Sales Executive, Mid-Market - Real Estate Manager/Visual Lease - Century City, Irvine or San Diego

CoStar Group • Los Angeles, CA

39d • $85,000 - $95,000 • Hybrid

About The Position

We’re looking for a high-energy Mid-Market Sales Executive who thrives on net-new logo acquisition and building pipeline through proactive outbound efforts. This role is ideal for a true hunter who enjoys uncovering pain, challenging the status quo, and closing complex SaaS deals with mid-market organizations, generally $2B and less in revenue. You’ll own the full sales cycle from prospecting to close, partnering closely with Marketing, SDRs, and Sales Engineers to drive revenue. You will also own renewing certain customers in your geographic territory.
The ideal Sales Executive, Mid-Market should have experience selling financial-related SaaS applications such as an ERP, reconciliation, financial close, FP&N, and/or responsible for selling to real estate professionals who manage corporate or retail real estate portfolios You will work as a team player within the company to meet and exceed established goals. Typically, this includes navigating functional groups across a customer’s organization, e.g., finance, real estate, operations, IT, transformation, etc.
This is position is based in one of our major Southern California offices: Los Angeles, Irvine or San Diego.

Requirements

• Bachelor's degree required from an accredited, in-person, not-for-profit University or College.
• 4+ years of successful sales experience in a B2B environment.
• Track record of exceeding quota with mid-market deals.
• Ability to thrive in a fast-paced environment.
• Must be able to demonstrate ability to achieve sales success, including executive-level relationships, account penetration, solution selling, and coordination of multi-site account management.
• Track record of prospecting with cold outreach via the phone, LinkedIn, e-mail resulting in greenfield territory development.
• Demonstrated the ability to self-source pipeline via outbound prospecting.
• Comfortable owning a greenfield or underpenetrated territory.
• Excellent written and verbal communication skills, creation of convincing and strategic sales approach, proposal, documentation and presentation.
• Experience responding to RFI and RFPs (where applicable) and working with large companies to guide the RFP process.
• Consistently maintain high levels of sales activity without management intervention; exceptional personal discipline.
• Ability to publicly represent the brand with internal and external customers, partners & alliances, and at events and seminars.
• Candidates must possess a current and valid driver’s license.
• A track record of commitment to prior employers.

Nice To Haves

• 4+ years of successful sales experience in a B2B environment selling SaaS, data, research and analytics platforms, commercial real estate, financial services, business intelligence, marketing solutions, information providers, and/or Cloud-based software solutions, or closely related industries.
• Ability to leverage existing relationships to aid in selling customers executives and partners.
• Ability to build and deliver presentations for prospective customers.
• Experience selling and presenting company executives; strong active listening skills and a consultative approach to understanding client needs.
• Strong analytical skills, including market strategy, customer requirements and success factors, and a value-based selling process.
• Experience partnering with financial consulting and fintech ecosystems.
• Regular and consistent access to an operational motor vehicle prior to or by start date.

Responsibilities

• Achieve sales and recurring revenue targets by positioning Visual Lease and CoStar Real Estate Manager and future products as a differentiated market leader.
• Develop deep expertise in Visual Lease, CoStar Real Estate Manager, any future products and the broader SaaS solutions for lease administration, accounting, and transaction management to serve as a trusted advisor.
• Build and manage pipeline, self‑generating demand through outbound prospecting (calls, email, LinkedIn, events).
• Conduct consultative discovery to uncover client needs, decision-makers, workflows, and technology environments.
• Sell into large, high‑potential accounts across multiple levels of stakeholders using a value‑based approach.
• Own the full sales cycle, leading strategic deal execution and coordinating internal resources to win new business.
• Maintain accurate pipeline management and forecasting, communicating progress and risk to senior leadership.
• Stay current on market dynamics, customer challenges, and competitive strategies.
• Partner closely with executive leadership, internal teams, and external partners to drive growth and client success.
• Deliver best‑in‑class client satisfaction while reinforcing disciplined sales processes.
• Travel 25–50% within the assigned region to meet with clients and prospects and strengthen relationships.

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 plans with matching contributions
• Employee stock purchase plan
• Paid time off
• Tuition reimbursement
• Access to CoStar Group’s Employee Resource Groups

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level