Pressure is part of real estate. Markets shift, deals stall, and teams look to their leaders for direction. In those moments, a leader can either escalate the pressure or steady the room.
As VP of New Development Sales at Domain, and currently acting VP of Commercial Sales, Reika Dzupinka navigates complex portfolios with developers and commercial clients across the property sector.
Her role sits at the intersection of real estate, technology, and strategy – and it demands a leadership style that balances pace with pressure.
Early in her career, Reika was given a piece of advice that has guided her leadership approach ever since.
“Someone once said to me that managers can either be a stress amplifier or a stress dampener,”
Reika says.
“It really stuck with me. I’ve always tried to make sure I’m not the person amplifying stress for the team.”
Leading with calm, clarity, and results
Sales environments can be intense, with deals falling through and targets constantly shifting. Reika believes that keeping the team steady is more effective than reacting to every spike in pressure.
“Confidence is key for sales,” she explains. “So even if I’m feeling pressure myself, I try not to show that to the team.”
Her leadership philosophy is about keeping the focus where it matters most.
“I try to remove the emotional distractions and focus the team on what needs to be done. It’s about execution and results.”
Consistency in communication is another key tactic. One simple rule she received early in her career continues to shape how she leads today.
“People don’t always hear something the first time, or even the second time. But by the third time, the message starts to stick.”
She also encourages her team to adopt what she calls an “above the line” mindset – a way to check whether someone is in a growth-oriented state or slipping into scarcity thinking.
“People move between those states throughout the day, week, or month. The role of a leader is recognising that and helping people navigate back to a growth mindset.”
From tech to property: a non-traditional path
Reika’s career didn’t start in real estate. She began in management consulting before moving into technology, gaining experience in enterprise sales and operations.
At LinkedIn, she transitioned from operations into sales — a move that would define her trajectory.
Before joining Domain three and a half years ago, Reika worked in HR technology sales. But property had always been a personal interest, and she jumped at the opportunity to move into the sector.
“Like most Australians, I’m a bit obsessed with property,” she says. “I’m the sort of person who will walk past an open home and just go in out of curiosity.”
Her current focus on new developments places her at the centre of one of Australia’s most pressing real estate issues: housing supply.
“New developments are one of the real solutions to the housing shortage,” she says. “It’s a sector where we’ll actually see change. And it’s also where we’ll see a lot more innovation, from new delivery models to emerging sectors like build-to-rent.”
Navigating a male-dominated industry
Leading in property comes with the challenge of navigating a historically male-dominated sector, particularly within sales, and Reika has observed these dynamics firsthand.
“Sales teams, especially in tech, tend to skew towards male talent … That can make it harder to build the pipeline of women as you move up into leadership roles.”
Progress is being made, but early-career women often feel pressure to conform to outdated expectations.
“I think early on, you do try to conform to what you think leadership should look like. But over time, I’ve learned that I’m most effective when I lead authentically.”
She also describes the balancing act that many women leaders face.
“You want to be firm, but you can’t be aggressive. You want to be confident, but not too confident. It’s a balance.”
Having strong sponsors has been transformative for Reika’s own career, providing visibility and advocacy when she wasn’t in the room.
“I’ve been very lucky to have sponsors, both male and female,” she says. “Having someone advocating for you when you’re not there is incredibly powerful.”
Now, she mentors women through Domain’s internal program, supporting them through leadership transitions, balancing work with family, and building confidence in their professional goals.
“I enjoy helping women think through how they can achieve both professional and personal objectives.”
She has also learned to use being underestimated as an advantage.
“As you become more senior, people sometimes assume you’re more junior than you are. I’ve been mistaken for someone far more junior more times than I can count. I decided to see lowered expectations as an opportunity – it gives you the element of surprise.”
Her advice for ambitious women is straightforward but powerful: own your career, communicate your goals, and build a network of mentors and sponsors.
“You may not control the outcome, but you absolutely control the preparation, the thinking, and the effort you put in.”
Looking ahead, Reika is excited about the opportunities at Domain, especially following the company’s acquisition by global property data giant CoStar Group.
“I’m very much about the journey. As long as I’m in a role where I’m learning, having impact, and working with great people, that’s what matters.”
And the principle she carries into every challenge? Be the calm in the storm.
“It’s about being the dampener, not the amplifier.”
