General Manager

Smart City Locating; Nashville (TN); On-site; USD 100,000 - 408,000; Full time

Job summary

Smart City Locating in Nashville, TN seeks a General Manager to lead market sales, recruit and develop the agent bench, and drive a five-star client and agent experience. The GM will manage Sales Managers and Agents, set KPI targets, and ensure compliance with brokerage requirements as the Designated Managing Broker.

Requirements include 5+ years in sales with leadership experience, a current real estate broker license in the market, or the ability to obtain one.

Qualifications

• Bachelor’s degree or equivalent practical experience.
• 5+ years of sales experience with 2+ years leading a sales team or sales managers.
• Demonstrated accountability for sales results and team performance.
• Experience in a high-growth environment; real estate or brokerage experience preferred.
• Active real estate broker license in the market's state, or ability to obtain one within timeline.

Responsibilities

• Lead day-to-day market sales operation including lead conversion, leases, and revenue.
• Own market KPIs and drive performance to five-star standards.
• Develop Sales Managers and Agents through coaching and reviews.
• Own recruiting, hiring, and onboarding for the market's sales force.
• Ensure exceptional client and agent experience across the market.
• Collaborate with cross-functional teams to align market strategy.

Skills

Data-driven leadership

Coaching & development

Recruiting

CRM tools

Clear communication

Ambiguity tolerance

Education

Bachelor’s degree or equivalent practical experience

Tools

CRM and sales-technology tools

Sales analytics

Job description

ABOUT THE COMPANY

Smart City Locating (SCL) is a high-growth, people-first real estate company operating two business lines: an apartment locating business and a residential Realty division (Smart City Realty, or SCR), serving clients across multiple markets with continued expansion. The company is built on delivering an “out of this world” client experience and a five-star standard for both clients and agents. Backed by a private-equity partnership, the company scales its markets through strong local leadership and disciplined operating systems.

The Leasing and Sales organization delivers an “out of this world” client experience across every market and business line, converting assigned leads into closed leases and home sales, and building the agent force that powers the company’s growth.

POSITION SUMMARY

The General Manager is the sales leader of their market. Reporting to the Director, Leasing & Sales | Market Expansion, the GM owns the day-to-day sales operation: converting company-generated leads into closed leases and home sales, building and developing the agent force, and delivering a five-star client and agent experience in every interaction. The GM leads and develops Sales Managers and Agents, holds the team accountable to sales KPIs and operating standards, and drives the recruiting and talent pipeline that powers market growth. Supporting departments operate through their own vertical reporting structures; the GM’s mandate is the sales force. The GM is the standard-bearer for Smart City’s core values in their market and executes with the mindset that the client and agent always come first. The GM also serves as the Designated Managing Broker, or state equivalent broker of record, for Smart City Locating in their market, holding an active broker license in that state and carrying the supervisory and compliance responsibilities that come with it.

ESSENTIAL FUNCTIONS

Market Sales Leadership

• Own the day-to-day sales operation in the assigned market: lead generation conversion, closing rate, leases, revenue, and revenue per agent.
• Own the sales KPIs for the market: close rate, Gong rate, average invoice amount (AIA), leases, and revenue. Bottom line: get your market producing at a five-star standard.
• Set agent and Sales Manager goals, manage performance through a regular review cadence, and hold the team accountable to ramp milestones and KPI targets.
• Identify improvement opportunities within the sales team to drive increased revenue and closing rate, and report market performance and needs to the Director, Leasing & Sales | Market Expansion.

Agent and Sales Manager Development

• Lead, coach, and develop Sales Managers through regular 1:1s and performance reviews, building their capability to run the sales floor independently.
• Coach and develop agents directly and through Sales Managers, with a focus on conversion, client experience, and career growth.
• Build Sales Managers into future GMs; your development of the people around you directly determines how large your market can grow.
• Deliver Smart City Academy (SCA) training and onboarding to new agents in the market, in partnership with the Director, Leasing & Sales | Market Expansion who builds the curriculum.
• Own the agent goal-setting process and conduct regular performance reviews, motivating and building trust with team members.

Recruiting and Talent Pipeline

• Own recruiting, hiring, and onboarding for the sales force in the assigned market.
• Build a real talent pipeline, not just backfilling open seats, and maintain a bench deep enough to sustain market growth.
• Retain top producers through strong leadership, culture, and career development, including growing Locators into licensed Realtors through the SCR path.
• Contribute to the GMiT bench by surfacing high-potential talent from within the market.

Client and Agent Experience

• Responsible for an exceptional and consistent client and agent experience throughout the assigned market, upholding the five-star review standard (Google, Yelp, Glassdoor, etc.).
• Handle client escalations with care and make people-first decisions that protect the Smart City standard.
• Cascade company-wide communications to the local team and ensure the market operates in alignment with company values and standards.

Cross-Functional Collaboration

• Collaborate with Property Success, Marketing, and CX to ensure department updates are communicated to the sales force and that local sales strategies align with broader company direction.
• Partner with the Director of Market Expansion on community and property relationships where it supports leasing activity and agent productivity.
• Partner with the Marketing team to support lead generation: monitor qualified lead flow in CRM round robin, motivate agents to join rotation during peak lead times, and support local brand-building events.
• Lead cross-departmental market meetings and communicate regularly with local team members and department partners.

Technology and Operations

• Drive CRM adoption and data hygiene across the sales team, holding Sales Managers and Agents accountable to usage standards that keep reporting accurate and performance visible.
• Champion adoption of sales technology tools across the market, ensuring the team is trained and operating in the tools from day one.
• Create periodic reports of market and team performance insights for the Director, Leasing & Sales | Market Expansion.

SUPERVISORY RESPONSIBILITIES

Directly manages Sales Managers and Agents within the assigned market, including goal-setting, coaching, performance management, hiring, and development. Supporting departments (Property Success, Marketing, CX, Finance) operate through their own vertical reporting structures and are not direct or indirect reports of the GM. The GM leads cross-departmentally through collaboration and influence.

MEASURES OF SUCCESS (FIRST 12 MONTHS)

• Close rate, leases, revenue, and revenue per agent meet or exceed market targets on a quarterly basis.
• The sales team is fully staffed, onboarded, and operating to a clear performance standard, with a real talent pipeline in place.
• Agent retention is strong and top producers are growing their production, including progression of Locators into the Realty path.
• Sales Managers are developing toward GM readiness and the market has a visible bench of future leadership.
• The market delivers a consistent five-star client and agent experience, reflected in CSAT scores and review ratings.
• CRM adoption and data hygiene are at standard, with reporting accurate and performance visible at all times.

REQUIRED EDUCATION AND EXPERIENCE

• Bachelor’s degree or equivalent practical experience.
• 5+ years of sales experience, with 2+ years leading a sales team or sales managers.
• Demonstrated accountability for sales results and team performance.
• Experience in a high-growth, fast-paced sales environment; real estate, brokerage, or high-growth services experience strongly preferred.
• Active real estate broker license in the market's state, or the ability to obtain one within an agreed timeline, consistent with brokerage requirements.

REQUIRED SKILLS/ABILITIES

• Data-driven sales leadership: comfortable owning and managing to KPIs (leases, revenue, close rate, Gong rate, AIA, revenue per agent).
• Strong coaching and development skills, with the ability to build Sales Managers and Agents at every stage of their development.
• Excellent recruiting instincts and the ability to build and maintain a real talent pipeline.
• Proficiency with CRM and sales-technology tools, with a track record of driving team adoption and accountability.
• Strong written and verbal communicator with the ability to influence, de-escalate, and lead across a team and cross-functionally.
• High comfort with ambiguity and growth, with a natural curiosity and drive to improve processes and performance.

LEADERSHIP COMPETENCIES

• Lives the Smart City Core Values and models the five-star client and agent standard in every interaction.
• Builds and develops high-performing teams; recruits well, coaches consistently, and holds people accountable with care.
• Drives results and accountability while keeping people first, with an ownership mindset on the client and agent experience.
• Communicates clearly and influences across functions and levels.
• Builds trusted relationships with agents, Sales Managers, peers, and cross-functional partners.

COMPENSATION

• GM 1 Tier 1 ($0-$5M): Base $100,000, OTE $200,000, Max $250,000
• GM 2 Tier 2 ($5-$10M): Base $115,000, OTE $240,000, Max $302,500
• GM 3 Tier 3 ($10-$20M): Base $130,000, OTE $280,000, Max $355,000
• GM 4 Tier 4 ($20M+): Base $145,000, OTE $320,000, Max $407,500

OTE = base plus full target bonus at on-target performance. Max = the cap, where each bonus component tops out at 150% of its target.

PHYSICAL REQUIREMENTS, HOURS & TRAVEL

This is a full-time, exempt, in-office role. Standard business hours apply, with flexibility required to meet the demands of a live sales operation, including occasional evenings and weekends. Travel to and touring of properties within the market is a regular part of the role. Travel to other markets may periodically be required for training, culture events, or business needs (estimated up to 10% travel). The role requires the ability to remain in a stationary position and operate a computer for extended periods, and to travel between locations by car.

All offers of employment are conditioned upon the candidate’s completion of a Form I-9 and delivery of appropriate documentation to establish the candidate’s identity and legal authorization to work in the United States. This document in no way states or implies that these are the only duties to be performed by the individual occupying this position. This is a representative list of the general duties, and it is not intended to be all-inclusive. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.