The posting
The Workspace Solutions Director is accountable for driving enterprise-level revenue growth for KMC through strategic business development, client-centric solutions, and end-to-end ownership of complex workspace transactions. This role leads the commercial strategy across the full sales lifecycle—from market engagement and solution design to negotiation, deal structuring, and successful handover of Build-to-Suit (BTS) projects.
The Director serves as a trusted advisor to clients, translating business objectives into scalable workplace solutions, while also acting as a senior leader internally aligning Sales, Design, Finance, Legal, and Project Management teams to deliver commercially viable and operationally sound outcomes. This role requires strong executive presence, commercial acumen, and the ability to influence both internal and external stakeholders.
- You’ll be interacting with key players such as C-level executives from enterprise-level organizations which can expand your skills and network.
- Making sound decision-making and flexibility to ensure team dynamics and productivity.
- Hybrid work setup
- Competitive salary and benefits
- HMO + free dependent
- Access to KMC's exclusive pantry (MadMax Coffee, Fresh Fridge)
- Diverse learning & growth opportunities
- Accessible Cloud HR platform (Sprout)
- Above standard leaves
I. KEY RESPONSIBILITIES
1. BUSINESS DEVELOPMENT & MARKET LEADERSHIP
a. Strategic Lead Generation & Growth Initiatives
- Define and execute market-facing strategies to generate sustainable pipelines aligned with KMC’s growth plans.
- Identify new revenue streams, target segments, and partnership opportunities through market intelligence and competitive analysis.
- Oversee multi-channel lead generation efforts, ensuring alignment with brand positioning and revenue objectives.
b. Lead Qualification & Pipeline Governance
- Establish qualification frameworks to ensure pipeline quality, deal viability, and alignment with KMC’s capabilities.
- Provide strategic oversight on opportunity prioritization and resource allocation.
- Ensure disciplined pipeline management, forecasting accuracy, and data integrity across systems.
c. Executive Representation & Brand Stewardship
- Represent KMC at senior-level industry forums, client meetings, and strategic partnerships.
- Build long-term relationships with C-level decision-makers, developers, brokers, and strategic partners.
- Strengthen KMC’s market reputation as a leading provider of flexible workspace and BTS solutions.
d. Roadshows, Market Activations & Strategic Events
- Lead the conceptualization and execution of roadshows and market activations to drive brand awareness and deal flow.
- Align events with revenue objectives, priority markets, and target client profiles.
- Ensure cross-functional coordination for high-impact execution.
2. SALES, SOLUTIONS & DEAL EXECUTION
a. Client Solutions & Commercial Strategy
- Lead the development of bespoke workspace solutions that align client requirements with KMC’s commercial and operational objectives.
- Act as the primary commercial advisor to clients, guiding solution strategy, scope, and feasibility.
- Ensure solutions are scalable, competitive, and margin-accretive.
b. Workplace Design & Solution Workshops
- Provide executive oversight to workplace design workshops in collaboration with the Design team.
- Ensure client requirements are translated into commercially sound and operationally feasible concepts.
- Influence design outcomes to optimize client experience, efficiency, and revenue potential.
c. Financial Modeling & Commercial Structuring
- Oversee the development of financial models, pricing strategies, and commercial terms.
- Review and endorse proposals, LOIs, RFPs, and agreements prior to approval by senior leadership.
- Balance risk, profitability, and client value across all deal structures.
d. Deal Leadership & Closures
- Own and drive complex deal negotiations from proposal through execution.
- Lead pricing, contractual discussions, and risk mitigation strategies.
- Ensure deals meet revenue, margin, and compliance requirements prior to closure.
e. Negotiation & Risk Management
- Lead high-value negotiations with enterprise and institutional clients.
- Resolve commercial, legal, and operational objections at a senior level.
- Ensure negotiated terms are accurately reflected and enforceable.
f. Site Selection & Due Diligence Oversight
- Provide strategic oversight on site selection, feasibility assessments, and due diligence.
- Ensure site-specific risks and opportunities are incorporated into solution design and commercials.
- Align client expectations with operational realities.
g. RFP Strategy & Governance
- Oversee the preparation of strategic, competitive RFP responses.
- Ensure submissions align with KMC’s value proposition, financial objectives, and delivery capabilities.
- Drive win strategies and post-bid evaluations.
h. Sales Systems, CRM & Data Governance
- Ensure effective utilization of ERP and HubSpot CRM systems for pipeline visibility, reporting, and forecasting.
- Enforce data accuracy, governance standards, and reporting discipline.
- Use analytics to drive performance management and strategic decisions.
i. KYC & Compliance Oversight
- Ensure adherence to KYC, regulatory, and internal compliance requirements.
- Oversee risk assessment and documentation governance for all clients.
- Partner with Legal and Finance to mitigate commercial and regulatory exposure.
j. Build-to-Suit (BTS) Deal Leadership
- Lead the full lifecycle of BTS transactions, from concept development to agreement execution.
- Ensure seamless transition of signed deals to Project Management and Operations teams.
- Maintain accountability for client satisfaction through handover.
II. QUALIFICATIONS
Education
- Bachelor’s degree in Business, Sales, Marketing, or Design & Build–related fields.
- Advanced degrees or executive certifications are an advantage.
Experience
- Minimum 5-8 years of progressive experience in enterprise sales, commercial leadership, or workspace solutions.
- Proven success in closing complex, high-value deals and leading cross-functional teams.
Core Competencies
- Enterprise sales strategy and commercial leadership
- Executive negotiation and stakeholder management
- Financial modeling, deal structuring, and risk assessment
- CRM, ERP, and sales analytics proficiency
- Deep understanding of RFPs, site selection, and BTS models
Leadership Attributes
- Strategic, results-driven, and commercially astute
- Strong executive presence and decision-making capability
- Highly collaborative with the ability to influence across functions
- High integrity, accountability, and professionalism
- Thrives in fast-paced, growth-oriented environments
