Director of Sales

About Enso VillageEnso Village is a Zen-inspired community with a focus on mindful aging, the joys of nature, sustainability and contemplative life and care for adults 60+. Enso Village is a collaborative endeavor between the Kendal Corporation—an esteemed, nationally recognized leader in senior living guided by the Quaker values of its founders—and the San Francisco Zen Center, one of the first Zen Buddhist organizations in the US, founded by Shunryu Suzuki Roshi.As America's first and only Zen-inspired senior living community, Enso Village is a workplace like no other place you have ever worked. Here, our staff and residents engage fully and form close and meaningful relationships. We seek to uphold our professionalism and our humanity in equal measure. We listen with open minds and hearts. We learn something meaningful from every person and every experience. Sustaining others is what sustains us.The RoleThe Director of Sales is responsible for leading the sales strategy, execution, and performance at Enso Village to achieve and sustain occupancy across Independent Living, Assisted Living, and Memory Care.Operating within a stabilized community model, this role is focused on conversion excellence, pipeline discipline, and consistent monthly move-ins, rather than high-volume lead generation. The Director of Sales serves as a key member of the leadership team, ensuring alignment between sales performance, operational readiness, and brand positioning.This role operates within a collaborative marketing structure, partnering with Kendal's strategic marketing leadership and Enso Village's on-site marketing team to align brand, demand generation, and sales outcomes.Primary ObjectivesAchieve and sustain occupancy targets across all levels of living through proactive pipeline management, strategic lead conversion, and ongoing market responsivenessDeliver consistent monthly move-ins aligned with stabilized demand (~3–5 per month) by driving accountability, monitoring trends, and adjusting strategies as needed to meet goalsImprove and maintain strong conversion ratios across the full sales funnel by analyzing performance metrics, identifying barriers, and implementing targeted process improvementsEnsure alignment and collaboration between Sales, Operations, and Marketing to support occupancy goals, optimize lead flow, and deliver consistent messaging and executionDeliver a high-quality, seamless prospect-to-resident experience by ensuring timely communication, personalized engagement, and a coordinated transition from initial inquiry through move-inPrimary Expectations and Job DutiesDrive Occupancy PerformanceMaintain stabilized occupancy targets across all levels and achieve consistent monthly move-ins through proactive pipeline management.Own and improve conversion metrics across the funnel and coach the team to guide prospects through decision-making.Establish Sales Accountability & DisciplineEnsure CRM accuracy, eliminate aging leads, and create a culture of accountability and follow-through.Optimize the Prospect ExperienceDeliver a high-touch, seamless experience from inquiry through move-in and remove friction points.Collaborate with Marketing to Drive Qualified DemandPartner with Kendal and Enso marketing leaders to align campaigns, messaging, and lead quality with occupancy goals.Align with Operations & RCFE AdministratorEnsure alignment on resident readiness, care levels, compliance, and smooth move-in transitions.Leverage Data & Drive PerformanceUse CRM and reporting tools to monitor trends and make data-driven improvements.DutiesProvide leadership, direction, and oversight to the sales team, including hiring, onboarding, coaching, and performance management to drive results and accountabilityEnsure all prospective residents meet established financial and health qualification requirements in alignment with community standards and regulatory guidelinesLead regular pipeline reviews to assess conversion activity, identify risks and opportunities, and implement strategies to improve performanceDeliver ongoing coaching and development to team members, including goal setting, feedback, and performance improvement planning as neededOversee CRM utilization to ensure accurate, timely data entry, adherence to process, and compliance with internal expectationsTrack, analyze, and report on key performance indicators (KPIs), including lead generation, conversion rates, occupancy, and sales cycle metricsPartner closely with Marketing to plan, execute, and evaluate campaigns, ensuring alignment with sales goals and target audience strategiesOversee the planning and execution of events, tours, and outreach initiatives to drive lead generation and community engagementDevelop, implement, and continuously refine sales processes, tools, and best practices to improve efficiency and effectivenessPrepare and present regular reports, forecasts, and updates for leadership, including insights, trends, and recommendationsEnsure compliance with all applicable regulatory requirements, company policies, and industry standards throughout the sales processPerform other duties as assignedPerformance ExpectationsMaintain targeted occupancy levels across all lines of business (IL: 94–96%, AL: 93–95%, MC: 88–92%) through proactive sales strategies and pipeline managementDrive and achieve consistent monthly move-ins aligned with budgeted goals and occupancy targetsMaintain strong conversion ratios at each stage of the sales funnel, from inquiry to deposit to move-inEnsure timely, consistent follow-up with all prospects and leads, with accurate and up-to-date documentation in the CRM systemDeliver a high-quality, personalized prospect experience that reflects the community's brand, values, and service standardsPosition Qualifications and RequirementsBachelor's degree in Marketing, Business, Communications, Hospitality, Gerontology, or related field preferred.Minimum 5–7 years of senior living sales leadership experience, preferably in an RCFE or similar regulated environment.Demonstrated success leading a sales team in achieving and sustaining occupancy and revenue targets.Exceptional relationship-building skills and comfort working with older adults, families, healthcare partners, and community stakeholders.Excellent verbal and written communication abilities, including presentation and public-speaking skills.Proficiency in CRM systems, lead management software, digital marketing platforms, and data analytics.Strong organizational and project management skills with the ability to manage multiple initiatives under deadlines.Demonstrated leadership capability with a collaborative, professional, and mission-driven approach.Must be available to work rotating weekends.Physical RequirementsAbility to stand, walk, and move for extended periods.Ability to bend, stoop and kneel.Must have close visual acuity to perform activities such as preparing and analyzing data, viewing a computer screen, reading, proofreading, and creating or reviewing documents and digital content.Ability to lift and carry up to 30 pounds.As a responsible organization, Enso Village is committed to maintaining a secure, drug-free work environment. All candidates must undergo a background check and drug testing as part of the hiring process to ensure the well-being of our team and guests.Enso Village is committed to equal pay and transparency. The annual salary range for this position is $120,000 - $140,000 with additional commission earnings potential based on sales results. Compensation is based on experience, education, skills, and business considerations.We provide team members with a supportive and inclusive work environment focused on health and well-being. Eligible team members are offered a comprehensive benefits package, including:Comprehensive BenefitsMedical, dental, and vision coverage available starting on your first day of employment.Life & Disability InsuranceCompany-paid life insurance and long-term disability coverage.Retirement Savings403(b) plan with a generous employer match to help you plan for the future.Generous Paid Time OffPaid annual vacation, sick days, personal days, and holidays.Healthy MealsSubsidized organic, nutritious meals available daily.Professional DevelopmentOpportunities for ongoing career growth and development within the organization.We value applicants of all different backgrounds, experiences, and skill sets. If you think you could excel in this role (regardless of whether you meet all of the qualifications), we encourage you to apply. Enso Village is an equal opportunity employer which means that we consider applicants for hire and make employment decisions without unlawful discrimination on the basis of race, color, religion, national origin, gender, gender identity or expression, sexual orientation, pregnancy, military or veteran status, disability, age, genetic information, or other legally protected status. We are committed to working with and providing reasonable accommodations to job applicants who request accommodation.Equal Opportunity EmployerThis employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.J-18808-Ljbffr