Job Description

About Kiln:

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. 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.

About The Role

The Area Success Manager (ASM) is a member of Kiln’s Business Development team who drives revenue for our Kiln Fremont and Kiln Bellevue locations. The ASM works side by side with the Community Director or Community Manager at each location to bring new businesses to Kiln and to keep and grow the members already there.

The role centers on Kiln's highest value memberships: private offices and studios. The ASM builds pipeline through local partnerships, broker relationships and outbound prospecting; leading tours for prospective members; manages opportunities through to signed agreements; and meets regularly with key members to renew and expand their memberships. The ASM also helps their community team peers strengthen the sales and member-care fundamentals of their roles.

This role is not tied to a single desk. It suits someone who likes being out in the community, builds relationships easily, and wants to own a number, with room to grow within Kiln's Business Development team.

Goals and Objectives:

• Achieve or exceed quarterly new-revenue and occupancy targets for each assigned location, with an emphasis on private offices and studios
• Grow Net Revenue Retention (NRR) across assigned locations through retention, renewals and upsells
• Maintain a healthy pipeline at each location, with every open opportunity accurately staged and carrying a scheduled next step
• Set a quarterly revenue plan for each location with its Community Director or Manager and Business Development leadership
• Measurably improve the sales and retention effectiveness of the community teams they support
• Model Kiln’s core values in every interaction with members, partners and teammates

As an Area Success Manager, You Will:

Local Partnerships

• Build and maintain relationships with commercial real estate brokers in each market to generate referrals for private office and studio opportunities, and keep them current on availability and pricing
• Develop partnerships with local organizations, such as chambers of commerce, business and startup groups, universities, professional service firms, developers and landlords, that bring qualified businesses to Kiln
• Represent Kiln at local business and industry events, and bring the right partners and events into Kiln’s spaces to raise visibility
• Track broker- and partner-sourced opportunities in HubSpot so the team knows which relationships produce revenue

Lead Generation

• Lead outbound prospecting for assigned locations, targeting growing companies, teams in traditional office space and businesses approaching lease expirations
• Partner with Marketing on local campaigns, open houses and outreach that fill each location’s pipeline
• Follow up quickly on inbound private office and studio inquiries for assigned locations, in step with Kiln’s lead response standards
• Turn everyday community touchpoints, including guests, day pass users, event attendees and meeting room customers, into membership opportunities

Pipeline Management

• Serve as the primary point of contact for private office and studio opportunities at assigned locations: lead tours, run discovery and clearly communicate Kiln’s value
• Prepare proposals and membership agreements, and work with Community and Business Development leadership on pricing, terms and negotiation within Kiln’s pricing and discount guidelines
• Keep HubSpot accurate and current, so every open opportunity has the right stage, amount, close date and next step
• Lead regular pipeline and revenue reviews with each location’s community leaders, and report progress and forecasts to Business Development leadership weekly
• Monitor occupancy, upcoming vacancies and term expirations to prioritize what to sell, growing occupancy while protecting rate

Member Retention and Upsell

• Hold regular 1:1s with each location’s highest-value members, especially private office and studio members, to understand their needs, growth plans and satisfaction
• Lead renewal conversations well ahead of term expirations, and identify expansion opportunities such as larger offices, additional desks, and meeting room and event bookings
• Flag at-risk members early and build a plan with the community team to keep them
• Help onboard new office and studio members so they get off to a strong start
• Share member feedback with Community and Business Development leadership to improve the Kiln experience

Community Team Enablement

• Coach community team members on sales fundamentals, including tours, discovery, follow-up, objection handling and closing
• Train teams on HubSpot and pipeline practices so leads and opportunities are worked consistently
• Join tours and member conversations with community team members and give practical, timely feedback
• Share what works across assigned locations and with the broader Business Development team

Ideal Experience & Skills:

• 5+ years of sales experience preferred, ideally B2B sales in flex office, coworking, commercial real estate or a related field, with a track record of meeting or exceeding targets
• Strong skills in discovery, building value, negotiation and closing
• Proven ability to build pipeline through outbound prospecting, networking and partnerships; experience working with commercial real estate brokers is a strong plus
• Able to coach and influence peers without direct authority
• Organized and disciplined with CRM and pipeline management (HubSpot preferred)
• Excellent verbal and written communication, and confident presenting to founders and business leaders
• Self-starter who enjoys splitting time across 2–3 locations, with reliable transportation to travel between sites
• Passion for entrepreneurs and local business communities, and alignment with Kiln’s mission and values
• Proficient in Google Workspace, Microsoft Office, HubSpot and Asana, and quick to learn new tools, including AI assistants
• Four-year college degree preferred, but not required