Territory Manager, London

Overview

Pass the Keys is the UK\’s leading full-service short-let and holiday-let management company, simplifying property hosting for homeowners since 2015. Our mission is to empower homeowners by delivering a hassle-free hosting experience while ensuring an exceptional guest stay. As Territory Manager, you will take ownership of the financial and commercial performance of our London territory, driving operational excellence and business growth. You will be responsible for overseeing day-to-day operations, developing strategic sales and marketing initiatives, and leading a high-performing team to ensure outstanding service for our hosts and guests. This is a results-driven role where you will achieve ambitious KPIs through a combination of people management, operational rigour, and an analytical approach. Your performance will be measured by the successful growth of your portfolio.

Key Responsibilities

• Market Leadership & Strategic Growth – Develop and execute a comprehensive growth plan to establish and expand our market presence; Own the territory\’s P&L with accountability for driving revenue growth and profitability; Lead monthly and quarterly business reviews, reporting on performance and strategic initiatives; Recruit, train, and develop a high-performing local team as the market scales; Conduct continuous market research and competitor analysis to identify opportunities and inform strategy.
• Sales & Business Development – Drive the end-to-end sales process to build a robust pipeline and sign new Hosts; Attend property viewings, prepare compelling quotes, and manage all sales activities within our CRM (HubSpot); Forge and nurture strategic local partnerships to generate new business and enhance brand reputation; Approve new property listings, ensuring they meet quality standards and brand guidelines.
• Operations & Host Management – Deliver an exceptional host and guest experience to maintain high standards of service and satisfaction; Implement strategies to foster host loyalty and build strong, lasting relationships; Oversee day-to-day operations, ensuring the seamless functioning of on-the-ground teams and local suppliers; Proactively manage host accounts, including resolving failed or missed payments and other financial queries.

Key Performance Indicators (KPIs)

• Financial Performance
  • NBV vs Previous Year: Year-over-year growth in Net Booking Value
  • Gross Profit NBV %: The gross profit margin on Net Booking Value
• Growth & Sales
  • Net Growth: The net increase in managed properties within the territory
  • Sales Conversion: The percentage of leads converted into new hosts
• Operational Excellence
  • YOY Host Retention: The annual retention rate of existing hosts
  • Airbnb Rating & Booking.com Rating: Average guest review scores on major booking platforms
• Leadership & Performance
  • A Player Team: Recruitment, development, and retention of a high-performing local team
  • KPI Ranking: The territory\’s performance ranking against other markets within the company

Requirements

• Proven experience in a management role with P&L responsibility, such as a General Manager, Operations Manager, or Business Development Manager
• Strong background in sales, with a demonstrable track record of meeting and exceeding targets
• Experience in property management, hospitality, short-term rental, or the real estate industry
• Exceptional leadership, communication, and negotiation skills, with experience in building and managing teams
• Proficiency with CRM software (HubSpot preferred) and the Google Workspace suite
• Highly analytical and data-driven, with the ability to solve complex problems effectively
• A self-starting, entrepreneurial mindset with the ability to work autonomously in a fast-paced environment

The role is London-based and will require the successful candidate to work from our Farringdon office 3 days per week.

Benefits

• A Global Vision: Join an ambitious company aspiring to be the global leader in short-let and holiday-let property management
• A Strong Company Culture: Our four core values—Drive, Evolve, Take Pride, and Together—guide everything we do
• Autonomy & Independence: We manage by results, not input. No micromanagement—just accountability and impact
• Professional Growth Opportunities: We encourage responsibility and development, allowing you to expand your skills
• Flexible Work Arrangements: We support flexible scheduling where possible
• Competitive Salary: Competitive wages with strong career progression opportunities
• Performance-Based Company Bonus: Rewarding outstanding contributions and exceptional business results
• A Great Team: Work alongside inspiring colleagues in a supportive and collaborative environment
• Hybrid Work Model: For London-based employees, minimum of three days in the office (Mon, Tue, Thu); occasional weekend work may be required
• UK-Specific Benefits: 22 days of holiday plus a birthday entitlement; Pension scheme with salary sacrifice, 7% matching; Enhanced maternity pay up to 90% of salary for six months

Salary: £50,000 guaranteed basic salary, plus uncapped profit share potential. In the past, this role earned up to £90k. We hope a good candidate would drive territory performance to earn £100k+ per year.

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Management

Industries

• IT Services and IT Consulting