Head of Sales

Job Description

Job Description

Salary: Competitive base salary with significant variable compensation potential

About Kiln:

Kiln is a flex office and lifestyle brand. We deliver an exceptional experience that elevates the performance and lifestyle of our members through an ecosystem of people, products, places, and spaces.

Kiln launched in 2018 with locations in Salt Lake City and Lehi, Utah. Today, weve grown to 21 hubs across the Mountain West, 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

1: Human at the core

2: Achieve & Celebrate Together

3: Thoughtful and with Purpose

4: Always Evolving

5: Nothing short of Extraordinary

6: Scrappy & Ingenious

Our Mission

Our mission is to change the world within the workplace, elevating the quality of life for our members and enabling teams to build in new and creative ways.Our community lifts individuals, facilitates learning, and is creating a collective that is capable of things we cannot imagine.

Role Summary:

As Head of Sales, your passion for excellence in sales and customer experience has driven you to build revenue engines from scratch, with an instinct for finding growth where others don't. You communicate at every level, equally comfortable presenting a national revenue strategy to a C-suite as you are sitting next to a junior rep refining their pitch. You don't just lead teams, you develop them. You are not looking for a fully built machine to operate. You are energized by building one. You thrive in a fast-paced environment with a relentless drive for success and winning, and you do your best work in person, leading through both direct and indirect authority in a matrixed organization where presence and collaboration drive results.

Key Relationships:

• Business Development Team
• Regional VPs and Community Directors
• Community Directors and Member Success team members
• Marketing Team
• Finance and Accounting Team
• External partners / vendors (especially real estate brokers, regional and national strategic partners, etc.)
  

Major Responsibilities:

The Head of Sales is responsible for building a best-in-class sales function within Kiln. This person serves 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.

This person works 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. Success in this role will require planned regular travel to tailor GTM market strategies, train in-market team members, and nurture and close key customer and partner relationships.

Key responsibilities include:

Revenue Strategy & Execution

• 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.)

Team Leadership & Development

• 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

Partner Ecosystem & Channel Development

• 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

Systems & Insights

• 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

Cross-Functional Collaboration

• 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
  

Experience and Skills:

• 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 above.
• CRM Expertise (we currently use Hubspot)
• Experience managing a BDR function
• Bachelors and Masters degrees preferred
• 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 Kilns mission and values
• Proficiency in CRM software and sales analytics tools, and readiness to learn and adopt new platforms