Regional Director, Sales - STR - Nashville, TN
About The Position
As a Regional Director, STR Sales, you will lead, develop, and scale a high performing sales team responsible for driving new customer acquisition, expanding existing relations, and accelerate STR’s growth objectives for the business in your assigned region. This is a hands-on leadership role for a manager who can hire great talent, build structure, drive discipline, and elevate seller execution every single day. You will help build and refine the sales organization - establishing daily routines, coaching cadences, call expectations, pipeline generation standards, and performance accountability across your team. You will work collaboratively with cross-functional teams across STR—such as Sales Enablement, Product, and Marketing —to tailor messaging, optimize sales processes, and equip your team with the specific tools, training, and guidance needed to consistently achieve success in the hospitality and data analytics sector. Your mission is to foster a fast-paced, results-driven sales environment characterized by operational discipline, advanced sales skill development, and a relentless focus on addressing customer needs unique to STR’s business.
Requirements
- Bachelor's degree required from an accredited, not-for-profit, in-person college/university.
- Five or more years of experience directly managing field sales professionals, including the ability to attract, hire, train and develop a high performing sales team.
- A track record of commitment to prior employers.
- Proven ability to meet and exceed individual sales goals.
- Experience managing a CRM and providing regular updates to leadership showing pipeline, areas of need and team and individual progress to goal.
- Travel required, up to 25%.
Nice To Haves
- Fluency in Spanish - both written and verbal.
- SaaS sales experience preferred.
Responsibilities
- Lead and develop a regional inside sales team ensuring consistent execution of a fast-paced and effective inside sales process.
- Hire, motivate, develop, and retain a high-impact sales team capable of achieving and surpassing sales quotas, fostering a culture of accountability, urgency, and customer-first thinking in line with STR’s mission to empower hotels with actionable market intelligence.
- Actively engage with your team on client calls—conducting call reviews, role plays, and providing real-time coaching and training tailored to STR’s sales frameworks and talk tracks—to enhance sales effectiveness and drive quota attainment.
- Oversee the identification, prioritization, and acquisition of new client relationships, as well as the retention and growth of existing clients, by leveraging STR’s unique integration with CoStar and the value of industry-standard data offerings.
- Serve as a liaison between your team and other departments—including Sales Enablement, Product, and Marketing—to resolve issues, refine messaging, support onboarding, and deliver skills-based training that reinforces the adoption of STR’s data-driven sales approach.
- Monitor and inspect sales performance rigorously, holding salespeople accountable to the required level of sales activity, CRM accuracy, and client engagement to ensure business performance targets and operational standards are consistently achieved.
- Collaborate with the Regional Vice President (RVP) to establish clear individual and team performance targets aligned with STR’s strategic business goals; proactively monitor progress, and implement timely actions or personnel changes as needed to maintain high performance.
- Develop, mentor, and coach all team members through structured 1:1 performance conversations, ongoing feedback, and career development plans, ensuring continuous improvement and talent growth within the STR organization.
- Facilitate weekly team operating rhythms—including pipeline and performance reviews, skill coaching, and team stand-ups—to ensure alignment with STR’s sales targets and business objectives.
- Provide executive-level insights on regional performance, customer feedback, competitive trends, and emerging opportunities to help shape STR’s market position and drive product adoption.
- Champion STR and CoStar’s mission and values, consistently modeling and reinforcing a standard of excellence in hospitality data analytics throughout your region.
Benefits
- Comprehensive healthcare coverage: Medical / Vision / Dental / Prescription Drug
- Life, legal, and supplementary insurance
- Virtual and in person mental health counseling services for individuals and family
- Commuter and parking benefits
- 401(K) retirement plan with matching contributions
- Employee stock purchase plan
- Paid time off
- Tuition reimbursement
- On-site fitness center and/or reimbursed fitness center membership costs (location dependent), with yoga studio, Pelotons, personal training, group exercise classes
- Access to CoStar Group’s Diversity, Equity, & Inclusion Employee Resource Groups
- Complimentary gourmet coffee, tea, hot chocolate, fresh fruit, and other healthy snacks
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What This Job Offers
Job Type
Full-time
Career Level
Manager
