Job Description
About Pacaso
Pacaso exists to enrich lives by making second home ownership possible and enjoyable for more people. We’ve reimagined the second home category — pairing a thoughtfully designed co-ownership model with simplified financials, equitable scheduling, and dedicated local property management, so owners get the joy of a true second home without the hassle.
Since launch, Pacaso has facilitated more than $1.2 billion in gross real estate transactions and service fees across 40+ destinations in the U.S., Mexico, and Europe — including Aspen, Lake Tahoe, Napa, Malibu, Palm Springs, Cabo, Paris, London, and most recently Florence, Milan, and Rome. We’ve raised over $300 million in cumulative equity funding, closed the largest real estate Regulation A+ offering of 2025, and reserved the Nasdaq ticker PCSO as we build toward a public listing.
Our work has been featured in The New York Times, The Wall Street Journal, Fortune, Forbes, CNBC, Bloomberg, and others.
Recognition
We’re a Certified Great Place to Work and have been honored for both our culture and our category-defining work:
- No. 5, Forbes America’s Best Startup Employers (2026) — our second consecutive Top 10 ranking
- Newsweek’s America’s Greatest Startup Workplaces (2025)
- Winner, 2025 Inman Best of Proptech Awards — Consumer Experience & Marketplace Innovation
- Fortune & Great Place To Work Best Workplaces in Real Estate (2024)
- Best Workplace in the Bay Area™ (2023)
- LinkedIn Top Startup (2022) · Glassdoor Best Places to Work, #6 (2022)
About the Role
Join Pacaso to build and own the supply side of Infinity — Pacaso’s private home exchange network for whole-home owners. Infinity launched in February 2026 and has moved from concept validation to an expanded swap platform across 21 new markets. To deliver real swap value to our members, we need to scale supply trust-first, AI-native, and fast.
As Head of Membership, you will own the top of the funnel demand of Pacaso-worthy second homes for Infinity by Pacaso. This is a builder’s role. Top of funnel levers include (1) the curated, invite-only Ambassador Program that brings exceptional second homes into the Infinity portfolio, (2) strategic partnership sourcing for swap groups, and (3) innovative ideas you bring to the table leveraging AI.
You conduct first-conversation intake/vetting with high-net-worth homeowners, and design the AI-powered flows that scale a trust-led acquisition channel toward 1,000 homes by year end and 10,000 with Groups.
This is a sales role at heart — focused on supply instead of demand. You will work a pipeline, deliver against monthly activity and outcome targets, and operate with the rigor and accountability of a top-performing salesperson. This is meaningfully different from a classic BD/partnerships role: less about long-cycle relationship cultivation, more about high-volume activity, pipeline discipline, and measurable monthly results. The relationship and brand polish matter; so does shipping a high volume of activities every week and delivering specific numbers every month.
With one critical nuance: your number IS quality. Every Activated Home must clear Pacaso’s vetting bar. You’ll work a large pipeline, but only the homes and owners that meet the Pacaso-worthy standard count toward your number. The volume serves the right outcome — never the wrong one.
If you’ve run channel, partnership, or membership programs for luxury or invite-only brands, you carry a quota and love it, you’re fluent in shipping AI-powered workflows, and you can hold your own in a conversation with a $5M+ second-home owner — we want to hear from you.
Key Responsibilities:
Pipeline & Performance Discipline: Run this function like a top-performing sales org. Manage a structured pipeline of prospective Ambassadors, homeowner referrals, and group partnerships through every stage. Deliver against monthly activity targets (inputs: outbound touches, intake calls, group prospects engaged) and outcome targets (quality-gated outputs: Activated Homes that cleared Pacaso’s vetting bar, Swap Group partnerships closed). Bring quota-carrying rigor — daily activity, conversion math, and weekly forecasting — to the supply side of Infinity. This is selective volume: large pipeline, high bar, disciplined throughput. Only homes and owners that meet the Infinity standard count toward your number.
Ambassador Program Ownership: Take the Ambassador Program from v1 launch to steady-state operations. Recruit, onboard, and activate Ambassadors across priority US and International wealth hubs. Operate the program around its three pillars — Community, Education, and Recognition — and continuously improve the cadences, content, and recognition mechanisms that keep Ambassadors high-quality and high-converting.
Community, Education, Recognition: Run the Ambassador community — private WhatsApp group, weekly updates, market insight loops, Ambassador spotlights. Build & maintain education materials (talk tracks, explainer assets, qualification criteria, approved messaging). Recognize top performers in ways that reinforce quality and market-building, not just volume.
AI-Powered Top-of-Funnel Demand: Design and ship AI-driven initiatives that grow Infinity’s TOFU demand beyond the Ambassador channel — including AI-driven enrichment, prospect scoring, lookalike sourcing, and personalized outreach to HNW homeowners. AI is not a side experiment; it is the primary lever for scaling this function to 10,000 homes without scaling headcount linearly.
Strategic Group Sourcing for Swap Groups: Identify, prospect, and close partnerships with high-fit affinity organizations — luxury ownership clubs (e.g., Exclusive Resorts, Inspirato), professional networks (e.g., PwC Partners, Big Four leadership, AmEx Centurion-tier networks), and platform host communities (e.g., Airbnb Superhosts, VRBO Premier Hosts) — to seed Infinity with critical mass within each cohort. Group-level sourcing creates instant trust and Swap density within trusted networks, accelerating Swap utility for members and unlocking entire pools of supply at once. Own the BD motion end-to-end: prospect list, outreach, partnership structure, group activation, and ongoing engagement.
Application-to-Activation Flow: Own the full intake-to-activation funnel. Build the AI-powered flows that source, qualify, and vet prospective Infinity members at scale. Identify where AI replaces human work, where the human touch is non-negotiable, and ship continuous improvements against referral-to-activation conversion and cost per Activated Home.
High-Touch Member Intake: Conduct intake calls with AI-vetted homeowners. You are the first human face of Infinity for prospective members — set the tone, qualify fit, and convert applicants into Activated Homes (Approved + Onboarded + 2 weeks of committed availability). At 1,000+ homes, design a plan that makes this human touch scalable without losing the polish the brand requires.
The right candidate is able to provide clear examples of where they’ve:
- Carried and consistently hit a monthly activity and outcome quota in a sales or sales-shaped role
- Built and scaled an invite-only, referral-driven, or channel partner program — ideally for a luxury, membership, or HNW-facing brand
- Designed and shipped AI-powered workflows for sourcing, vetting, qualification, scoring, or personalized outreach at scale
- Owned a top-of-funnel demand engine and grown it through repeatable, AI-leveraged systems rather than one-off campaigns
- Held high-stakes first-conversation accountability with HNW or UHNW clients and maintained brand polish at scale
- Operated as both a builder and an operator — designing the flows AND running the program day-to-day
- Identified, prospected, and closed BD partnerships with affinity organizations, ownership clubs, or professional networks to drive customer or supply acquisition
- Used AI tools to 10x their personal productivity and execution speed
Critical Success Factors:
Sales DNA: You operate like a top-performing salesperson. You’re motivated by activity volume, monthly results, and pipeline discipline — and you’re accountable to specific numbers month after month. This is meaningfully different from a classic BD/partnerships profile, which tends to be lower-volume, longer-cycle, and more relationship-oriented. This role is a classic sales role applied to supply rather than demand.
Quality Gatekeeper: You hold the line on who gets into Infinity. You have the judgment to decline a homeowner or home that doesn’t meet the bar — even when your activity quota is calling. You understand that the wrong activations destroy the brand and the Swap network’s value faster than missed targets do. High volume, high bar, never one at the expense of the other.
Membership-Brand DNA: You’ve worked in or alongside a private club, luxury brand, or invite-only network and understand how to make members feel selected, special, and bought-in. The closest analog to our program is a private club’s nominating committee — not a referral marketing program.
AI Fluency: Daily user of AI tools for productivity; demonstrable experience designing and shipping AI-powered flows in a production setting. You can be a hands-on builder or a strong workflow designer who partners with engineering — both profiles work.
Trust-First Communicator: You can be on a call with a $5M+ homeowner and represent Pacaso/Infinity with the polish, discretion, and confidence the brand requires.
Channel/Partnership Operator: Background in BD, partnerships, channel sales, affiliate, or community/network programs. You know how to recruit, activate, motivate, and retain a curated network — not just sign people up.
Startup Velocity: Comfortable shipping daily, working with ambiguity, and balancing the program build with day-to-day execution. You view constraints as opportunities for creative solutions.
Qualifications:
- 4–8 years of experience in channel partnerships, BD, growth, affiliate, or membership/community programs in a luxury, high-end consumer, or invite-only brand context
- Proven track record in a quota-carrying or activity-driven sales role — owning a number, working a pipeline daily, and reporting against monthly activity and outcome metrics
- Demonstrated BD track record closing institutional or group-level partnerships end-to-end — prospect list, outreach, deal structure, activation — that produced measurable supply, customer, or revenue outcomes
- Demonstrable experience shipping AI-powered features or workflows and using AI tools to accelerate delivery
- Track record of operating top-of-funnel demand engines and growing them through repeatable systems
- Experience working with high-net-worth clientele and the polish, discretion, and judgment the audience expects
- Thrives in high-growth, ambiguous startup environments where priorities shift quickly
- Bachelor’s Degree in a relevant field
- Bonus: experience in luxury real estate, hospitality, private aviation, yachting, family office, or private club networks
What Success Looks Like:
Within your first 90 days, you’ll have full ownership of the Ambassador Program and conduct intake calls with every AI-vetted homeowner referral that comes through the funnel. You’ll have shipped at least 5 AI-powered improvements to the application-to-activation flow and identified 3 more. You’ll be operating with the cadence of a top-performing sales org — daily pipeline activity, weekly forecasting, and accountability to clear monthly targets for outbound touches, intake calls, and Activated Homes.
The Ambassador Program will have scaled to its full v1 cohort with a documented playbook, you’ll have driven measurable conversion improvements through AI-powered initiatives across the full TOFU funnel, you’ll have closed at least one affinity-group partnership, and you’ll be the trusted face of Infinity for the homeowner audience — consistently hitting monthly activity and activation targets and operating at a cadence that puts the 1,000-home year-end target within reach.
Why You’ll Love Working Here
We invest in our Crew the way we invest in our homes — thoughtfully, generously, and with care.
- Competitive base salary and meaningful equity — every Crew member shares in what we’re building
- Discretionary time off — take the rest you need, when you need it
- Premium medical, dental, and vision coverage for you and your family
- Sponsored memberships to One Medical, Peloton, and WellHub for whole-person, modern healthcare
- 401(k) to help you build long-term security
- Paid parental leave for primary and secondary caregivers
- Home office stipend and a monthly internet and cell phone reimbursement to set you up for great remote work
- Quarterly team gatherings and ongoing learning and development investment
Our Commitment
Pacaso is proud to be an equal opportunity employer. We welcome applicants of every race, religion, national origin, gender, sexual orientation, gender identity, gender expression, age, ability, and background — including veterans and individuals with disabilities. We believe a Crew as diverse as the owners we serve makes Pacaso stronger, and we’re committed to building a workplace where every voice belongs.
