What are the responsibilities and job description for the Business Development Manager position at Kiln?
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 opened its first 2 locations in 2018 in Salt Lake City and Lehi, Utah and is rapidly expanding throughout the western United States. Kiln is pioneering the future of hybrid work within the niche of flex office in the broader commercial real estate sector.
Our Core Values:
Human at the core
Achieve & Celebrate Together
Thoughtful and with Purpose
Always Evolving
Nothing short of Extraordinary
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:
The Business Development Manager 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.
This role drives regional growth by building strong relationships, expanding membership opportunities, and ensuring Kiln is recognized 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:
- 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 3 to 5 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
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 (HubSpot)
- 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:
- 3 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 Kilns mission