Director of Growth

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Senior Level | W2 | On-Site | Full-Time


The American Underground is one of eleven Google for Startups Tech Hubs in North America and home to 300+ startups, investors, university offices, and more.  With 5 campuses and a regional virtual community, the American Underground is looking for a dynamic addition to their fun, collaborative, and focused team, to serve as the lead in finding and growing our community with new startup companies!  The position will report to the General Manager on the American Underground Team.  The position will be based in Downtown Durham, with a regional focus, and will offer a competitive compensation package.  

The Director of Growth  will own the lead generation and sales process for the American Underground from start to finish. This includes Virtual Membership (for regional startup companies across the Triangle), Workspace Membership (for coworking and/or private offices across our campuses), and sponsorship opportunities as identified. The ability to tell and sell the American Underground story, strong technical and email management skills, experience with Hubspot (or related CRM) and managing a sales funnel, and excellent relationship management skills are must-haves to be successful in the role.  Familiarity with the Triangle startup community is an added bonus. The ideal candidate demonstrates a commitment to building a diverse, equitable, and inclusive startup community and is hungry to seize the opportunity to grow both our community of founders, as well as resources for founders and their teams.

  • General:
  • Manage and execute American Underground membership sales and office leasing activities.
  • Streamline selling strategy across digital and real estate assets to efficiently serve high growth companies.
  • Actively manage inbound sales funnels of individuals and companies that are interested in American Underground membership with a strong sense of urgency, organization and efficiency. 
  • Responsible for timely delivery of all service contracts to new members, and communication with Property Management and Membership teams to ensure a seamless onboarding experience.
  • Provide tours of the campus to prospective members and partners,  while sharing the story of American Underground and what it means to be a part of our community.
  • Review Membership applications (for both Virtual and Workspace Memberships), and conduct further research as required, to determine company eligibility based on AU membership requirements.
  • Establish and maintain lead database for prospective new members; reach out to set up calls and/or tours to convert, and work with Membership and Marketing teams to deliver standardized email communication.
  • Inventory management skills:  Maintain knowledge of availability at each campus to identify current and future opportunities; think strategically around potential tenants for both community curation and growth potential.
  • Maintain high level of knowledge of the community and constantly seek to connect both new and existing members to other parts of our business, including learning resources, affinity groups, and American Underground events.
  • Attend events, meet-ups and other relationship-building opportunities to support and expand startup network and drive membership and event leads for American Underground.
  • Partnership with AU Team:
  • Recommend best practices and share insights with the General Manager for the benefit of the broader company related to member experience, membership, sales, operations, events and programs.
  • Partner with Property Management and Membership teams to ensure quality new member experiences around office leasing; share feedback and ideas for continuous improvement.
  • Work with Director of Operations to inform product roadmap to ensure our digital assets are evolving with company needs.
  • Work with Membership team to share insights around prospective member needs, learning gaps, and other insights to make improvements to American Underground programs, resources, and marketing strategy to bring in new members.
  • Partner with the General Manager and Director of Membership on the evolution of American Underground’s sponsorship strategy, establish and maintain relationships with key stakeholders in the region, and identify new opportunities that would provide maximum benefit to member companies.  

  • 2-4 years of related mid-to-senior level management experience in a Sales / Business Development role, as well as experience in the startup world (either at a startup or a company engaging in the entrepreneurial ecosystem).
  • Experience with negotiation of pricing, contract development, and comprehending and explaining contract terms is a must.
  • Has tangible experience understanding the competitive environment and competitor offerings in order to develop sales strategy.
  • Strong sense of urgency and ability to thrive in a fast-paced, results-oriented environment.
  • Excellent organizational skills, ability to multitask, and strong attention to detail.
  • Excellent written and oral communication skills.
  • Direct experience creating proposals and contracts.
  • Past entrepreneurial pursuits a strong plus.
  • Experience in networking and building relationships with business professionals (C-suite, VP-level, etc.) of varying levels.
  • Experience managing sales process for both inbound and outbound leads, from start to finish.
  • Ability to think on your feet to creatively solve our potential members’ needs.
  • Strong analytical skills with the ability to draw insights.
  • Must have a positive attitude, confident but friendly approach, and a desire to be the best.
  • Demonstrated ability to learn, collaborate and adapt to new tools and processes.
  • Ability to quickly develop relationships and establish credibility through consultative, needs-based conversation - whether in person, on the phone, or over email.
The company Benefits and Perks will carry over into the job post.

Job Details

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This job has been featured since: Dec 12, 2019

Top 3 Desired Skills

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    Lead Generation
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    Sales Strategy
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    Sales Management

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Benefits & Perks

  • Work with a super fun team! 🥳
  • Medical, Dental, Vision Insurance
  • Competitive compensation
  • Unlimited coffee and tea
  • A coveted downtown Durham parking pass
At American Underground, we know that you're more than your work, so our hope is that the AU will provide an environment for you to grow personally, as well as professionally. Along with standard benefits like full health insurance coverage and a generous retirement program,  we offer lots of educational opportunities, autonomy and flexibility to do your best work, and the chance to work alongside a community of go-getters that will inspire you on a daily basis.  

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