Jake Goldstein

Director, Revenue Strategy & Operations

Kiln

Sales & MarketingBilling & PaymentsAnalytics & Data

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Recorded sessions from Coworking Tech Week featuring Jake Goldstein.

30 min

“How do you design and optimize the revenue engine of a coworking business?” - A conversation between Jake Goldstein, Director of Revenue and Strategy at Kiln (USA)

Panel Discussion

Chapters

1:20Kiln’s Growth and Jake Goldstein’s Role in Revenue StrategyJake introduces Kiln’s expansion across the US and explains his role in shaping revenue strategy for a growing coworking brand. This sets up the conversation around how coworking operators can think more clearly about revenue, sales, retention, and market fit.3:29Designing the Revenue Engine of a Coworking BusinessThe discussion begins with what makes a coworking revenue engine work in practice. Jake talks through the importance of data, brand positioning, team alignment, and knowing which levers actually move performance.6:23Revenue Occupancy and the Metrics That Matter MostJake explains why Kiln looks closely at revenue occupancy when evaluating each location. This section is useful for operators who want to understand whether a space is truly performing, beyond simply looking full.8:43The Main Revenue Drivers in a Coworking SpaceThis part covers the revenue streams Kiln focuses on, including private offices, suites, memberships, events, referrals, and inbound demand. It gives a practical view of how coworking revenue is built across multiple channels.9:46Getting Product Mix Right Before Opening a LocationJake discusses why product mix is one of the most important decisions before a coworking space opens. The conversation covers how operators think about private offices, team suites, desks, meeting rooms, and local market demand.13:20Pricing Coworking Memberships by MarketJake explains how Kiln approaches pricing across different cities and locations. The discussion touches on market research, competitor positioning, office benchmarks, and how operators can decide where their pricing should sit.15:20The Tech Stack Behind Coworking Revenue DecisionsJake shares how Kiln uses tools like HubSpot, OfficeRnD, Gemini, and AI features inside the CRM. This chapter shows how coworking teams use technology to track leads, renewals, member data, and revenue performance.19:42Inbound Leads, Sales Process, and Local Buying BehaviorThis section looks at how Kiln handles inbound leads and why response process matters. The conversation also compares how different markets rely on different channels, from email and text to Instagram and WhatsApp.23:20Lessons from Testing Dynamic PricingJake shares what Kiln learned from experimenting with dynamic pricing for meeting rooms. The discussion shows why pricing changes need more than a good idea. Teams also need the right tools, training, and communication.24:47Knowing When Coworking Pricing Is WorkingJake explains the signals Kiln watches when evaluating pricing, including occupancy, waiting lists, revenue goals, and member response to increases. This section helps operators think about pricing through evidence rather than guesswork.31:17Reading Demand Signals Before Revenue ChangesThe conversation covers early signs of stronger or weaker demand, including seasonality, local events, website traffic, inbound leads, and campaign performance. Jake explains how Kiln watches these signals before they fully show up in the numbers.34:35Retention, Member Feedback, and Churn SignalsJake talks about how Kiln combines CRM data, member feedback, one-on-one conversations, and community team insight to understand retention risk. This chapter is useful for operators looking to spot when a member may stay, grow, or leave.38:00Improving Revenue Visibility Across the Tech StackJake explains where Kiln wants better integration between CRM, member management, AI, and foot traffic data. This section focuses on how operators can get a clearer view of what is happening across sales, usage, retention, and revenue.38:56Channel Sales and Partnerships as a Growth OpportunityThe conversation closes with Jake’s view on partnerships as an untapped revenue channel in coworking. He discusses how aligned brands, local partners, and larger channel relationships can help operators reach new audiences.

About Jake Goldstein

Jake Goldstein is a revenue and operations strategist with a strong background in hospitality, sales, and customer experience. He currently serves as Director of Revenue Strategy & Operations at Kiln, where he leads initiatives focused on driving growth, optimising performance, and aligning commercial strategy with operational execution across the business.

Since joining Kiln, Jake has progressed through multiple roles, from Member Success Manager to Business Development Manager, giving him a comprehensive understanding of the full customer journey. This progression has shaped his ability to connect front-line experience with high-level strategy, ensuring that revenue growth is grounded in strong member experience and operational excellence.

Earlier in his career, he worked at Bond Collective in New York, where he focused on member experience and community engagement, further strengthening his foundation in hospitality-led workspace environments.

With a background in drama from New York University and an MBA, Jake brings a unique blend of creativity, communication, and analytical thinking to his work. He is known for building systems and strategies that not only drive revenue but also enhance the overall workplace experience.

Talk at CTW 2026

All session times are shown in UK time [UTC+1 | BST] (Europe/London).

Thursday, Apr 234:30 PM UK time · 30 minPanel Discussion

“How do you design and optimize the revenue engine of a coworking business?” - A conversation between Jake Goldstein, Director of Revenue and Strategy at Kiln (USA)

Revenue in coworking is often reduced to sales, but the reality is far more layered. Occupancy, pricing, retention, product mix, local performance, and member behavior all play a role, and the way operators track and act on those signals is increasingly shaped by technology.

In this session, Kiln shares how they think about designing and optimizing the revenue engine behind a modern coworking business. A conversation about the metrics that matter, the systems that improve visibility, the decisions that still rely on human judgment, and what becomes harder to control as you grow across locations.

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