Role, remuneration, and the 12-month plan. Everything in one place.
SIERA has grown around me. Construction, development, marketing and operations have always been at the core. Bringing sales in-house is close to three years ago now, and since then it has been a journey — developing the systems, finding the right people, and running the sales management function myself alongside everything else. That has got us to where we are. But now is definitely the right time to find the right person to step into that leadership role and build on what we have created together. Closing this gap also unlocks three other moves I want to make across the business.
Melissa moves from 50% sales allocation to 25%. The rest of her time goes into operations across the business, where her real leverage sits.
Ryan Martakis-Webb moves off the sales P&L from 2027 into setting up and running the caretaking function across Tapestry and PIPIS. A substantial business module in its own right, and one that feeds directly back into future referrals.
The time I have been spending managing sales goes back into development, strategy, and the broader direction of the business. We work alongside each other — you leading sales, me leading the business — rather than me carrying both.
Sales manager across the whole SIERA sales function. Leading the team, mentoring them, driving the numbers — while continuing to carry your own sales because you are exceptional at it and neither of us wants to lose that.
Three current sales agents reporting to you: Brad, Nick, and Kris. Kris operates part-time. Brad transitions to the standard 1.00% agent commission. Nick is currently on a lower commission rate plus a retainer arrangement and is being brought in line with the standard 1.00% rate as part of this transition. We work through the timing and conversations with you once you are in the seat.
Who is on the display, who works which days, how leads are allocated, whether we bring in a dedicated display admin. All of that is open. These are bigger sales volumes than SIERA has targeted before, and part of your brief is to assess whether the current team can execute at that scale and to work with Brent on what it needs to look like.
Melissa is stepping back from sales day-to-day so she can sit across business operations more broadly. She can do as much or as little on sales as needed, but the goal is she is not stuck in the weeds.
Ryan Martakis-Webb moves off the sales P&L from 2027 into setting up and running the caretaking function across Tapestry and PIPIS alongside the property manager. That is a substantial business module in its own right. It also matters directly to you: the quality of how SIERA manages its buildings post-handover feeds straight into how owners talk about us, and those referral conversations land with you and the team. You have a real interest in how that function is built, without being responsible for building it.
The 1.5% cost-of-sale pool is not just a cost cap — it is also the mechanism for rewarding the team when the business unit performs. The difference between what gets paid out in commissions and what the 1.5% pool allows is the kitty. When the team is firing and costs stay lean, that residual accumulates. We use it to run a team reward and bonus system: recognising individual performance milestones, quarterly team results, and the moments where someone goes above and beyond. The structure is not fully built yet — that is part of what you and Brent build together once you are in the seat. But the intent is that the team has a shared incentive to drive volume and close well, not just to chase their own commissions.
A second team opens in Brisbane from 2029. One or two additional agents to recruit and onboard under you in the lead-up. By the time Brisbane launches you would have two teams running in parallel.
Tapestry and Exhale carry the first half. Canopy launches in September and changes everything from October onward. Your personal sales targets reflect that shape.
Approximate monthly team sales rate across the period. ~30 units, steady 2–3/month. Sold out mid-June 2027 — final 2–3 units fall outside the plan window.
Every dollar of your remuneration sits inside SIERA's total cost-of-sale model. The structure is not arbitrary — it is designed so that the business unit is sustainable at scale and so that what you earn reflects both your leadership and your sales.
SIERA's 1.5% cost-of-sale envelope. The business unit operates within a total cost of 1.5% of gross sales value across each project. Within that envelope, agents and you collectively earn up to 1.25% (commissions plus retainer). SIERA retains 0.25% to cover the fixed costs of running the business unit: administration, CRM and software, Melissa's strategic oversight allocation, marketing direct costs, and the marketing team allocation (Clare Mitchell, Head of Marketing and Communications, and Sara Balbuena, Marketing Coordinator).
On every sale you personally close. 50% at unconditional, 50% at settlement. 4 Tapestry/Exhale sales at ~$2.5M avg, then 20–30 Canopy sales at ~$1.7M.
On all non-Campbell team sales. 50% at unconditional, 50% at settlement. Funded from within the 1.25% cap via Brad's rate transition and Nick's retainer removal — no net cost increase to SIERA.
Per year, paid monthly ($8,333/month). The leadership and management floor. Consistent across the full 12 months regardless of sales volume in any given month.
All remaining Tapestry units to unconditional and settled. One-off. Tied to the settlement management responsibility — not just the sale count, but the full close-out being handled professionally.
Note on agent rates. Nick is currently on a lower commission rate plus a retainer arrangement and is being brought in line with the standard 1.00% rate. The retainer removal is what funds your override on Nick's sales with no incremental cost to SIERA. Brad's transition from 1.25% to 1.00% works the same way — the 0.25% saving funds your override on his sales. Kris is already at 1.00%.
The 50/50 principle. Every commission dollar splits 50% at unconditional and 50% deferred to settlement. The first half is the reward for closing the sale. The second half is accountability for seeing it through: the project settles cleanly, buyers complete, and the team plays its part in getting there. We will never cut anyone off from deferred commission they have earned. If you have moved on but are still doing pre-settlements, staying in contact with your buyers, and being a good team player in getting the project closed out — you earn the back end. What we do not pay is deferred commission where that contribution is absent.
Everything else is the same. The only variable between the two scenarios is whether you close 20 or 30 Canopy sales yourself. The team sells the remainder either way to reach the 50-unit total target.
Why your direct sales dominate at this volume. At 20 Canopy sales your direct commission alone is $408K. At 30 sales it is $612K. With Exhale active through the full 12 months, the override on the non-Campbell team adds $258K to $292K on top. The structure rewards you most when you bring your own buyers, which is exactly what you intend to do. This is how we think the model should start, and we can develop and adjust it together as time goes on.
Upfront only — what hits your account each month. Includes unconditional commissions at 50%, monthly retainer, and September bonus. Deferred back end is separate and accumulates at settlement. The figures below are hypothetical, based on assumed sales results we think are achievable. The actual cashflow will move with how the market performs and when sales land.
| Month | What's happening | Monthly cash Low: 20 Canopy |
Monthly cash High: 30 Canopy |
Cum. total Low |
Cum. total High |
|---|---|---|---|---|---|
| May 2026 | Tapestry + Exhale. 1 Tapestry direct. | $30,000 | $30,000 | $30,000 | $30,000 |
| Jun 2026 | Tapestry + Exhale. 1 Tapestry direct. | $30,000 | $30,000 | $60,000 | $60,000 |
| Jul 2026 | Tapestry close-out + Exhale. 1 Exhale direct. | $37,400 | $37,400 | $97,400 | $97,400 |
| Aug 2026 | Tapestry close-out + Exhale. 1 Exhale direct. | $37,400 | $37,400 | $134,800 | $134,800 |
| Sep 2026 | Tapestry settled. $50K bonus. | $66,500 | $66,500 | $201,300 | $201,300 |
| Oct 2026 | Canopy unconditionals start + Exhale. | $53,800 | $70,800 | $255,100 | $272,100 |
| Nov 2026 | Canopy launch burst + Exhale. | $53,800 | $70,800 | $308,900 | $342,900 |
| Dec 2026 | Canopy + Exhale year-end push. | $55,300 | $63,800 | $364,200 | $406,700 |
| Jan 2027 | Canopy sell-through + Exhale. | $52,100 | $60,600 | $416,300 | $467,300 |
| Feb 2027 | Canopy + Exhale. | $52,100 | $58,900 | $468,400 | $526,200 |
| Mar 2027 | Canopy + Exhale. | $52,100 | $58,900 | $520,500 | $585,100 |
| Apr 2027 | Canopy + Exhale tail. End of period. | $38,700 | $59,100 | $559,200 | $644,200 |
| 12-month total | ~$559K | ~$644K |
Deferred back end (at settlement, not in table): Low $410K • High $495K. • Total all-in: Low $970K • High $1.14M.
The shape of the year. May to September runs at $30K–$37K per month from Tapestry and Exhale, lifted by the $50K Tapestry bonus in September. October is the step-change when Canopy unconditionals start, with Exhale continuing alongside. In the high scenario the Oct–Mar window runs at $59K–$71K per month. In both scenarios you cross $500K of upfront cash well before the end of the 12 months, with a substantial deferred balance accumulating behind it.
The 12-month plan above is the foundation. These are the projects and the scale that sit beyond it. Your override applies across every dollar of team sales. Your direct commission applies across every sale you personally close inside it.
These sales volumes are larger than anything SIERA has done. That is exactly why the Sales Manager role exists. Canopy alone is $220M. Brisbane adds a second team on top. The structure we are building together is designed for that scale, not for what we already have. These are not hypothetical numbers — these are sites we own and projects already in development. The opportunity in front of you is real.
Once the offer feels right, these are the pieces we work out in sequence. Some are ours to confirm. Some are yours to build once you are in the seat.