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As Territory Head of Leasing, you are responsible for running the commercial transactions engine of a territory, owning top-line revenue at a building level across the full territory and leading a high performing field sales team across multiple markets. This is a true executive operator role: part market-maker, part strategic executor, and part team culture builder.
You’ll define the Territory leasing strategy, guide teams on large transactions, and lead a diverse team of sales reps while working incredibly closely with the Territory cross functional stakeholders. Your success will drive occupancy, retention, growth and ultimately revenue across the Territory and you’ll be accountable to the highest levels of the business.
What You’ll Do
This role is built for a strategic operator and commercial leader ready to shape the future of the Territory. As Head Of Leasing, you’ll be responsible for three critical dimensions within the organisation: Revenue Generation, Market Strategy, and Team Leadership.
Revenue Generation
- Own Leasing outcomes across the full portfolio—including new sales, renewals, and retention—while ensuring alignment with financial targets and asset profitability.
- Oversee the end-to-end sales cycle for the Territory, directly leading or supporting key negotiations.
- Forecasting performance against quarterly and annual sales targets for each market, holding teams accountable while ensuring accuracy.
- Serve as the escalation point for commercial disputes and high-impact deal decisions.
- Maintain oversight of the Territory performance, actively managing occupancy trends, churn risk, and underperformance recovery strategies.
- Guide brokerage relationships, unlock new demand, and partner with external firms where applicable to drive net-new pipeline.
Market Strategy and Portfolio Health
- Serve as the executive voice for your territory—translating real estate trends, macroeconomic signals, and local dynamics into actionable territory strategies.
- Drive thought leadership in your region, positioning WeWork as a strategic partner to C-suite real estate decision-makers.
- Deliver accurate forecasts and health-of-business dashboards, reporting regularly to the Regional President and executive leadership.
- Partner cross-functionally with Marketing, Finance, Product, Hospitality and Real Estate to align strategy with performance and demand.
- Lead location strategy and flex product conversations with senior leaders at client organizations (CEOs, COOs, CFOs, Heads of Real Estate) as well as internally with key decision makers.
Team Leadership
- Manage, coach, and develop a team of Leasing reps across the various markets in your Territory ensuring clarity of roles, performance standards, and growth paths.
- Lead achievement forecasting, monthly check-ins, mid-year and year-end reviews, and team succession planning.
- Create a culture of performance and accountability where excellence is expected, and development is constant.
- Ensure all team members are equipped with deep market knowledge, pricing discipline, product fluency, and cross-functional relationships.
- Recruit and retain top sales talent, adapting your team structure and skills mix to evolving business needs.
What Success Looks Like
- Strategic Control: You operate with foresight, anticipating shifts in market demand, competition, and internal dynamics.
- Decision Time & Quality: You move fast but think long, consistently delivering smart, high-stakes decisions with limited information.
- Forecasting & Planning: Your reporting is accurate, proactive, and actionable, shaping business strategy at the highest level.
- Leadership: You’re respected across functions and trusted to lead through change, challenge, and complexity.
- Territory Vision: You unify diverse teams under a shared mission, translating WeWork’s global goals into local execution.
- Innovation Management: You foster new thinking, remove barriers, and constantly improve systems and workflows.
- Stakeholder Engagement: You command the confidence of internal executives and external partners alike.
About You
- 12+ years of work experience, including 7+ years in commercial real estate.
- 5+ years managing large sales teams (10+ people), including leaders and individual contributors.
- Track record of closing complex, high-value transactions (50k+ sq ft) with enterprise occupiers.
- Deep APAC market knowledge with strong local broker networks.
- Experience with portfolio-level revenue accountability.
- Strong commercial and financial acumen combined with a key understanding of our business model and its various quirks and nuances.
- Fluency with Salesforce and business analytics platforms.
- High EQ, strong executive presence, and comfort working with C-suite stakeholders.
- Entrepreneurial mindset, resilient leadership style, and strategic problem-solving ability.
Source: WeWork Career Page
