Sales Director

The Sales Director is the club's membership sales player/coach, with both an individual membership sales and initiation-fee target and accountability for total club membership sales performance. The Director personally prospects, conducts value-based discovery, architects personalized tours, advances pipeline, handles objections, creates appropriate urgency, and closes membership opportunities while also setting expectations, reviewing performance, coaching the sales team, and taking timely corrective action.

This role partners closely with the General Manager, Membership Sales and Operations leaders, and club Operations to align capacity, pricing, positioning, the prospect and tour experience, and the actions required to achieve the club's membership goals. 

Key Responsibilities 

• Achieve or exceed both the Director's individual membership sales and initiation-fee target and the club's total membership sales and initiation-fee targets. 

• Serve as an active player/coach by personally owning a qualified pipeline and executing the full membership sales cycle while leading the daily performance of the club sales team. 

• Establish and execute a focused membership prospecting plan centered on outbound activity, existing-member referrals and introductions, centers of influence, community relationships, networking, digital leads, and other high-value lead sources. 

• Model and coach value-based selling: conduct strong discovery, understand each prospect's needs, interests, family and motivations, architect a tailored tour experience, reinforce the club's value proposition, handle objections, create appropriate urgency, and ask for the business. 

• Ensure the team knows the club, membership options, pricing, capacity, programming, competitive position, and value proposition and can communicate them consistently and credibly. 

• Run a regular pipeline and performance-management cadence using sales versus target, qualified pipeline, self-generated opportunities, tours, lead-to-tour conversion, tour-to-close conversion, activity and follow-up, CRM discipline, and market/CMA knowledge; identify performance gaps, diagnose root causes, establish specific coaching plans with measurable expectations and follow-up, and make timely talent or role changes when performance does not improve. 

• Review every seller's pipeline for quality, stage accuracy, next steps, aging, conversion risk, and forecast credibility; coach opportunities and ensure every qualified prospect has a defined next action, scheduled follow-up, and disciplined progression through the pipeline. 

• Set and enforce strong HubSpot discipline across the team, including timely and accurate contact, deal, activity, task, note, tour outcome, next-step, expected-revenue, and source data. 

• Use HubSpot sequences, communication tools, dashboards, and reports to prioritize team activity, improve follow-up, evaluate funnel performance, forecast results, and determine where coaching or intervention is needed. 

• Ensure the club's CMA remains current and useful, including competitor offerings, initiation fees, dues, positioning, local market conditions, development, and community changes; translate findings into prospecting, pricing, positioning, and sales recommendations. 

• Maintain a regular operating cadence with the General Manager, Membership Sales and Operations leaders, and club Operations to review performance, capacity, pricing, lead flow, the prospect and tour experience, operational obstacles, and actions that may improve or protect sales. 

• Build strong relationships with existing members and centers of influence and lead the team in generating referrals and introductions that create qualified membership opportunities. 

• Recruit, onboard, coach, develop, and retain high-performing membership sales talent; continuously assess talent quality, maintain an active pipeline of prospective candidates and address talent gaps proactively. 

• Create a culture of urgency, responsiveness, accountability, competition, collaboration, and exceptional prospective-member care, grounded in the Arcis Golf axioms. 

• Represent the club professionally in the community when the activity is expected to generate membership awareness, referrals, introductions, or qualified opportunities. 

Required Qualifications 

• At least five years of progressive full-cycle sales experience, including demonstrated success in prospecting, relationship development, value-based selling, objection handling, and closing; prior leadership or player/coach responsibility is required. 

• Demonstrated record of achieving individual sales targets and improving team or club sales performance. 

• Proven ability to lead through a performance scorecard, conduct rigorous pipeline reviews, diagnose conversion and activity gaps, deliver effective coaching, establish improvement plans, and make timely performance-management decisions. 

• Strong value-based and consultative selling skills, including the ability to uncover prospect needs and motivations, architect a personalized tour, communicate differentiated value, create appropriate urgency, and ask for the business. 

• Advanced proficiency with HubSpot Sales Hub or a comparable CRM as a sales leader and user, including pipeline management, sequences, communication tools, dashboards, reports, forecasting, data accuracy, and team adoption. 

• Strong understanding of membership sales economics, initiation-fee growth, pipeline coverage, conversion, capacity, pricing, and revenue forecasting. 

• Exceptional professional presence, organization, responsiveness, communication, influence, relationship-building, and follow-through. 

• Ability to partner effectively with a General Manager and Operations leaders, align competing priorities, and take shared action to improve the prospect experience and sales results. 

• Ability and willingness to maintain a flexible schedule, including evenings, weekends, and regularly scheduled days off, as business needs require, to conduct prospective-member tours, coach the team, support key opportunities, and close new business. 

Preferred Qualifications 

• Bachelor's degree from an accredited college or university in business, sales, marketing, hospitality, communications, or a related field. 

• Leadership experience in private-club membership sales, golf, luxury hospitality, premium lifestyle, or another relationship-driven consumer environment. 

• HubSpot certification and advanced experience using HubSpot to drive pipeline discipline, reporting, forecasting, coaching, and seller accountability. 

• Experience recruiting, onboarding, coaching, and performance-managing commission-based sales professionals. 

• Established relationships with relevant members, community leaders, business leaders, and centers of influence. 

• Knowledge of and enthusiasm for golf, including the ability and willingness to play golf with prospective members, members, referral partners, and club leaders to build relationships and support membership development. 

Core Competencies