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Business Development Lead
3 months ago
Job Description
Job Description Salary: 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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