Club Location:Arcis Golf - Corporate Office - Dallas, TX
Position Summary:The Vice President, Membership is the portfolio sales leader accountable for membership sales and initiation-fee performance across Arcis Golf's private-club portfolio. This role owns portfolio strategy, talent, coaching, performance management, sales process, HubSpot discipline, market and CMA insight, and alignment with Operations. The Vice President establishes one consistent membership sales operating system and scorecard, stack-ranks clubs and sales professionals, identifies performance and talent gaps early, and drives timely coaching, corrective action, recruiting, and resource decisions that improve results and the prospective-member experience.Key Responsibilities:- Develop and execute the portfolio membership sales and initiation-fee strategy, annual operating plan, targets, and performance priorities in partnership with the Senior Vice President, Sales and executive leadership.
- Establish and enforce one portfolio scorecard based on sales versus target, qualified pipeline, self-generated opportunities, tours, lead-to-tour conversion, tour-to-close conversion, activity and follow-up, CRM discipline, and market/CMA knowledge, with clear definitions, targets, reporting standards, and operating rhythms across every club.
- Regularly stack-rank clubs and membership sales professionals using scorecard results and qualitative performance indicators; identify performance issues, coaching needs, talent gaps, and resource opportunities early and drive timely action.
- Lead a rigorous portfolio pipeline and forecasting cadence; evaluate pipeline quality, coverage, velocity, aging, conversion, follow-up, and forecast accuracy by club and seller.
- Hold leaders accountable for results, require specific coaching and performance-improvement plans where gaps exist, assess progress frequently, and make timely leadership, staffing, or role decisions when performance does not improve.
- Define and continuously improve Arcis Golf's value-based membership sales process from prospecting and qualification through discovery, personalized tour design, value articulation, objection handling, urgency, close, onboarding, and referral generation.
- Ensure club teams build membership opportunity through disciplined prospecting, existing-member referrals and introductions, relationships with centers of influence, community connections, networking, digital leads, and other productive channels.
- Set enterprise expectations for HubSpot as the daily sales system of record, including accurate contact and deal data, activities, tasks, next steps, source attribution, tour outcomes, pipeline stages, expected revenue, and forecast information.
- Use HubSpot dashboards, reports, sequences, and communication tools to improve portfolio visibility, prioritize action, evaluate funnel performance, strengthen follow-up, and guide coaching, staffing, and resource allocation; partner with RevOps on system configuration, governance, automation, and integrations.
- Establish standards for current, consistent CMA data across the portfolio, including competitors, pricing, offerings, positioning, capacity, market conditions, local development, demographics, and community changes; analyze cross-portfolio trends and translate them into sales, pricing, positioning, and growth opportunities.
- Maintain a regular cadence with Operations leadership, General Managers, Membership Sales and Operations leaders, and club leaders to review performance, capacity, pricing, lead flow, the prospect and tour experience, operational barriers, and actions required to improve sales.
- Recruit, assess, coach, develop, succession-plan, and retain high-performing membership sales leaders and professionals; maintain proactive recruiting pipelines for critical and recurring roles.
- Create scalable onboarding, training, field coaching, and certification programs focused on prospecting, value-based discovery, tour architecture, objection handling, closing, pipeline management, HubSpot training and discipline, CMA knowledge, and performance accountability.
- Visit clubs and observe sales execution, tour quality, leadership routines, and the prospect experience firsthand; use structured tour and sales-process audits to provide clear feedback, establish action plans, and verify sustained improvement.
- Partner with Marketing, Finance, RevOps, and Operations to align lead generation, capacity, pricing, value proposition, investment, programming, and the prospective-member journey with portfolio priorities.
- Build an accountable, competitive, responsive, relationship-driven sales culture grounded in the Arcis Golf purpose and axioms.
Required Qualifications:- At least seven years of progressive sales leadership experience, including five or more years leading leaders and geographically dispersed teams in a multi-site, relationship-driven B2C, membership, subscription, luxury, or premium-service organization.
- Demonstrated success delivering sustained membership, initiation-fee, subscription, or recurring-revenue growth across multiple markets.
- Proven ability to establish scorecards and operating cadences, stack-rank performance, conduct rigorous pipeline reviews, diagnose root causes, implement coaching and improvement plans, and make timely talent decisions.
- Expert understanding of value-based and consultative selling, including prospecting, discovery, personalized experience design, value articulation, objection handling, urgency, closing, onboarding, and referral generation.
- Advanced proficiency with HubSpot Sales Hub or a comparable CRM as an executive sales leader and user, including pipeline management, dashboards, reporting, forecasting, sequences, communication tools, data accuracy, and adoption; ability to partner effectively with RevOps on configuration and governance.
- Experience recruiting, assessing, onboarding, coaching, developing, performance-managing, and succession-planning sales leaders and professionals at scale.
- Strong financial and commercial acumen, including membership or subscription economics, initiation-fee growth, pricing, capacity, pipeline coverage, forecasting, and revenue planning.
- Exceptional executive presence, communication, influence, organization, responsiveness, relationship-building, and change-leadership skills.
- Demonstrated ability to align Sales and Operations leaders around shared goals, resolve barriers, and improve both sales performance and the prospective-member experience.
- Bachelor's degree in business, finance, sales, marketing, hospitality, analytics, or a related field.
- Ability and willingness to travel extensively and maintain a flexible schedule, including evenings and weekends, to support clubs, teams, prospective members, and priority sales opportunities.
Preferred Qualifications:- Ten or more years of leadership experience in private clubs, golf, luxury hospitality, premium membership, or another high-end multi-site service organization.
- Deep knowledge of private-club membership models, initiation-fee growth, member acquisition, onboarding, engagement, retention, capacity, pricing, and recurring-revenue economics.
- HubSpot certification and direct experience leading sales adoption, data discipline, reporting, forecasting, and process improvement in partnership with RevOps.
- Master's degree in business administration or another relevant advanced degree.
- Knowledge of and enthusiasm for golf, including the ability and willingness to play golf with prospective members, members, strategic partners, and club leaders to build relationships and support membership development.
- Experience leading geographically dispersed teams through growth, integration, operational change, or sales transformation.
Core Competencies:Portfolio Membership Growth | Performance Leadership | Stack-Ranking | Talent and Coaching | Value-Based Sales Process | HubSpot Discipline | CMA Strategy | Operations Alignment | Recruiting | Executive Accountability 
