What are the responsibilities and job description for the BDR and Inside Sales, Regional Director, Matterport - Arlington, VA position at CoStar Group?
Job Description
CoStar Group (NASDAQ: CSGP) is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces. Included in the S&P 500 Index and the NASDAQ 100, CoStar Group is on a mission to digitize the world’s real estate, empowering all people to discover properties, insights and connections that improve their businesses and lives.
We have been living and breathing the world of real estate information and online marketplaces for over 35 years, giving us the perspective to create truly unique and valuable offerings to our customers. We’ve continually refined, transformed, and perfected our approach to our business, creating a language that has become standard in our industry, for our customers, and even our competitors. We continue that effort today and are always working to improve and drive innovation. This is how we deliver for our customers, our employees, and investors. By equipping the brightest minds with the best resources available, we provide an invaluable edge in real estate.
About Matterport
Matterport is leading the digital transformation of the built world. Our groundbreaking spatial computing platform turns buildings into data making every space more valuable and accessible. Millions of buildings in more than 170 countries have been transformed into immersive Matterport digital twins to improve every part of the building lifecycle from planning, construction, and operations to documentation, appraisal, and marketing.
Role Description
As a BDR and Inside Sales Regional Director, you will lead, develop, and scale a high-performing Business Development and Inside Sales organization responsible for fueling top-of-funnel pipeline, driving new customer acquisition, expanding existing relationships, and accelerating Matterport’s growth in a high-velocity, short-cycle sales environment.
You will oversee frontline BDRs and Inside Sales sellers who engage prospects and customers through a high-touch, high-activity inside motion - combining outbound prospecting, inbound qualification, discovery, and transactional selling. Your team will deliver compelling, value-driven conversations that convert interest into qualified pipeline and closed revenue, with clear ownership across the buyer journey.
This is a hands-on leadership role for a manager who can hire great talent, build structure, drive discipline, and elevate seller execution every single day. You will help build the BDR and inside sales organization from the ground up - establishing daily routines, coaching cadences, call expectations, pipeline generation standards, and performance accountability across your team.
You will partner closely with cross-functional teams across CoStar Group - including Sales Enablement, Product, Marketing, and GTM Strategy - to refine messaging, strengthen processes, and ensure your team has the tools, training, and clarity to win consistently. Your mission is to create a fast-moving, high-output sales environment built on operational rigor, skill mastery, and customer obsession.
This role is on-site five days a week in Arlington, VA.
Responsibilities
When you join CoStar Group, you’ll experience a collaborative and innovative culture working alongside the best and brightest to empower our people and customers to succeed.
We offer you generous compensation and performance-based incentives. CoStar Group also invests in your professional and academic growth with internal training and tuition reimbursement.
Our Benefits Package Includes (but Is Not Limited To)
US: We welcome all qualified candidates who are currently eligible to work full-time in the United States to apply. However, please note that CoStar Group is not able to provide visa sponsorship for this position.
CoStar Group is an Equal Employment Opportunity Employer; we maintain a drug-free workplace and perform pre-employment substance abuse testing
CoStar Group (NASDAQ: CSGP) is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces. Included in the S&P 500 Index and the NASDAQ 100, CoStar Group is on a mission to digitize the world’s real estate, empowering all people to discover properties, insights and connections that improve their businesses and lives.
We have been living and breathing the world of real estate information and online marketplaces for over 35 years, giving us the perspective to create truly unique and valuable offerings to our customers. We’ve continually refined, transformed, and perfected our approach to our business, creating a language that has become standard in our industry, for our customers, and even our competitors. We continue that effort today and are always working to improve and drive innovation. This is how we deliver for our customers, our employees, and investors. By equipping the brightest minds with the best resources available, we provide an invaluable edge in real estate.
About Matterport
Matterport is leading the digital transformation of the built world. Our groundbreaking spatial computing platform turns buildings into data making every space more valuable and accessible. Millions of buildings in more than 170 countries have been transformed into immersive Matterport digital twins to improve every part of the building lifecycle from planning, construction, and operations to documentation, appraisal, and marketing.
Role Description
As a BDR and Inside Sales Regional Director, you will lead, develop, and scale a high-performing Business Development and Inside Sales organization responsible for fueling top-of-funnel pipeline, driving new customer acquisition, expanding existing relationships, and accelerating Matterport’s growth in a high-velocity, short-cycle sales environment.
You will oversee frontline BDRs and Inside Sales sellers who engage prospects and customers through a high-touch, high-activity inside motion - combining outbound prospecting, inbound qualification, discovery, and transactional selling. Your team will deliver compelling, value-driven conversations that convert interest into qualified pipeline and closed revenue, with clear ownership across the buyer journey.
This is a hands-on leadership role for a manager who can hire great talent, build structure, drive discipline, and elevate seller execution every single day. You will help build the BDR and inside sales organization from the ground up - establishing daily routines, coaching cadences, call expectations, pipeline generation standards, and performance accountability across your team.
You will partner closely with cross-functional teams across CoStar Group - including Sales Enablement, Product, Marketing, and GTM Strategy - to refine messaging, strengthen processes, and ensure your team has the tools, training, and clarity to win consistently. Your mission is to create a fast-moving, high-output sales environment built on operational rigor, skill mastery, and customer obsession.
This role is on-site five days a week in Arlington, VA.
Responsibilities
- Lead and develop a regional BDR and Inside Sales team, ensuring consistent execution of a high-velocity outbound and inbound sales motion.
- Own top-of-funnel performance, pipeline generation, and revenue outcomes—driving new logo acquisition and expansion while consistently meeting or exceeding regional targets.
- Build, hire, onboard, and develop high-performing BDRs and Inside Sales sellers, creating a strong bench of future sales leaders and promotion-ready talent.
- Establish and enforce operational excellence across both functions, including:
- Outbound prospecting standards (call, email, social, and multi-channel sequencing)
- Inbound lead response SLAs and qualification rigor
- Daily activity expectations, pipeline coverage targets, and conversion benchmarks
- Define and optimize BDR responsibilities, including ICP targeting, outbound prospecting, inbound qualification, discovery, meeting creation, and clean handoff of qualified opportunities to Inside Sales or downstream sales teams.
- Ensure strong alignment between BDRs and sellers by enforcing clear qualification criteria, opportunity handoff standards, and feedback loops to improve lead quality and conversion.
- Conduct regular coaching and development sessions, including call reviews, role plays, 1:1 performance conversations, outbound messaging reviews, and real-time feedback on live selling and prospecting activity.
- Partner with Sales Enablement to deliver role-specific onboarding, reinforce skills-based training, and ensure consistent adoption of Matterport’s sales frameworks, talk tracks, and qualification methodology across BDRs and sellers.
- Collaborate with Marketing and GTM Strategy to refine lead flow, improve campaign effectiveness, sharpen outbound messaging, and surface insights from BDR and seller conversations with the market.
- Inspect and improve CRM hygiene, forecasting accuracy, pipeline quality, and attribution across both BDR-sourced and seller-owned opportunities.
- Support strategic deals by coaching on discovery, objection handling, commercial positioning, competitive differentiation, and deal strategy.
- Run weekly operating rhythms across the region, including pipeline reviews, BDR productivity reviews, skill coaching sessions, forecast calls, and team stand-ups.
- Create a high-performance culture rooted in accountability, urgency, execution excellence, and customer-first thinking.
- Provide executive-level insights on regional performance, pipeline health, conversion metrics, market feedback, and emerging opportunities.
- Travel as needed to support sellers, deepen customer relationships, and execute a high-touch sales strategy.
- Champion Matterport & CoStar Group's mission and values, setting the cultural tone for your region and clearly defining what excellence looks like every day.
- 3 years of sales leadership experience, including direct management of inside sales teams in fast-paced B2B SaaS environments.
- Demonstrated success driving revenue in short-cycle, high-velocity sales environments with strong activity expectations.
- Experience hiring, developing, and retaining high-performing inside sellers
- Strong coaching capability - able to diagnose skill gaps, deliver actionable feedback, and drive measurable improvements in seller performance.
- Strong operational leadership - forecasting discipline, CRM management, activity management, and pipeline inspection.
- Bachelor’s degree from an accredited, not for profit, in-person college or university.
- Proven track record of consistent performance, high accountability, and leadership maturity.
- Operates with high degree of integrity.
- A track record of commitment to prior employers.
- Internal Candidates: Minimum of 2 years successful CoStar Group sales leadership experience or 4 years of successful CoStar Group sales experience.
- Experience scaling an inside sales team from early buildout through maturity.
- Demonstrated ability to retain high performers and manage underperformance with clarity and conviction.
- Strong ability to partner cross-functionally with Enablement, Product, Marketing, and GTM Strategy.
- Experience with inside sales tools such as Salesforce, Gong, Clari, or other modern SDR/AE tech stacks.
- Strong analytics and decision-making capability - able to break down numbers, coach to the “why,” and drive consistent execution.
- High adaptability and resilience - comfortable leading through rapid team growth, evolving strategy, and shifting priorities.
- Experience selling into industries aligned with Matterport’s customer base (AEC, FM, CRE, manufacturing, retail, insurance/restoration).
When you join CoStar Group, you’ll experience a collaborative and innovative culture working alongside the best and brightest to empower our people and customers to succeed.
We offer you generous compensation and performance-based incentives. CoStar Group also invests in your professional and academic growth with internal training and tuition reimbursement.
Our Benefits Package Includes (but Is Not Limited To)
- Comprehensive healthcare coverage: Medical / Vision / Dental / Prescription Drug
- Life, legal, and supplementary insurance
- Virtual and in person mental health counseling services for individuals and family
- Commuter and parking benefits
- 401(K) retirement plan with matching contributions
- Employee stock purchase plan
- Paid time off
- Tuition reimbursement
- On-site fitness center and/or reimbursed fitness center membership costs (location dependent)
- Access to CoStar Group’s Culture Employee Resource Groups
- Complimentary in office gourmet coffee, tea, hot chocolate, fresh fruit, and other healthy snacks
US: We welcome all qualified candidates who are currently eligible to work full-time in the United States to apply. However, please note that CoStar Group is not able to provide visa sponsorship for this position.
CoStar Group is an Equal Employment Opportunity Employer; we maintain a drug-free workplace and perform pre-employment substance abuse testing