UnderTheDoormat Group
Senior B2B Sales Manager (Institutional Real Estate)
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About us
UnderTheDoormat Group is an award-winning prop-tech company, and our UK and French home accommodation businesses, together with our technology and business travel platforms, make us one of the leading companies in our sector. We have been recognised by Skift as one of the top companies globally shaping the future of short-term rentals.
Our products cover every part of the short-term and flexible rental value chain between the property and the guest. This includes Veeve’s full-service property management, Hospiria’s fully integrated global SaaS property management system and TrustedStays, the first platform to connect accredited short-term rentals globally with the GDS via Amadeus and help companies in our sector access the global corporate travel market.
This is an opportunity to join an exciting, technology-led business with a high energy team who work closely on delivering an excellent customer experience. You will have the chance to learn new skills, be involved in significant projects and make an impact on many different areas of the company.
We are looking for bright and ambitious people to help us further scale the business. Applicants should be adaptable, flexible and proactive in developing their own skills and capabilities. We celebrate leaders at every level of the business who demonstrate independence in their work and focus on achieving outstanding commercial results, while contributing to the culture and broader environment of UnderTheDoormat Group.
About the Role
The Senior B2B Sales Manager builds and converts a pipeline of institutional real estate operators across the Group's core target sectors. It is a relationship-first, commercially accountable role: you generate your own pipeline through genuine sector presence and an active network, then take those opportunities through a disciplined process to close.
Our positioning is specific. We are the operating partner running a permanent, always-on flexible rental layer inside institutional portfolios: not a void-fill vendor, not a software platform, but a specialist operation trusted with an owner's brand, residents and building. Selling it well means understanding how these operators think, what they report to their investors, and how to navigate complex, multi-stakeholder buying decisions.
It suits a commercially driven sales professional who is credible at senior level in institutional real estate and takes genuine satisfaction from winning high-value, complex deals.
Specialist Skills and Responsibilities
Pipeline Generation & Business Development
- Own a self-generated pipeline that carries enough qualified value to deliver target, built through proactive outreach, networking, events and referrals rather than inbound leads.
- Convert market coverage into qualified, prioritised opportunities across the core verticals: Build to Rent operators, Purpose Built Student Accommodation providers, co-living and flexible living platforms, and professionally managed residential portfolios operating at scale.
- Turn your own network within BTR, PBSA, co-living and adjacent sectors into pipeline, and keep growing it, so that visible sector presence produces named follow-ups and first meetings at asset manager, investment director and portfolio MD level.
Sales Execution & Deal Conversion
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- Own the full sales cycle from first contact to signed agreement, delivering the new client wins and contracted revenue the plan depends on.
- Protect conversion with a disciplined engagement sequence: agree return expectations before any detailed proposal is shared, present the financial model live before it goes in writing, and use the written proposal to confirm what was discussed rather than to make the case on its own.
- Win on value rather than price, with tailored proposals and presentations that land in institutional real estate language, occupancy improvement, net income per unit, void cost reduction and NOI impact, so the case survives scrutiny without translation.
- Land complex, multi-stakeholder decisions by building support across operations, asset management and senior leadership. The general manager and on-site team matter as much to long-term programme success as the investment director who signs, so surface their concerns before close, not after.
- Resolve the objections that stall this sale, return expectations versus ERV, operational complexity and comparisons with alternative short-stay models, so deals progress rather than drift.
CRM & Pipeline Discipline
- Keep the CRM accurate enough that leadership can forecast from it, with activity, stage, deal value and confidence current at all times, and give clear pipeline commentary to the commercial leadership team.
- Sustain the activity levels, meetings, proposal presentations, site visits and follow-ups, that keep pipeline coverage ahead of target.
Market & Sector Knowledge
- Use sector knowledge to win deals: know the key BTR, PBSA and co-living operators, their procurement behaviour and competitive positioning, and the impact of the Renters Rights Act on void profiles and expiry management, then use it to time and shape your approach.
- Feed market intelligence back into the business to sharpen positioning, messaging and go-to-market priorities.
Collaboration & Handoff
- Work with marketing so sector-level demand generation and thought leadership feed directly into your own pipeline conversations.
- Protect activation and renewal with a clean handover to operations, onboarding and customer success, including a site-team briefing as standard on every new client.
General Capabilities
- Continuous improvement – Proactively put forward plans for driving incremental business growth through sales and marketing activities and lead the delivery of any initiatives implemented.
- Customer data excellence – Understand our data deeply, be able to report on trends and related solutions and own the quality of data in our systems for your area.
- Personal development – Lead your own personal development and training to help you carry out your role more effectively, as well as delivering any team training within your areas of expertise as and when required.
- Values and Behaviours – Uphold, safeguard and promote our values and behaviours at all times.
- Policies and procedures – Have good working knowledge of our policies and procedures and ensure yourself and your teamwork within them at all times.
- Legal and regulatory – Maintain records in line with current legislation, in particular GDPR, AML and Health and Safety.
What We Are Looking For
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This is a role for a natural seller: energised by being in front of people, proud of the relationships they build, and motivated rather than daunted by building a pipeline from scratch.
You will be comfortable with autonomy in a fast-moving scale-up where processes are still being built, bringing your own ideas, structure and commercial instincts, and taking full ownership of your results.
Experience & Background
- 5+ years in a B2B sales role with a track record of consistently hitting or exceeding targets.
- Demonstrable experience building your own pipeline through outbound activity and networking, not just working inbound leads.
- Experience selling into or within BTR, PBSA, co-living, flexible living or adjacent institutional real estate sectors is strongly preferred, and an existing network of relevant contacts in those markets would be a significant advantage.
- Proven ability to manage longer-cycle, consultative, multi-stakeholder sales across procurement, operations and senior leadership. Experience in B2B SaaS or technology-led solutions is also valued.
- A background in or comfort with scale-up or fast-growth environments, where pace and ambiguity are the norm.
Skills & Approach
- A natural relationship-builder, credible and confident with asset managers, operators, procurement teams and senior leadership.
- A consultative seller who understands the customer's challenge before positioning a solution, comfortable with nuance and complexity rather than a transactional approach.
- Strong written and verbal communication, able to craft compelling outreach, proposals and presentations for a sophisticated B2B audience.
- Highly disciplined with CRM hygiene, pipeline management and personal activity metrics.
- Commercially curious about the operational and strategic challenges facing real estate operators, and how our offer addresses them.
- Organised, self-directed and resilient, able to run several live opportunities without losing momentum, and energised by the next opportunity after a no.
Practical Requirements
- Willingness to be regularly out in the market, attending industry events, roundtables and client meetings in person.
- Comfortable with some travel as the business grows into new geographies and market segments.
- Based within reasonable commuting distance of the team, with flexibility for hybrid working.
What we offer
- Enterprise Management Incentive (EMI) tax-advantaged share option scheme
- Bonus scheme
- Flexible and remote working options (including sabbaticals)
- 25 days holiday plus the flexibility to buy or sell 5 days
- Free gym membership at our London office
- Medicash healthcare cash back plan
- An exciting and fast-paced environment with lots of development and growth opportunities
- Friendly team and regular socials together
- Support from a mentor on how to grow your future career
- Informal and formal ongoing development and training on key business skills and capabilities
- Cycle to Work Scheme
- Discounts for you and your family and friends on our properties
- Rewards for introducing new customers and team members
Our business is going places, and we want you to as well. If you’re interested in playing a key role in our team, please get in touch at team@underthedoormat.com.
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