Director of Leasing

🎯 Role Definition

The Director of Leasing is a senior real estate professional who leads leasing strategy and execution across a portfolio of residential, retail, office, or mixed-use properties. This role focuses on maximizing net operating income and occupancy through proactive marketing, tenant relations, lease negotiations, performance analytics, and cross-functional collaboration with asset management, property operations, marketing, and finance. The Director of Leasing builds and mentors high-performing leasing teams, implements leasing best practices and technology (CRM/Yardi/Entrata), and ensures compliance with lease documentation and regulatory requirements.

📈 Career Progression

Typical Career Path

Entry Point From:

Senior Leasing Manager / Regional Leasing Manager
Asset Manager with leasing oversight
Property Manager with multi-site leasing leadership

Advancement To:

Vice President of Leasing
Head of Asset Management
Chief Operating Officer (for property portfolio firms)
Senior Director, Real Estate Operations

Lateral Moves:

Director of Asset Management
Director of Property Operations
Director of Marketing (Real Estate Focus)

Core Responsibilities

Primary Functions

Develop and implement a comprehensive leasing strategy across the portfolio that aligns with asset business plans, maximizes occupancy and rental rates, reduces concession spend, and drives NOI growth through targeted leasing, renewals, and rent optimization programs.
Lead, coach, and scale regional and on-site leasing teams including recruitment, training, performance management, compensation plans, and career development to ensure consistent delivery of leasing targets and exceptional customer service.
Own the full leasing lifecycle: prospecting, touring, negotiating, documenting, and executing leases and amendments, including renewals, extensions, expansions, and terminations while minimizing downtime and vacancy exposure.
Negotiate complex lease terms and commercial deal points with prospects, brokers, legal counsel, and owners to protect asset value, mitigate risk, and secure favorable rents, tenants’ improvement allowances, and operating expense pass-throughs.
Oversee marketing, advertising, and outreach programs to generate qualified leads and increase pipeline velocity; coordinate digital marketing, social media, signage, broker relations, and community outreach to attract target tenant segments.
Manage third-party brokerage relationships, set commission structures, and maintain incentive programs for brokers and listing partners to ensure alignment with leasing goals and corporate policies.
Monitor and report leasing KPIs (occupancy, absorption, effective rent, concessions, renewal rate, leasing velocity, cost-per-lease, marketing ROI) and deliver actionable insights to senior leadership and asset managers.
Create and maintain standardized leasing policies, procedures, scripts, and customer experience standards to ensure consistent, brand-aligned leasing operations across assets and market cycles.
Partner with asset management and finance to develop pricing strategies, pro forma scenarios, concession budgets, and revenue forecasts; ensure leasing actions are integrated with capital plans and asset disposition strategies.
Coordinate tenant onboarding and move-in processes with property operations and maintenance to ensure seamless tenant experiences and timely revenue recognition.
Manage lease audits, documentation control, and records retention to ensure accurate lease files, compliance with company policies, and readiness for audits or transactions.
Evaluate sub-market conditions, competitor offerings, and economic indicators to proactively adjust leasing strategy and recommend repositioning, amenity upgrades, or targeted capital investments to improve lease uptake and rents.
Lead lease renewal and retention campaigns for existing tenants, using data-driven outreach, incentives, and value-add negotiation tactics to maximize retention and lifetime tenant value.
Implement and optimize leasing technology and CRM systems (e.g., Yardi, Entrata, RealPage, Salesforce) to track leads, automate workflows, and analyze performance; lead system adoption and continuous improvement initiatives.
Oversee budgeting and P&L responsibilities for leasing operations, including expense control for marketing, concessions, and broker commissions while meeting leasing revenue and occupancy targets.
Ensure all leasing activities comply with federal, state, and local regulations, fair housing laws (for residential), and internal legal and corporate governance standards; collaborate with legal counsel on lease form updates and legal issues.
Lead tenant mix strategies for retail and mixed-use assets to curate complementary uses, reduce competition, increase foot traffic, and enhance overall asset performance.
Serve as the primary escalation point for complex tenant issues, contract disputes, and delicate negotiations; work with legal, property management, and senior leadership to resolve escalations in a manner that protects the asset.
Prepare and present monthly and quarterly leasing reports, market analyses, and strategic recommendations to executive leadership, investment committees, and stakeholders to inform decision-making.
Drive revenue growth initiatives such as structured rent roll optimization, ancillary income programs (parking, storage, service fees), short-term leasing models, and pop-up/temporary leasing opportunities.
Lead due diligence leasing reviews for acquisitions and dispositions, including lease file audits, rent roll validation, tenant estoppel coordination, and identification of lease-related risks and opportunities.
Develop and administer incentive and commission structures that motivate leasing teams while aligning with profitability targets and corporate compliance.
Champion tenant experience improvements by coordinating amenity programming, move-in services, and value-added offerings that increase referrals, renewals, and positive online reputation.
Map and benchmark competitive rent and amenity offerings across submarkets and recommend short- and long-term repositioning strategies that support rent growth and tenant demand.
Drive sustainability and operational efficiency initiatives that can enhance leasing appeal, such as highlighting energy efficiency, smart building tech, and green certifications in tenant marketing.

Secondary Functions

Support ad-hoc market research requests and competitive submarket analysis to feed into asset strategy and underwriting decisions.
Collaborate with data and analytics teams to refine lead attribution, funnel metrics, and lifetime tenant value models.
Participate in cross-functional planning for capital projects that affect leasing (lobbies, amenity upgrades, storefront improvements).
Assist corporate HR with identifying leasing-related training needs and develop curricula for onboarding and upskilling leasing staff.
Engage in community and stakeholder relations to support tenant attraction and retention initiatives, local permitting, and neighborhood partnerships.
Represent the company at industry events, broker tours, and leasing roundtables to maintain relationships and increase brand awareness.

Required Skills & Competencies

Hard Skills (Technical)

Lease negotiation and documentation: expert knowledge of lease structures, term sheets, CAM reconciliation, and legal lease provisions.
Leasing analytics and reporting: ability to define and track KPIs (occupied %, effective rent, concessions, absorption).
CRM and leasing platforms: hands-on experience with Yardi, RealPage, Entrata, Salesforce, or comparable systems.
Financial modeling and budgeting: skill building pro formas, concession analyses, and occupancy forecasts that impact asset valuation.
Market research and competitive analysis: proficiency in submarket studies, comparable rent surveys, and demand drivers.
Property management coordination: understanding of operations, maintenance workflows, and tenant onboarding logistics.
Broker relationship management: ability to structure broker commissions and maintain high-performing third-party networks.
Tenant mix planning: experience curating retail/office tenant compositions for traffic and revenue optimization.
Legal and regulatory compliance: familiarity with landlord-tenant law, fair housing (residential), and lease compliance processes.
Marketing and digital lead generation: competence with digital marketing, SEO for property listings, paid advertising, and social media leasing campaigns.
Contract review and due diligence: ability to perform lease file audits and identify risk in acquisition/disposition contexts.

Soft Skills

Strategic leadership and vision: ability to create and articulate long-term leasing strategies aligned with asset goals.
Negotiation and influence: strong persuasion skills to close deals that preserve asset value.
Coaching and team development: proven track record building and mentoring high-performing leasing teams.
Communication and presentation: clear, executive-level reporting and stakeholder management skills.
Customer-centric mindset: dedication to delivering best-in-class tenant experiences and resolving escalations tactfully.
Analytical problem-solving: data-driven decision-making and creative approaches to reduce vacancy and increase rent.
Adaptability and resilience: thrives in dynamic markets with shifting demand and competitive pressures.
Collaboration and cross-functional partnership: works effectively with marketing, operations, legal, and finance teams.
Time management and prioritization: manages multiple assets, projects, and deadlines without sacrificing quality.
Ethical judgment and integrity: maintains high ethical standards in lease negotiations and tenant relations.

Education & Experience

Educational Background

Minimum Education:

Bachelor's degree in Business, Real Estate, Finance, Marketing, Urban Planning, or related field.

Preferred Education:

Master's degree in Real Estate, Business Administration (MBA), or related advanced degree.
Professional certifications such as Certified Property Manager (CPM), RPA, IREM, or CCIM are a plus.

Relevant Fields of Study:

Real Estate
Business Administration / Finance
Marketing
Urban Planning / Development
Hospitality Management (for multifamily/retail focus)

Experience Requirements

Typical Experience Range:

8–15+ years of progressive leasing, property management, or asset management experience with at least 3–5 years in a multi-site or regional leadership role.

Preferred:

Proven history of managing portfolios with varied asset classes (multifamily, retail, office, mixed-use), demonstrated success meeting occupancy and rent targets, and experience with major leasing platforms (Yardi, Entrata, RealPage).
Experience working with institutional investors, private equity, or REITs and supporting acquisitions, dispositions, and due diligence.