General Sales Manager

About York

At York, we are bold, fast, and relentlessly focused on what matters: our clients.

While others get lost in bureaucracy and outdated thinking, we cut through the noise. We challenge the status quo, move with urgency, and make decisions that serve our clients, not just our bottom line. We take full ownership, work together to solve complicated problems, and execute - no excuses, no shortcuts.

This is not the place for complacency. Our team thrives in a high-performance, no-BS environment - we are a group of high performers who think critically, move fast, and follow through. The success of our business depends on the willingness of our team to ditch antiquated ways of operating and adapt new methods for achieving excellent results.

This is how we work. This is how we win.

Position Summary

The General Sales Manager is the senior leader of the Client Solutions & Success department at York Realty Inc. (the "Company"). This leadership role is responsible for the development, accountability, and elevation of a high-performance sales team built around York Realty's full-stack advantage: land, construction, and long-term asset management delivered through a single client relationship.

The General Sales Manager champions that platform, ensuring the team sells it confidently while always leading with the client's best interest. They don't set pricing; they set the conditions for performance: tracking leads, monitoring KPIs, and holding high accountability, a sense of urgency, and a commitment to serving our clients across every process and every client interaction.

We move quickly and with intention, and we hire the same way. The right candidate sees where this business is going and has the vision to build a sales culture that gets it there. Tenacious in pursuit, solution-oriented under pressure, and genuinely committed to the people and the platform; this is someone who leads by example, raises the bar around them, and brings out the best in those they lead.

Key Responsibilities

• Lead and develop the Client Solutions & Success team with a primary focus on people, not transactions; .
• Own the corporate sales target. Success is measured through the performance of the team: the deals closed, the pipeline built, and the discipline of the motions that make both possible
• Meets with business leaders to understand what they need to sell and translates that into action
• Manages oversight on client costing and payments, while motivating the team to sell.
• Establish and steward the sales culture of the department: the standards, the behaviors, the expectations, and the experience the Company delivers to every client
• Conduct regular, structured one-on-ones with all direct reports; follow up with consistency and purpose, and hold the team accountable in a way that develops rather than diminishes
• Partner with the President (YCI, YRI, York Partners) on departmental strategy, growth planning, organizational design, and the phased buildout of the Client Solutions & Success team — including templates, systems, and processes that support the deal process and remove barriers for the sales team to close and pursue deals, guiding the team rather than directing deal terms.
• Drive the team's growth by encouraging a strong internal farming culture proactively cultivating and expanding existing client relationships to generate repeat business, referrals, and expansion opportunities across the portfolio
• People management activities including but not limited to hiring, onboarding, performance management, mentorship, training, bonus structure, sales training & practice, team motivation, and , terminations
• Identify gaps in individual and team capability and develop targeted plans in collaboration with People and Culture to close them through coaching, training, or structural change
• Develop and maintain departmental standards and sales processes for successful pipeline management, proposal quality, client engagement, and cross-functional collaboration
• Championing technology and systems to support sales outcomes and team productivity
• Monitor and report on departmental performance against leasing, occupancy, and client satisfaction targets; surface risks early to the Executive team and respond with clarity and solutioning
• Monitor and iterate the sales behaviours of the team, reallocating work within the team to bridge gaps
  Ensure alignment between the Client Solutions, Client Success, and Marketing pillars
• Relationship management with key internal and external stakeholders:
  • President regular reporting on team performance, pipeline health, and departmental progress against growth objectives
  • Directors & Managers — structured oversight, active development, and clear accountability
  • Brokers & Consultants — quality assurance of external relationships managed by the team
  • Tenants – checking in on tenant experience and satisfaction/quality assurance
• Manage the revenue and expense sides of the budget: Solutions P&L
• Participate in MGMT meetings and annual strategic planning activities, including the delivery of quarterly rocks throughout the year
• Manage and support the marketing and communications strategy for the Client Solutions & Success department
• Act as the escalation point for complex client, team, or operational issues within the departments
• Attend industry events and support broker and client event planning
• Other duties as assigned

What You Bring to York

• Demonstrated experience in high-performance sales environment
• Progressive people leadership experience — with demonstrated success not just managing a team, but transforming how a team operates
• A genuine orientation toward developing people; someone who measures their success by the growth of those around them, not by personal deal volume
• Demonstrated ability to build or significantly improve a sales culture — not just inherit one
• The vision to see what a department can become and the patience and discipline to build it intentionally, without cutting corners on fit
• Ability to forge, grow and maintain positive relationships across internal teams, external partners, and senior stakeholders
• Ability to remain objective and maintain a factual perspective when dealing with complex people and business situations
• Sense of urgency and able to manage multiple priorities simultaneously; capable of handling pressure and ambiguity in a growing, dynamic business environment
• Strong analytical, critical thinking, and problem-solving skills; high degree of accuracy and attention to detail
• Highly developed interpersonal, communication, and organizational skills
• Ability to deliver a clear and compelling message to individuals and groups at all levels of an organization
• Ability to motivate and inspire action from others — through credibility, clarity, and genuine investment in their success
• Ability to work collaboratively with a positive attitude

Core Competencies

• People Leadership & Development
• Coaching & Performance Management
• Process and Systems
• Strategic Vision
• Communication

Assumed Competencies

• Detail-Orientation
• Hustle