Head of Membership Acquisition - HQ

Title :  Head of Membership Acquisition

Division: Membership

Reports to: Director of Membership

Working week: The role will require a combination of in-office work and onsite shifts to support with events, membership activations and member or potential lead engagement*.

*The role will usually operate from 9am to 6pm Monday to Friday but will include evening work in the house to support the execution of relevant events, attend cultural events with acquisition potential, and work closely with the guest relations team to deliver on the needs of business.

Job Summary

The Head of Membership Acquisition is responsible for leading the commercial growth of KOKO’s membership community, across both B2B and individual audiences. The role leads strategic initiatives that expand our audience, unlock new revenue streams and position KOKO as a standout offering in the hospitality and creative membership landscape.

You will be accountable for delivering on membership acquisition targets, nurturing high-value relationships, and curating acquisition opportunities that align with KOKO’s brand and business objectives.

You will lead a dynamic team and oversee end-to-end account management, develop collateral and serve as a key brand ambassador across both internal and external activations, ensuring performance against KPIs while fostering a high-standard, collaborative sales culture.

Reporting to the Director of Membership, this is a highly visible, cross-functional role that requires commercial sharpness, people leadership, and deep cultural awareness. You will collaborate with senior stakeholders across Events, Marketing and the wider operations to build a thriving, diverse, and engaged member base.

 Role & Responsibilities

• Lead and execute the overarching membership acquisition strategy across both B2B and B2C, with a focus on growing a diverse and engaged membership community.
• Develop and manage a robust pipeline of prospects across cultural, creative, and commercial industries, ensuring consistent lead generation and conversion activity
• Build and nurture strategic partnerships to amplify KOKO’s reach and attract a high-value network of prospective members.
• Collaborate with the Director of Membership to develop tailored membership packages, pricing structures, and bespoke outreach materials for both individual and corporate prospects.
• Plan and deliver commercial activations and campaigns to engage new audiences and optimise lead conversion.
• Deliver regular reports to the Director and Executive Team on pipeline health, conversion metrics, and lead generation performance.
• Lead on corporate membership proposals, partnership pitches, and hospitality packages from initial concept through to final agreement
• Manage account relationships for new and existing B2B and corporate members, ensuring exceptional service and long-term retention.
• Represent KOKO at internal events, host prospective members, and curate sales-led experiences that drive acquisition and brand affinity.
• Attend external events, curated industry events and conferences to expand KOKO’s network and profile within key industries.
• Oversee the effective use of CRM tools for sales tracking, data integrity, and accurate reporting.
• Create compelling sales collateral and presentations tailored to diverse audiences and stakeholder objectives.
• Line-manage and support the Membership Acquisition team, setting clear performance objectives, conducting regular reviews, and supporting career development.
• Provide training and guidance to junior team members on acquisition tactics, CRM best practices, and account development techniques.
• Plan and host quarterly networking events, mixers, and outreach opportunities aimed at engaging new prospects and corporate partners.
• Work collaboratively across departments to ensure acquisition goals are understood and supported business-wide, particularly in relation to programming and onboarding.
• Support the implementation of exclusive member benefit initiatives and strategic partnerships to enhance the offer and increase perceived value.

About you

We are seeking a commercially driven and culturally connected Head of Membership Acquisition to lead growth through strategic partnerships, B2B engagement, and targeted outreach, with the following key attributes:

• Proven experience in membership sales, partnerships, or business development with a focus on B2B acquisition and commercial growth.
• Strong network across relevant industries such as culture, music, fashion, innovation or hospitality, with the ability to convert leads into long-term relationships.
• Excellent communication and presentation skills, with confidence pitching to senior stakeholders and crafting compelling proposals.
• Highly motivated and target-driven, with a strong grasp of CRM systems and data-led sales reporting.
• Commercially sharp with experience developing bespoke membership packages and value-driven propositions.
• A genuine passion for music, culture, hospitality, and innovation, with a finger on the pulse of relevant trends and behaviours.
• Organised and resilient, with the ability to manage multiple projects and deadlines in a fast-paced, creative environment.
• A proactive, collaborative mindset with the confidence to take initiative and influence senior-level decisions.

Please note we can only consider applicants with the Right To Work in the UK