Head of Growth at Ikigai Nairobi

About the Role

Head of Growth at Ikigai Nairobi is responsible for co-creating the strategic direction of the company with the senior leadership, and leading day-to-day operations of Ikigai’s business development, sales,marketing, and partnership activities.

The Head of Growth at Ikigai Nairobi will drive sales by developing a clear BD strategy based on market research, setting ambitious but realistic goals, implementing marketing tactics in close collaboration with the marketing team, supporting and capacity-building the Community Team to bring in revenue, and making direct sales.

The role will also be responsible for prospecting, generating new leads, pitching new business, and closing high-value sales deals, and will lead and continuously improve sales cycle implementation to increase conversion rates, reduce time to closure, and set the stage for upselling opportunities.

They will work closely with the Community and Marketing Team to provide an ideal buyer’s journey and customer-focused experience for all prospects and Ikigai members.

As Ikigai continues to grow and prepares for expansion, the Head of Growth will conduct market research to inform the expansion strategy including prospecting existing areas of opportunity, identifying new verticals and/or markets for growth, and quantifying market opportunities. Ikigai’s Head of Growth will represent Ikigai’s values in the market and set the example for an exceptional workspace offering.

We are looking for:

A passionate team player who emulates Ikigai’s core values and strives to achieve our mission.
An astute and intuitive BD leader to qualify leads and support the closing of deals.
A creative and innovative business developer to inform the creation of new offerings based on prospect and member interactions, and an understanding of competitors and the market.
An effective people manager who supports the team to achieve targets while also effectively developing.
A strategic thought partner who can design effective strategies and translate them into realistic, detailed plans then support implementation to achieve goals and targets.

Key Roles and Responsibilities

Develop, plan and implement sales strategy:

Develop and implement Ikigai’s outbound business development and sales strategy based on market research and growth plans and a strong understanding of the market landscape and target market demographics.
Monitor and evaluate industry trends and customer drivers and meet regularly with management to report on key metrics— effectively keeping them abreast of sales progress toward business objectives.
Define objectives and create a sales plan to both drive revenue and efficiently manage costs.
Set and achieve sales targets within budgeted resources including forecasting monthly and annual sales against sales targets and reporting to management.
Develop and implement effective brand awareness and lead generation tactics in collaboration with the marketing team; define and track metrics across marketing channels.
Define member archetypes based on needs and preferences; map out strategies and tactics for generating leads and holding sales conversations for various offerings based on archetypes.

Implement Ikigai sales process, close deals, and ensure member retention:

Implement the sales process by generating new leads; identifying and contacting decision makers; coordinating tours and creating an exceptional sales experience with the Community Team; screening and qualifying prospects; customizing proposals and negotiating contract terms; and closing deals.
Represent the Ikigai brand well by demonstrating friendliness, desire to understand a lead’s business; workspace needs, and helpfulness to determine if; how Ikigai can help solve the potential member’s needs.
Understand and follow Ikigai’s lead qualification approach and guidance to determine key information about the prospect’s business needs including budget, timeline, and decision makers.
Qualify sales leads to determine business need, identify Ikigai offering(s) that are a fit, and assign the required resources for account management.
Maintain strong relationships with members, and work closely with the Community and Management Teams to proactively address and resolve member matters to ensure high levels of satisfaction and retention.
Develop and implement strategies to enhance member retention including create a seamless and positive onboarding process into our Spaces and Community, design creative and effective loyalty programs, curate exclusive events, and personalize services.

Design and implement sales training and support to the team:

Develop and continuously improve Ikigai’s sales processes, structure, and best practices across the company.
Directly manage the sales team members and build the team’s capacity through training, coaching, shadowing, thought partnership, etc. to bring in revenue through new sales and renewals including leading the weekly sales stand-up call.
Design and implement incentive structures for Ikigai team and members (e.g. referral program) to drive sales while upholding an exceptional member experience.
Contribute to sales collateral content creation when necessary and with the necessary inputs from across the organization.
Maintain and share professional knowledge through education, networking, events, and presentations.

Develop, plan and implement marketing strategy:

Directly manage the marketing and events team.
Collaborate with and support the events and marketing team to develop comprehensive strategies that support sales and community-building objectives.
Provide guidance and support on the creation of marketing promotional campaigns, including digital marketing, referral programs, special offers, and discounts to drive occupancy and member retention.
Manage the events team to leverage events as a strategic tool for business growth and oversee the planning and execution of events that align with company goals, drive brand awareness, generate leads and foster member engagement.
Provide insights and feedback from the sales perspective to shape marketing strategies.
Provide the marketing team with insights on market trends, member preferences, and competitive analysis gathered from sales activities to help shape marketing strategies that address the needs and preferences of our target audience.
Analyze the impact of marketing initiatives on sales performance and provide recommendations for improvement.

Build strategic partnerships and drive growth of coworking brand, focusing on market entry, customer acquisition, and localization strategies in new countries:

Develop and implement a comprehensive expansion strategy that identifies target markets, prioritizes regions, and outlines a roadmap for successful market entry.
Conduct in-depth research on international & local markets to assess demand, competition, and cultural nuances. Identify the most promising locations for expansion and create tailored market entry strategies.
Work with local teams to adapt coworking spaces, services, and community engagement to fit cultural and regulatory requirements while maintaining the core brand experience.
Design and implement innovative customer acquisition strategies that resonate with diverse international audiences, leveraging digital marketing, partnerships, and local networks.
Oversee design and implementation of partnerships including smoothly integrating new partnerships into existing business model and operations.
Forge strategic partnerships with local businesses, real estate developers, influencers, and organizations to support market entry and growth efforts in each region.
Lead curations, design and implementation of wellness and strategic business partnerships.
Identify values-aligned partners and collaboratively craft mutually beneficial partnership opportunities; develop compelling business cases to assess potential partnerships.
Align and complement partner interests and offerings with Ikigai’s interests and offerings, synergistically contributing to the Ikigai member experience and community.

Role qualifications:

5+ years of sales experience, preferably for a membership organization, with a successful track record in B2C and B2B sales and negotiation.
Demonstrated understanding of and experience following the sales cycle from lead generation to closing, as well as managing and leading a sales team.
Experience designing and implementing cross-functional strategies between marketing and sales, ideally, with direct experiencing managing a marketing function & team.
Experience in customer relationship management and dedication to providing great service.
Experience with CRM software (i.e., Salesforce, HubSpot, ZOHO) to track sales leads throughout the pipeline.
Passion for and experience with small businesses and entrepreneurial communities is a plus.

How to apply

Visit Here > Head of Growth

Shortlist (www.shortlist.net) is Ikigai‘s exclusive recruitment partner for this role.

Applications will be considered on a rolling basis until the position is closed, though early applications are strongly encouraged. If you believe you meet the attributes and skills above, please click on the job link to apply.

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