Head of Sales
About The Position
Kiln is a flex-office and lifestyle brand that launched in 2018 and has grown to 21 hubs across the Mountain West. The company aims to elevate the performance and lifestyle of its members through an ecosystem of people, products, places, and spaces, shaping the future of hybrid work in commercial real estate. Kiln's mission is to change the world within the workplace, elevating the quality of life for its members and enabling teams to build in new and creative ways, fostering a community that lifts individuals and facilitates learning. As Head of Sales, the ideal candidate is passionate about sales excellence and customer experience, with a proven track record of building revenue engines from scratch and identifying growth opportunities. This role requires strong communication skills, comfort presenting national revenue strategies to C-suites, and the ability to develop sales teams. The Head of Sales is energized by building a sales machine, thrives in a fast-paced environment with a relentless drive for success, and performs best in person, leading through direct and indirect authority in a matrixed organization where presence and collaboration are key to results.
Requirements
- 15+ years work experience, with at least 7 years in sales leadership at a director level or above
- A track record of success in developing revenue and building a sales function
- CRM Expertise (currently using Hubspot)
- Experience managing a BDR function
- Extensive expertise in sales tactics, strategies and best practices
- Experience and success working in a matrixed organization
- Ability to lead and inspire a sales team
- Experience in setting and achieving sales targets and KPIs
- Success developing and implementing sales plans and strategies
- Excellent negotiation and relationship-building skills
- Analytical and problem-solving skills with ability to multitask in a fast-paced environment
- Ability to analyze sales data and trends to make data-driven decisions
- Outstanding communication, presentation and leadership skills
- Highly flexible with an adaptive out-of-the-box mindset
- Demonstrates integrity, dependability, responsibility, accountability, self-awareness, work ethic, and empathy
- Exceptional organizational and multitasking skills
- Passion for technology and entrepreneurial communities
- Passion and understanding for Kiln’s mission and values
- Proficiency in CRM software and sales analytics tools, and readiness to learn and adopt new platforms
Nice To Haves
- Bachelors and Masters degrees preferred
Responsibilities
- Building a best-in-class sales function within Kiln
- Serving as the subject matter expert on all aspects of the Business Development function, including sales techniques and strategies, team and individual incentive structures, performance management, sales acceleration and partner management
- Working closely with executives and other senior leaders to develop and execute business development strategies, identify new business opportunities, negotiate partnerships and contracts and drive overall business growth
- Planned regular travel to tailor GTM market strategies, train in-market team members, and nurture and close key customer and partner relationships
- Own the national revenue plan, including sales forecasting, pricing strategy, and territory planning
- Drive maximum monthly revenue across all Kiln locations and products
- Develop playbooks, outreach cadences, and product positioning for all customer segments
- Expand into new revenue streams (enterprise, strategic partnerships, etc.)
- Lead and mentor a team of Business Development Directors, Managers, Business Development Representatives, and indirectly, Community Team Sales Contributors
- Build career progression tracks, performance benchmarks, and performance incentives that reward results
- Design and implement ongoing sales training and enablement programs
- Build and manage broker relationships regionally and nationally, aiming for programmatic and consistent results
- Develop and negotiate strategic ecosystem partnerships to accelerate market penetration
- Serve as a sponsor for major enterprise relationships and regional partners
- Own CRM (HubSpot) adoption, hygiene, and reporting across the organization
- Track and analyze KPIs, pipeline velocity, close rates, and CAC to make data-backed decisions
- Deliver insights to the Executive Team on performance, risks, and opportunities
- Partner with Marketing on integrated campaigns and lead generation efforts
- Collaborate with Growth on expansion strategies and market prioritization
- Align with Finance on forecasting, pricing, and unit economics
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
