Sales Lead

𝗦𝗮𝗹𝗲𝘀 𝗟𝗲𝗮𝗱 — 𝗥𝗢𝗤 𝗖𝗹𝗶𝗺𝗯𝗶𝗻𝗴

𝘉𝘶𝘪𝘭𝘥 𝘢𝘯𝘥 𝘴𝘤𝘢𝘭𝘦 𝘢 𝘩𝘪𝘨𝘩-𝘱𝘦𝘳𝘧𝘰𝘳𝘮𝘢𝘯𝘤𝘦 𝘴𝘢𝘭𝘦𝘴 𝘦𝘯𝘨𝘪𝘯𝘦

𝗥𝗼𝗹𝗲 𝗢𝘃𝗲𝗿𝘃𝗶𝗲𝘄

ROQ is building a new category of climbing-based group training. We’re looking for a Sales Lead to own and scale our membership base by optimizing our intro-to-membership conversion engine, retention activities, and churn-reduction tactics. This is not a plug-and-play role. This is a new category, and will require innovation, a builder-mindset, and tenacity.

This is a 𝗽𝗹𝗮𝘆𝗲𝗿-𝗰𝗼𝗮𝗰𝗵 role responsible for:

• Personally converting new customers
• Building a repeatable sales process
• Training staff to execute at a high level

Success in this role is growing our conversion rates to:

𝗜𝗻𝘁𝗿𝗼 → 𝗡𝗲𝘅𝘁 𝗦𝘁𝗲𝗽: 𝟲𝟬% → 𝗠𝗲𝗺𝗯𝗲𝗿𝘀𝗵𝗶𝗽: 𝟯𝟱%

𝗞𝗲𝘆 𝗥𝗲𝘀𝗽𝗼𝗻𝘀𝗶𝗯𝗶𝗹𝗶𝘁𝗶𝗲𝘀

1. 𝗢𝘄𝗻 𝗖𝗼𝗻𝘃𝗲𝗿𝘀𝗶𝗼𝗻 𝗣𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲
   • Drive intro class → membership conversion
   • Actively engage with first-time visitors pre- and post-class
   • Guide customers to book their next visit before leaving
   • Manage and improve conversion KPIs weekly
2. 𝗕𝘂𝗶𝗹𝗱 & 𝗦𝘆𝘀𝘁𝗲𝗺𝗶𝘇𝗲 𝘁𝗵𝗲 𝗦𝗮𝗹𝗲𝘀 𝗣𝗿𝗼𝗰𝗲𝘀𝘀
   • Develop, document, and refine post-class conversion scripts
   • Build follow-up messaging (SMS/email)
   • Create objection-handling frameworks
   • Build a repeatable, scalable sales system
   • Ensure consistency across all customer touchpoints
3. 𝗟𝗲𝗮𝗱 𝗙𝗼𝗹𝗹𝗼𝘄-𝗨𝗽 & 𝗣𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗠𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁
   • Oversee all inbound leads and intro participants
   • Ensure timely, high-quality follow-up (especially within 72 hours)
   • Manage CRM workflows and lead tracking
   • Optimize conversion through data and iteration
4. 𝗧𝗿𝗮𝗶𝗻 & 𝗗𝗲𝘃𝗲𝗹𝗼𝗽 𝘁𝗵𝗲 𝗦𝗮𝗹𝗲𝘀 𝗧𝗲𝗮𝗺
   • Train front desk staff and coaches on sales conversations, customer experience standards, and conversion best practices
   • Run weekly role-play and coaching sessions
   • Establish accountability and performance standards
5. 𝗖𝗼𝗹𝗹𝗮𝗯𝗼𝗿𝗮𝘁𝗲 𝗔𝗰𝗿𝗼𝘀𝘀 𝘁𝗵𝗲 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀
   • Marketing → improve lead quality
   • Coaching team → align class experience with conversion
   • Leadership → report on performance and opportunities
6. 𝗕𝘂𝗶𝗹𝗱 𝗥𝗲𝘁𝗲𝗻𝘁𝗶𝗼𝗻 & 𝗖𝗵𝘂𝗿𝗻 𝗥𝗲𝗱𝘂𝗰𝘁𝗶𝗼𝗻 𝗦𝘆𝘀𝘁𝗲𝗺𝘀
   • Second visit conversion
   • Early member engagement
   • Membership saves / cancellations
   • Support long-term LTV growth

𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗠𝗲𝘁𝗿𝗶𝗰𝘀

1. Intro → next step conversion rate
2. Membership conversion rate
3. Time to second visit
4. 14-day retention

𝗜𝗱𝗲𝗮𝗹 𝗖𝗮𝗻𝗱𝗶𝗱𝗮𝘁𝗲 𝗣𝗿𝗼𝗳𝗶𝗹𝗲

𝘋𝘦𝘮𝘰𝘯𝘴𝘵𝘳𝘢𝘵𝘦𝘥 𝘚𝘶𝘤𝘤𝘦𝘴𝘴 𝘐𝘯:

• High-touch membership sales / hospitality
• Building, implementing, managing, and iterating sales strategies and tactics
• Managing a book of leads to successful conversion outcomes
• Coaching and developing others
• Working in and building sales systems, automations, and outreach practices in a CRM
• In-person sales in one-on-one and group settings
• Virtual sales through SMS, email, etc.

𝘞𝘩𝘢𝘵 𝘚𝘦𝘵𝘴 𝘠𝘰𝘶 𝘈𝘱𝘢𝘳𝘵:

• You’ve improved conversion metrics in a previous role
• You understand how to sell without being pushy
• You think in systems, not just interactions
• You take ownership of outcomes, not just activity
• You are comfortable in a startup environment, proactively owning system development rather than plugging into existing ones
• You are growth-oriented and ambitious

𝗖𝗼𝗺𝗽𝗲𝗻𝘀𝗮𝘁𝗶𝗼𝗻

• 𝗕𝗮𝘀𝗲 𝗦𝗮𝗹𝗮𝗿𝘆: $65,000–$85,000
• 𝗣𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗕𝗼𝗻𝘂𝘀: tied to conversion + revenue targets, no cap
• Additional commission opportunities

𝗛𝗼𝘄 𝘁𝗼 𝗔𝗽𝗽𝗹𝘆

Submit your resume to 𝗺𝗶𝗰𝗵𝗮𝗲𝗹@𝗿𝗼𝗾𝗰𝗹𝗶𝗺𝗯𝗶𝗻𝗴.𝗰𝗼𝗺 along with a brief note on:

• Your experience driving conversion
• How you would grow our conversion rates to Intro Class → Next Class: 60% → Membership: 35%