Business Development Lead

5 days ago

San Diego, United States Kiln Full time
Job DescriptionJob DescriptionSalary: 75k - 100k bonus included

About Kiln

Kiln is a premium flex ­office and lifestyle brand. We deliver an elevated workplace for organizations seeking a frictionless, culture-driven experience for their teams through world-class hospitality, all-inclusive memberships, curated amenities, and enriching events. 


Our product is an ecosystem of workspace and community, and the people and places we serve find it easy to leverage the prosperity we attract. 


Kiln opened its first two locations—Salt Lake City and Lehi, UT—in 2018. Today, we have 14 sites across Utah, Colorado, Arizona, Idaho, Oregon, and California with plans for rapid expansion throughout the western United States. Kiln is pioneering the future of hybrid work in the broader commercial real estate sector, and we intend to remain a major player as the demand for flexible solutions evolves.


Our Core Values:

  • Human at the core
  • Achieve & Celebrate Together
  • Thoughtful and with Purpose 
  • Always Evolving 
  • Nothing short of Extraordinary
  • Scrappy & Ingenious


About the Opportunity

A Business Development Lead owns all net new revenue at their assigned sites with the goal of meeting or exceeding quarterly revenue targets. They are responsible for driving results related to fielding inbounds, generating leads, retaining members, and upselling by supporting on-the-ground teams at every point in the sales cycle. 


We are seeking an individual looking for a home and career with growth opportunities and daily challenges. This is the perfect opportunity to diversify your professional experience and apply your well-honed relationship skills to engage with professionals and enterprises in nearly every industry. 


About the Job

Salary and performance bonus

Flexible PTO with manager approval

10 paid holidays per year

Benefits (includes medical, dental, vision, life, disability, and HSA options)

Company activities including yearly retreats, coworking market trips, industry conferences, private ski day, and Kiln Camp at Bear Lake, swag, and special events like Apres Work, Waffle Wednesday, and Support Team lunches 


Who You’ll Be Working With

  • Director of New Markets (Reporting To)
  • Business Development Managers
  • Other Business Development Leads
  • Member Success Managers
  • Community Teams
  • Marketing Team
  • Operations Team & COO


What You’ll Do

Help presell and open new locations

  • Assist the Director of New Markets with all pre-sales activities
  • Research and analyze new markets regarding competitive landscape, pricing and packaging, key partner relationships and overall market drivers
  • Assist with setting up meetings for Director of New Markets
  • Project manage timeline and scope of work, working cross-functionally to make sure deadlines are met.
  • Lead and plan open houses, launch party and other marketing events for new site openings
  • Partner with and support new community team members in each new location

Organize and maintain your sales pipeline

  • Use HubSpot CRM to track lead progress, follow up consistently, and move leads through each stage of the sales cycle in collaboration with Member Success Managers (MSMs) on the Community Team
  • Monitor HubSpot tasks assigned to MSMs and hold yourself and others accountable for maintaining clean, up-to-date, and accurate data
  • Regularly meet with MSMs to review the pipeline and strategize on advancing leads 

Support MSMs in engaging, nurturing, and closing leads 

  • Build rapport with leads through personalized outreach 
  • Educate leads on Kiln’s products and value proposition and align Kiln products with leads’ objectives or requirements
  • Address pain points or objections to advance leads further in the pipeline
  • Collaborate with MSMs to schedule in-person tours quickly and efficiently
  • Support MSMs with outbound prospecting, tours, follow-ups, proposals, networking events, etc.
  • Plan retention efforts and strategize on high-risk renewals
  • Support in the negotiation and contracting of new and existing business 

Manage commercial real estate leads/transactions 

  • Provide support or take the lead on large membership (enterprise) deals, complicated transactions, or commercial real estate broker leads
  • Regularly engage with brokers and update broker contacts with current inventory
  • Form personal relationships with brokers to keep Kiln top-of-mind as a flex office option for clients
  • Strategize with MSMs on broker events or in-person brokerage visits

Prospect and nurture enterprise leads

  • Utilize diverse channels like Commercial Real Estate platforms and LinkedIn to find qualified leads and assess their fit through research and conversations
  • Develop and execute outbound drip campaigns or cold-calling campaigns

Contribute to lead generation strategies

  • Partner with the marketing department to identify new lead sources, refine content, and give feedback on lead quality
  • Conduct competitive research and market analysis: stay informed about industry trends, competitor offerings, and customer needs to tailor your sales approach and effectively position our product

Report on sales activities/results and set quarterly targets for Community Teams

  • Track key metrics and generate reports to measure performance, identify areas for improvement, and contribute to sales strategies
  • Report revenue and KPI performance to teams weekly
  • Report revenue, pipeline, and retention performance to leadership weekly
  • Set quarterly MRR and event revenue targets for the Community Teams in collaboration with the Business Development and Ops teams

Contribute to processes and playbooks for future sales hires

  • Be able to articulate and document your sales strategies
  • Be comfortable sharing experiments and mistakes


What Will Set You Apart

Enterprise sales experience

Coworking experience

Outbound cold-calling experience

Experience selling the value of premium products at top-of-the-market pricing 

Proven success in prospecting new markets and closing new business

Genuine curiosity about diverse backgrounds and experiences 

Energized by interacting with new people and contributing to company culture

A love of the outdoors


What You Will Need to Accomplish the Job

2+ years of prior sales experience

CRM Experience (HubSpot preferred)

Experience with closing deals, overcoming objections, and creating interest 

Strong desire to win

Track record of consistently meeting or exceeding targets

Ability to adopt organizational sales processes

Ability to set boundaries and prioritize revenue

A resilient mindset in a fast-paced environment

Comfort with ambiguity and spontaneity 

Excellent organization with the ability to handle 50+ leads at any given time

Ability to effectively answer challenging questions on-the-spot

Comfortable communicating with decision-makers with a high degree of confidence

Ability to articulate how our products can help organizations get to the next level with data and case studies

An understanding of the impact Kiln has on our members and the value derived from membership

Excellent interpersonal skills with the ability to express empathy and understanding

Personable demeanor with excellent listening skills

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