Lead Membership Sales & Development Manager

Description

Position Summary 

The Lead Membership Sales & Development Manager at Gravitas Beverly Hills is a senior, results-driven leadership role responsible for driving membership growth, revenue performance, and sales excellence across the club. Reporting directly to the Director of Membership, this position oversees the full membership sales lifecycle—from lead generation and tours to application conversion and onboarding—while setting standards, systems, and accountability for the sales function. The role will be eligible for commission based on defined performance thresholds and overall membership sales results. 

This role serves as the strategic and operational bridge between the Director of Membership and the Membership Development Associates. The Lead Sales Manager ensures disciplined execution of sales processes, consistent follow-up, clean CRM data, and a luxury, relationship-first approach aligned with the Gravitas brand.

Key Responsibilities 

Sales Strategy, Outbound Ownership & Membership Growth

• Develop and execute outbound sales strategy, overseeing the process from start to finish. Focus on selling individual memberships, managing corporate and B2B sales, and targeted prospecting.
• Drive new membership acquisition through direct outreach, referrals, strategic partnerships, events, and networking. Be present in the community and serve as a brand ambassador.
• Personally manage and close high-value, VIP, and strategic prospects, in alignment with and in contribution to Gravitas brand goals.
• Collaborate with the Brand and Programming teams to develop sales collateral, pitch decks, talking points, and acquisition-focused events.
• Monitor competitor clubs, pricing models, and stay attuned to industry trends to best inform strategy.

Sales Pace, Forecasting & Reporting 

• Maintain clear ownership of sales pace, pipeline health, and forecasting.
• Establish defined KPIs and performance benchmarks for the sales team, in accordance with overall membership goals and budgets.
• Produce regular sales dashboards and reports for the Director of Membership to track progress and provide visibility into sales status.
• Identify risks, opportunities, and gaps early and proactively adjust strategy.

Leadership, Training & Best Practices

• Lead, manage, coach, and mentor Membership Development Associates.
• Set clear expectations for outreach volume, tours, conversions, and follow-up discipline.
• Own the sales training process, onboarding, and ongoing development of the membership team, not just day-to-day supervision.
• Establish and document sales best practices, scripts, tour standards, and objection handling to best support the team’s efforts.
• Conduct regular one-on-ones, pipeline reviews, and performance check-ins.

Sales Operations, CRM & Systems Building 

• Build, refine, and manage sales systems, workflows, and processes to ensure scalability and consistency.
• Enforce CRM accuracy, data hygiene, and documentation standards.
• Ensure no prospect stalls due to lack of follow-up or unclear next steps.
• Oversee tour scheduling, execution, documentation, and post-tour follow-up.
• Track and analyze conversion metrics, including tour-to-application and application-to-close rates.

Retention, Renewals & Member Lifecycle Support 

• Play an active role in retention strategy in partnership with Membership, Programming, and Operations teams. Brainstorm, ideate and contribute to the building out of that strategy.
• Ensure programming, events, and member touchpoints support renewals, referrals, and long-term engagement.
• Identify at-risk members and support proactive outreach and relationship management.
• Identify and leverage satisfied members for referrals, testimonials, and advocacy.

Member Experience & Brand Stewardship 

• Serve as a senior ambassador of the Gravitas brand, culture, and community.
• Support elevated member and guest experiences during tours, events, and high-traffic periods.
• Handle objections, negotiations, and sensitive conversations with discretion and professionalism, always ensuring a positive outcome for both parties.
• Partner cross-functionally with all aspects of the Gravitas operation to ensure alignment between sales promises and delivered experiences.

Requirements

Skills and Qualifications

• Proven experience in sales leadership, membership sales, luxury hospitality, or high-end client services.
• Demonstrated ability to build systems, not just execute them.
• Strong closing skills and confidence managing high-net-worth or VIP clients.
• Experience with outbound sales strategy, forecasting, and KPI-driven reporting.
• Exceptional interpersonal, communication, and organizational skills.
• Ability to lead, train, and hold teams accountable in a fast-paced environment.
• Flexible availability including evenings, weekends, and special events.