James W Cardosa
Los Angeles,CA
Summary
Enterprise Account Executive with over five years of quota-carrying experience in selling SaaS and AI solutions to multifamily and real estate sectors. Recognized as a top performer, consistently managing portfolios exceeding $2.5M ARR and surpassing quotas by 140% to 220% for three consecutive years, achieving Presidents Club honors twice. Skilled in orchestrating complex, full-cycle enterprise sales processes—from outbound prospecting and executive-level discovery to demonstrations, negotiations, and expansions—while collaborating effectively with Product, Customer Success, and Marketing teams.
Overview
10
10
years of professional experience
Work History
Sr Account Executive
Kolena
Los Ángeles, CA
08.2025 - Current
- Led end-to-end enterprise sales cycles for Kolena’s AI Agents platform across real estate, financial services, insurance, and banking verticals.
- Established executive-level alignment with VPs, CTOs, and Innovation leaders to drive adoption.
- Consulted with clients to identify workflow bottlenecks and designed AI solutions that automated 50–80% of manual review time.
- Coordinated technical evaluations with engineering teams, executing proofs of concept that demonstrated measurable ROI.
- Developed outbound go-to-market strategies targeting key segments, generating a pipeline of highly qualified opportunities.
- Partnered with product and engineering teams to translate customer requirements into tailored AI agents and workflows.
- Delivered live demos utilizing customer data, showcasing agent outputs and integrations with industry-standard tools.
- Negotiated commercial agreements and structured POCs, leveraging case studies to build strong business cases.
Account Executive
CoStar Group
01.2022 - 08.2025
- Responsible for maintaining annual quota of $850K through new business and upselling existing multifamily accounts.
- Conducted product demonstrations to showcase software capabilities to potential clients.
- Consistently exceeded annual quota with achievement rates of 140% in 2022 and up to 220% in 2024.
- Presidents Club winner in 2023 and 2024
- Spearheaded initiatives for upselling and cross-selling to increase revenue across all accounts. Responsible for training new hires and looked at as the "go to" rep.
- Collaborated with Product, Engineering, Customer Success, and Marketing to influence product enhancements.
- Conducted in-depth portfolio audits, pipeline reviews, and revenue forecasting to strengthen client retention, expansion planning, and long-term account strategy.
- Delivered QBRs, performance insights, and client training sessions to executive stakeholders, reinforcing value realization and long-term partnerships.
- Analyzed market trends to provide clients with informed real estate insights.
- Collaborated with internal teams to streamline processes and enhance client experience.
Project Manager, Leasing
Goldrich Kest
04.2021 - 01.2022
- Drove occupancy and revenue strategy for 18-property portfolio, achieving 96.5% occupancy rate.
- Executed targeted marketing campaigns and resident initiatives in collaboration with senior leadership.
- Oversaw social media and reputation management, maintaining a 4-star rating across the portfolio.
- Conducted market analysis using Costar and Radix tools to guide leasing and marketing strategies.
- Monitored KPIs to identify performance improvement opportunities within leasing operations.
- Facilitated revenue strategy meetings with RealPage and Revenue Edge to optimize pricing alignment.
- Analyzed market trends to inform revenue team on competitive positioning and pricing strategies.
Leasing Manager
Irvine Company
09.2015 - 04.2021
- Managed 120 unit lease-up at 1221 Ocean Avenue, averaging a rental rate of $16,750/month.
- Prepared and pitched presentations for prospective clients, realtors, and brokers.
- Negotiated and approved all leases utilizing RealPage and OneSite software.
- Researched competitors and market trends weekly with CoStar and Radix software.
- Increased rental rates by 18% YOY across all units based on continued market analysis and data backed research.
- Led weekly meetings with corporate business partners to review current position, goals, opportunities and initiatives.
Education
BA - Business Administration
Point Loma Nazarene University
San Diego, CA01.2015
Skills
- Enterprise sales
- Deal negotiation
- Go-to-market strategy
- Customer relationship management
- Effective communication
- Presentation skills
Timeline
Sr Account Executive
Kolena
08.2025 - Current
Account Executive
CoStar Group
01.2022 - 08.2025
Project Manager, Leasing
Goldrich Kest
04.2021 - 01.2022
Leasing Manager
Irvine Company
09.2015 - 04.2021
BA - Business Administration
Point Loma Nazarene University