Director, Pre-Sales Engineering

CoStar Group•Irvine, CA

11d•$120,000 - $150,000•Onsite

About The Position

Zonda, a CoStar Group company, is seeking an experienced and strategic Director, Pre-Sales Engineering to lead its Pre-Sales Engineering function supporting digital solutions for the residential homebuilding industry. This highly visible leadership role connects Sales, Product Management, Production, Technology, and homebuilder and developer customers. The Director will lead and develop a team, oversee technical pre-sales activities, remain directly involved in complex estimates and solution design, and drive operational efficiency, scalability, and revenue growth. The role also informs product strategy through customer needs, competitive intelligence, and solution feasibility, while strengthening customer relationships and sales effectiveness. The position is open to U.S.-based candidates, with a preference for candidates in or near Orange County, California, who can regularly collaborate with the Irvine-based team. The Director will lead customer discovery, demonstrations, scoping, proposals, estimates, and sales support; serve as a technical advisor to homebuilders and developers; and coordinate with internal teams to ensure proposed solutions align with delivery capabilities. The role includes leading ClickUp workflow implementation and optimization, partnering on Salesforce catalog and pricing processes, improving quoting and Sales-to-Production handoffs, and developing sales enablement resources. It also supports enterprise engagements, monitors team and operational KPIs, and provides strategic recommendations to executive leadership. The role requires a bachelor's degree in a relevant field or equivalent professional experience, at least eight years of relevant experience, and demonstrated team leadership. The successful candidate will bring experience with complex B2B technology solutions, sales processes, pricing, CRM and workflow systems, and translating technical requirements into clear business value. Preferred experience includes residential homebuilding, digital visualization, SaaS, CAD and construction workflows, ClickUp or similar workflow tools, Salesforce pricing processes, emerging AI technologies, and enterprise accounts. Compensation includes an annual base salary of $120,000–$150,000 and eligibility for a commission override under the applicable incentive compensation plan. CoStar Group offers performance-based incentives and benefits including healthcare coverage, insurance, mental health counseling, commuter and parking benefits, a 401(k) with matching contributions, employee stock purchase plan, paid time off, tuition reimbursement, fitness benefits, employee resource groups, and complimentary refreshments. Applicants must already be eligible to work full-time in the United States; visa sponsorship is not available.

Requirements

Bachelor's degree in Business, Engineering, Information Technology, Computer Science, or a related field, or equivalent relevant professional experience.
At least 8 years of progressive experience in pre-sales engineering, sales engineering, solutions consulting, technical sales, or a related function.
Demonstrated experience leading, mentoring, and developing technical or customer-facing teams.
Experience supporting complex B2B technology solutions, including technical discovery, solution scoping, demonstrations, and customer presentations.
Strong understanding of sales processes, pricing structures, and cross-functional collaboration in a technology-driven environment.
Ability to interpret architectural plans and configurable product requirements and translate structural options, elevations, and customization needs into accurate scope and estimates; ability to learn Zonda-specific products and pricing.
Experience with Salesforce or comparable CRM platforms and workflow or project management systems.
Demonstrated ability to lead process improvement initiatives, implement operational efficiencies, and manage competing priorities.
Excellent communication, presentation, analytical, and problem-solving skills, including the ability to engage customers, technical teams, and senior leadership.
Ability to translate technical concepts into clear business value and provide strategic guidance throughout the sales process.
Must be currently eligible to work full-time in the United States; visa sponsorship is not available.

Nice To Haves

Experience working with residential homebuilders, developers, or technology providers serving the homebuilding industry.
Familiarity with digital visualization solutions, including interactive floor plans, virtual walkthroughs, 3D renderings, interactive site maps, visualizers, and online design center technologies.
Experience supporting SaaS solutions, enterprise technology sales, or integrated software platforms.
Familiarity with CAD files, residential construction workflows, and production requirements for digital visualization assets.
Experience implementing or optimizing workflow automation solutions such as ClickUp.
Experience evaluating and coordinating external implementation partners, including defining scope and deliverables and working with internal stakeholders on contract review.
Experience coordinating Salesforce product catalog requirements, customer-specific price books, pricing configurations, and quoting processes with CRM administrators and business stakeholders.
Familiarity with emerging AI technologies, digital visualization platforms, and automation tools.
Experience supporting enterprise or national accounts and collaborating cross-functionally to develop customized technology solutions.
Strong business acumen, including understanding solution profitability, resource planning, and operational scalability.

Responsibilities

Lead, mentor, and develop the Pre-Sales Engineering team, setting expectations, accountability, and scalable processes.
Oversee technical pre-sales activities, including customer discovery, demonstrations, product scoping, technical proposals, pricing estimates, and sales support.
Participate directly in complex estimates and solution design, reviewing architectural plans, structural options, elevations, production requirements, and opportunities to reuse existing 3D models and other assets.
Oversee discovery, support, and quote intake, including request triage, submission standards, collection of missing assets, and routing requests to appropriate teams.
Partner with Sales leadership and Directors of Business Development on strategic opportunities, customer relationships, and revenue growth.
Act as a technical advisor to regional and national homebuilders and developers, translating business requirements into technology solutions.
Lead implementation, adoption, and optimization of ClickUp, including intake and asset-handling requirements, implementation-partner coordination, request tracking, automation, resource allocation, and team efficiency.
Partner with Sales Operations, Product Management, and Contracts to maintain Salesforce product catalog requirements, customer-specific price books, quoting standards, and product approval workflows.
Collaborate with Product Management, Production, and Technology to assess solution feasibility, support product enhancements, and align technical capabilities with customer needs.
Define deliverable solutions with Sales, Product Management, and Production, explaining scope limitations, customization needs, and cost implications to set expectations and avoid commitments beyond delivery capabilities.
Establish best practices for technical discovery, quoting accuracy, solution scoping, and Sales-to-Production handoffs, documenting assumptions, exclusions, asset requirements, and delivery expectations.
Develop competitive intelligence on digital homebuilding solutions, emerging technologies, and artificial intelligence.
Identify and evaluate technologies, automation opportunities, and process improvements that improve productivity, scalability, and service quality.
Support enterprise customer engagements, including technical presentations, RFPs, RFIs, complex configurations, and strategic account initiatives.
Work with Finance, Sales Operations, and other stakeholders to maintain pricing integrity, assess custom solutions, and support commercially sound decisions.
Develop technical sales enablement resources, training, product documentation, and competitive positioning tools; oversee Showpad administration, demo selection, and maintenance of current demonstration assets.
Establish and monitor KPIs for quote turnaround, request volume, resource utilization, solution quality, and team performance, developing reporting capabilities as ClickUp workflows are implemented.
Provide executive leadership with strategic recommendations on operational improvements, product capabilities, competitive positioning, and growth opportunities.

Benefits

Generous compensation and performance-based incentives
Medical, vision, dental, and prescription drug coverage
Life, legal, and supplementary insurance
Virtual and in-person mental health counseling for individuals and families
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, depending on location
Access to employee resource groups
Complimentary gourmet coffee, tea, hot chocolate, fresh fruit, and other healthy snacks