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

1. Member Success Manager or Lead at each community
2. Community Director or Manager at each community
3. Business Development Representative
4. Regional Vice President of Operations
5. Director of Revenue Operations and Strategy
6. Director of Go-To-Market

MAJOR RESPONSIBILITIES

Revenue Leadership

1. Manage quarterly revenue attainment across a portfolio of approximately 5 to 8 Kiln locations
2. Lead through a mix of dotted-line and direct reporting relationships
3. Partner with Community Directors, Managers, and Member Success teams to close new business
4. Retain and upsell existing members
5. Serve as a deal-support leader for complex or strategic opportunities

Go-To-Market Execution

1. Develop and execute regional go-to-market plans tailored to local market dynamics
2. Conduct targeted outreach to high-value and enterprise prospects
3. Ensure consistent adoption of sales playbooks, templates, and processes

Member Experience and Onboarding

1. Partner with Community Teams to ensure a seamless and impactful onboarding experience
2. Support initiatives that strengthen retention and increase member lifetime value

Partnerships and Broker Relations

1. Develop and manage strategic partnerships with universities, venture groups, and business associations
2. Build and maintain strong commercial broker relationships that generate high-quality referrals
3. Represent Kiln at local industry events and within the entrepreneurial ecosystem

Operational Excellence

1. Ensure CRM data integrity, accuracy, and completeness across all locations (HubSpot preferred)
2. Monitor pipeline health, forecast revenue, and generate sales reporting
3. Collaborate cross-functionally with Marketing and Operations on campaigns, pricing, and product feedback

IDEAL EXPERIENCE AND SKILLS

1. 3 or more years of experience in business development, sales leadership, or multi-site revenue management
2. Proven success managing quotas and driving revenue growth across multiple locations or regions
3. Experience partnering with brokers, venture groups, or business associations
4. Familiarity with startup, technology, and business ecosystems
5. Exceptional communication, negotiation, and relationship-building skills
6. Strong organizational skills and CRM management experience (HubSpot preferred)
7. Collaborative, team-first mindset with the ability to coach and enable frontline teams
8. Passion for entrepreneurial communities, the future of work, and Kiln’s mission

Skills

• Business Development
• Client Servicing
• Communications Skills
• Sales Team Training
• Team Collaboration