Job Description

Description:

Grand Welcome Great Smoky Mountains, a Brown & Buchanan Ventures-owned franchise, is a veteran-owned and operated vacation rental management company.

We care about owner outcomes, guest experience, and operational follow-through.


We are seeking a results-driven and strategic

Business Development Representative (BDR)

to drive the growth of our vacation rental management portfolio in Great Smoky Mountains, TN by signing high-quality homeowners at competitive fees. In this role, you'll manage the full sales cycle -- from market research and lead generation to discovery, proposal, and close -- ensuring each new partnership aligns with company goals and performance standards. Your responsibilities include building and maintaining a strong sales pipeline, conducting in-depth discovery conversations, presenting data-backed revenue projections, and negotiating Property Management Agreements (PMAs) with confidence. You'll also collaborate closely with Onboarding and Field Operations to ensure a smooth handoff and maintain clear communication throughout the owner journey.

If you like clear targets, tight systems, and winning as a team, you'll fit right in.

What You'll Own:

Go-to-Market & Pipeline

Build market maps (condos/HOAs, investor groups, realtor channels) and rank by revenue potential. Run scalable outbound: call blocks, sequences, events; respond to inbound within hours. Maintain greater than 3x pipeline coverageagainst monthly signing targets; forecast weekly.

Navigate through Discovery, Economics, & Closing

Diagnose owner goals (income, usage, risk tolerance), timeline, stakeholders. Present credible revenue projections (ADR/Occ/RevPAR) with a clear fee story. Remove friction--address timing, control, and trust with data and next steps. Drive proposals to e-signature--no orphaned opportunities.

Handoff and Feedback

Set clean expectations with Onboarding & Field Ops (launch dates, scope, success criteria). Report weekly: pipeline health, forecast, win/loss themes, market intel; update the playbook.

What Great Looks Like (30/60/90 Days):

Day 30

Priority market maps done; 400+ prioritized targets in CRM with next steps. Sequences live; daily call blocks on calendar; forecast accuracy of 20%.

Day 60

18-25 qualified owner meetings/month; greater than or equal to 70% show rate. 6-8 signed PMAs/month at target fee; median cycle less than or equal to 21 days. Two referral channels producing net-new leads.

Day 90

8+ signed PMAs/month; fee % at/above target; forecast accuracy of 10%. Four active, recurring referral channels. Playbook documented (scripts, emails, objection map, proposal templates).

Core KPIs:

Signed Units / PMAs (primary) Average fee % / take rate on new PMAs Sales cycle length (leads to signatures) Show rate and proposal win rate Onboarding handoff score (GM rating) Referral-sourced leads (volume & conversion)

Tools You'll Use:

HubSpot, DocuSign, dialer/SMS tools, Microsoft Teams, Google Workspace, and simple revenue worksheets.

Compensation:

Base:

$52,000-$75,000 Base

Commission:

Uncapped, paid on signed PMAs with tiered accelerators for fee quality and multi-home wins

OTE (realistic):

$150,000-$225,000

Example Plan:

base + commission per signed PMA, accelerators at fee % and multi-home thresholds; quarterly bonus for cycle-time and forecast accuracy.

Additional Benefits:

Health, vision, & dental insurance + 401k and life insurance offerings Paid Time Off Training and support to enhance skills and knowledge A clear path to Head of Growth / Market Developmentas you scale results More coming soon!

Hiring Process:

Intro screen Live cold-call & objection role-playing Practical: short proposal & follow-up email Panel interview (Sales, Field Operations, General Manager) References to Offer

Location:

Great Smoky Mountains, TN


Requirements:

Must-Haves

4-7+ years new-logo sales/BD in real estate, prop-tech, hospitality, or home services. Proven hunter-closer: cold calls, discovery, proposal, negotiation, signature. Financial fluency: explain owner revenue projections and typical expenses without a script. CRM discipline (HubSpot preferred): document, follow through, forecast.

Nice-to-Haves

STR metrics (ADR, RevPAR, occupancy); HOA/condo ecosystem familiarity. Built referral engines that produce monthly deal flow. * Bilingual (English/Spanish).