Role Summary:
The Business Development Director is responsible for managing revenue performance across a portfolio of Kiln locations. This leader partners closely with site Community Teams to win new business, retain existing members, and drive upsell opportunities that maximize community-level profitability.
Working alongside the Director of New Markets, 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 Director 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 New Markets
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 (HubSpo)
- Monitor pipeline health, forecast revenue, and generate sales reporting
- Collaborate cross-functionally with Marketing and Operations on campaigns, pricing, and product feedback
Ideal Experience & Skills:
- 6 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 Kiln's mission
