Director of Leasing & Revenue

Overview

Gilbane Development Company is seeking a Director of Leasing & Revenue to lead leasing strategy, revenue performance, and market positioning across our national residential platform, with a particular focus on new development lease-ups and Year 1 performance objectives. Reporting to the Head of Asset Management, this role will set clear leasing and revenue strategies, provide direction to third-party operators, and partner with asset management, development, marketing, and investment teams to drive stronger portfolio outcomes. This is a senior, highly cross-functional role at the intersection of asset management, leasing operations, marketing, development, and investment strategy. The Director will serve as the internal expert on leasing performance, pricing strategy, concessions, market intelligence, marketing effectiveness, and revenue optimization, translating data and market insight into practical actions that improve leasing velocity, occupancy, rent achievement, and asset value. The right candidate will bring deep experience in student housing and market rate multifamily leasing, revenue management, and market analysis. This person should be equally comfortable evaluating leasing funnel performance, guiding operator execution, developing rental income assumptions, contributing to development reviews, and presenting portfolio-level insights to senior leadership and investors. This is an opportunity for a strategic, analytical, and operationally minded leader to shape a growing leasing and revenue function while having direct influence on the performance of a national residential portfolio.

Office Locations (Hybrid Schedule):  Providence, RI; Philadelphia, PA; Boston, MA; Arlington, VA; Charlotte, NC; Atlanta, GA; Orlando, FL; or any major Gilbane Office Location, or REMOTE.

Responsibilities

Lease-Up Strategy & Execution

• Set leasing strategy for new development deliveries, including velocity, occupancy, rent, concessions, and revenue targets.
• Partner with asset managers and third-party operators to establish pricing recommendations, concession parameters, sales goals, and execution plans.
• Monitor preleasing performance, traffic, lead conversion, tour activity, applications, signed leases, achieved rents, and projected occupancy to identify risks and opportunities early.
• Direct operator adjustments to leasing execution, follow-up strategy, pricing, concessions, and sales tactics in alignment with asset management strategy.

Revenue Strategy & Rent Performance

• Lead analysis of achieved and projected rent performance against budgets, underwriting assumptions, and business plan objectives.
• Evaluate revenue management outputs, rent roll trends, renewal performance, concessions, exposure, competitive pricing, and market conditions to inform recommendations.
• Partner with asset managers to develop annual rental income budgets, update revenue assumptions, and revise business plans based on current performance and market intelligence.
• Identify portfolio-wide opportunities to improve revenue performance through pricing strategy, concession management, renewal strategy, marketing effectiveness, and operator accountability.

Leasing Analysis & Marketing Effectiveness

• Evaluate leasing funnel performance, including lead generation, lead-to-tour conversion, tour-to-application conversion, application-to-lease conversion, and sales effectiveness.
• Analyze marketing performance to determine which campaigns, channels, messages, and tactics are driving qualified traffic and supporting leasing goals.
• Partner with internal and external marketing teams to align campaigns, advertising strategy, and spend priorities with revenue objectives and leasing needs.
• Recommend marketing and leasing adjustments based on traffic quality, conversion data, competitive conditions, performance trends, and market feedback.

Market Intelligence & Development Support

• Serve as a senior internal market expert for assigned MSAs and portfolio assets, tracking supply, absorption, concessions, rent growth, competitive positioning, employment trends, enrollment trends, and broader economic drivers.
• Translate market research into actionable recommendations for asset management, development, and investment teams.
• Participate in development Red Team Reviews, providing perspective on market positioning, competitive set, unit mix, floor plan strategy, amenity offerings, starting rents, concessions, lease-up timing, and go-to-market strategy.
• Influence underwriting, acquisitions, development decisions, and long-term portfolio strategy through clear market and leasing insights.

Portfolio Oversight, Reporting & Presentations

• Support portfolio-level reporting and presentations for senior leadership and investors, highlighting leasing performance, rental income trends, risks, opportunities, and recommended actions.
• Track performance against budgets, underwriting assumptions, business plans, and lease-up goals, providing visibility into current results and projected outcomes.
• Conduct site visits and market tours to evaluate leasing execution, competitive positioning, property presentation, sales performance, and improvement opportunities.
• Create concise, data-driven reporting that helps stakeholders understand what is happening, why it is happening, and what actions should be taken.

Team Leadership & Collaboration

• Manage, coach, and develop the Assistant Director of Leasing & Revenue while helping scale the leasing and revenue function over time.
• Establish clear KPIs, expectations, workflows, and accountability measures for leasing and revenue team members.
• Influence asset managers, operators, marketing partners, development teams, and senior leadership through strong communication, sound judgment, and data-driven decision-making.
• Create a culture of ownership, urgency, collaboration, and continuous improvement across the leasing and revenue function.

Qualifications

Required Qualifications

• 10+ years of experience in leasing, revenue management, asset management, property operations, or related real estate functions.
• Proven ability to guide leasing and revenue performance across multiple assets, including new development lease-ups.
• Deep understanding of leasing strategy, pricing, concessions, preleasing, marketing effectiveness, revenue management, and property-level execution.
• Experience working with third-party property management companies and directing operator performance in alignment with ownership and asset management strategy.
• Strong analytical and market research skills, with the ability to evaluate supply, demand, absorption, concessions, rent trends, competitive positioning, and broader market drivers.
• Experience supporting rental income budgets, business plan updates, underwriting assumptions, and leadership or investor reporting.
• Advanced proficiency in Excel, PowerPoint, and presentation development.
• Strong written and verbal communication skills, with the ability to translate complex data into clear insights and actionable recommendations.
• Demonstrated ability to influence cross-functional stakeholders, manage competing priorities, and drive action in a fast-paced environment.
• Willingness to travel up to 30%.

Preferred Qualifications

• Student housing and market rate multifamily experience.
• Familiarity with property management, CRM, marketing, and revenue management platforms such as Entrata, Yardi, RealPage, YieldStar, LRO, or similar systems.
• Experience supporting development underwriting, market studies, lease-up planning, or Red Team-style development reviews.

Who You Are

• A strategic leasing and revenue leader who connects market dynamics, pricing strategy, marketing effectiveness, and property-level execution to financial performance.
• A data-driven decision maker who can identify trends, diagnose performance issues, and translate insights into action.
• A confident partner to third-party operators who can provide clear direction while maintaining alignment with asset management strategy.
• A market expert who stays ahead of shifts in supply, demand, pricing, concessions, and renter behavior.
• A collaborative leader who builds trust across asset management, development, marketing, operations, senior leadership, and investors.
• A coach and team builder who can develop talent, establish accountability, and help scale a growing leasing and revenue function.
• A clear communicator who can present performance, risks, opportunities, and recommendations in a concise and compelling way.
• A hands-on leader who is willing to dig into the details, visit properties, walk competitive sets, evaluate leasing execution, and help teams solve problems.

Why Join Us

• Impact: Lead leasing and revenue strategy for a growing national residential platform, with direct influence on rental income performance, lease-up outcomes, and investment results.
• Leadership: Help build and shape a leasing and revenue function that supports new developments, operating assets, and long-term portfolio growth.
• Exposure: Work closely with senior leadership, investors, asset management, development, marketing, and third-party operators on high-priority portfolio initiatives.
• Growth: Join a collaborative, entrepreneurial platform where data, market expertise, and operational excellence are central to how we create value.

Salary to be determined based on factors such as geographic location, skills, education, and/or experience of the applicant, as well as the internal equity and alignment with the team.

The pay ranges from $132,500 - $201,600 plus benefits and retirement program.

Gilbane offers an excellent total compensation package which includes competitive health and welfare benefits and a generous profit-sharing/401k plan. We invest in our employees’ education and have built Gilbane University into a top training organization in the construction industry. Qualified applicants who are offered a position must pass a pre-employment substance abuse test.

Gilbane is an Affirmative Action/Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to age, color, national origin, race, religion, sex, sexual orientation, gender identity, protected veteran status, or disability status. Click here to view the physical demands and working conditions required to perform this role. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential job functions.

Note to Recruiters, Placement Agencies, and Similar Organizations: Gilbane does not accept unsolicited resumes from agencies. Please do not forward unsolicited agency resumes to our jobs alias, website, or to any Gilbane employee. Gilbane will not pay fees to any third party agency or firm and will not be responsible for any agency fees associated with unsolicited resumes. Unsolicited resumes received will be considered property of Gilbane and will be processed accordingly.