Job Description
Job DescriptionSalary: Competitive base salary with incentive compensation
ABOUT KILN
Kiln is a flex-office and lifestyle brand that strives to deliver an exceptional experience, elevating the performance and lifestyle of our members through an ecosystem of people, products, places, and spaces.
Kiln launched in 2018 with our first locations in Salt Lake City and Lehi, Utah. Today, weve grown to 21 communities across the western United States, and were just getting started. As a leader in the flex-office movement, Kiln is shaping the future of hybrid work in the evolving landscape of commercial real estate.
OUR CORE VALUES
Human at the Core
Achieve and Celebrate Together
Thoughtful and With Purpose
Always Evolving
Nothing Short of Extraordinary
Scrappy and Ingenious
OUR MISSION
Our mission is to transform the world within the workplace by elevating the quality of life for our members and empowering teams to build in new and innovative ways.
Our community lifts individuals, facilitates learning, and creates a collective capable of achieving more together than we could alone.
ROLE SUMMARY
The Business Development Manager is responsible for managing revenue performance across a portfolio of Kiln locations. This leader partners closely with Community Directors and Managers, as well as Member Success Managers and Leads, to win new business, retain existing members, and drive upsell opportunities that maximize community-level profitability.
Working alongside the Director of Go-To-Market, this role designs and executes regional go-to-market strategies that position Kiln as the premium flex-office and community brand in each market. From onboarding new members to cultivating broker relationships and closing enterprise accounts, the Business Development Manager ensures a best-in-class experience while consistently meeting or exceeding revenue targets. Success in this role is measured by quarterly revenue quota attainment across supported communities, with a focus on driving each location to stabilized revenue as efficiently as possible.
CRITICAL RELATIONSHIPS
- Member Success Manager or Lead at each community
- Community Director or Manager at each community
- Business Development Representative
- Regional Vice President of Operations
- Director of Revenue Operations and Strategy
- Director of Go-To-Market
MAJOR RESPONSIBILITIES
Revenue Leadership
- Manage quarterly revenue attainment across a portfolio of approximately 5 to 8 Kiln locations
- Lead through a mix of dotted-line and direct reporting relationships
- Partner with Community Directors, Managers, and Member Success teams to close new business
- Retain and upsell existing members
- Serve as a deal-support leader for complex or strategic opportunities
Go-To-Market Execution
- Develop and execute regional go-to-market plans tailored to local market dynamics
- Conduct targeted outreach to high-value and enterprise prospects
- Ensure consistent adoption of sales playbooks, templates, and processes
Member Experience and Onboarding
- Partner with Community Teams to ensure a seamless and impactful onboarding experience
- Support initiatives that strengthen retention and increase member lifetime value
Partnerships and Broker Relations
- Develop and manage strategic partnerships with universities, venture groups, and business associations
- Build and maintain strong commercial broker relationships that generate high-quality referrals
- Represent Kiln at local industry events and within the entrepreneurial ecosystem
Operational Excellence
- Ensure CRM data integrity, accuracy, and completeness across all locations (HubSpot preferred)
- Monitor pipeline health, forecast revenue, and generate sales reporting
- Collaborate cross-functionally with Marketing and Operations on campaigns, pricing, and product feedback
IDEAL EXPERIENCE AND SKILLS
- 3 or more years of experience in business development, sales leadership, or multi-site revenue management
- Proven success managing quotas and driving revenue growth across multiple locations or regions
- Experience partnering with brokers, venture groups, or business associations
- Familiarity with startup, technology, and business ecosystems
- Exceptional communication, negotiation, and relationship-building skills
- Strong organizational skills and CRM management experience (HubSpot preferred)
- Collaborative, team-first mindset with the ability to coach and enable frontline teams
- Passion for entrepreneurial communities, the future of work, and Kilns mission