creating clarity, alignment, and results. This is someone who wants to help agents grow businesses, not just sell more homes.

We’re building a top-performing, culture-first real estate team in Central Virginia, and we want someone who’s ready to lead agents through coaching, accountability, and inspiration — while continuing to grow themselves personally and professionally.

Who They Are

Our ideal DOS is a licensed real estate professional who’s seen both the highs and challenges of the industry. They’ve likely served as a top-producing agent, team leader, or mentor, and have an innate ability to influence, inspire, and connect with others. They have strong organizational and communication skills, and can seamlessly switch between strategy and action — from coaching an agent through mindset barriers in the morning to building out growth systems in the afternoon.

They thrive on building relationships, developing talent, and driving results. They are naturally competitive yet deeply collaborative. They find fulfillment not just in their own success, but in helping others reach theirs. They’re comfortable with data, KPIs, and metrics — but they never lose sight of the people behind the numbers.

They are grounded, decisive, and self-aware — someone who can 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 person is motivated by impact and growth — the desire to help others achieve their goals while continuing to elevate their own leadership journey. They want to lead a high-performing sales organization with systems, support, and a proven track record of success. They are driven by results, relationships, and reputation — they take pride in building something sustainable, not just transactional.

They crave an environment where they can lead with purpose, collaborate with talented peers, and see tangible progress in people and performance. They want mentorship, structure, and partnership with leadership that values innovation, culture, and accountability. Ultimately, they’re driven to create a legacy — building both wealth and opportunity for themselves and the people they lead.

Mindset Considerations

Our ideal DOS is coachable, learning-based, and entrepreneurial. They operate with an abundance mindset — knowing that growth for one means growth for all. However, they may need support in shifting away from the “I have to do it all myself” mindset to one that embraces leverage and delegation. They must be willing to challenge old habits, adapt to change, and think like a business owner.

They value clarity, feedback, and accountability — not just for their team but for themselves. They understand that success comes from consistency, culture, and systems. They know how to balance high standards with genuine care, and they’re not afraid of tough conversations when they come from a place of 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

This is a commission based position.

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.