Director, Membership Growth and Strategy

Chamber of Commerce; Washington (District of Columbia); Hybrid; USD 134,000 - 164,000; Full time

Benefits offered by this job

Health care

Vision

Dental

Retirement

Paid leave

Job summary

The U.S. Chamber of Commerce in Washington, DC is seeking a strategic, analytically driven Director, Member Strategy and Growth.

You will develop data-driven growth strategies for member acquisition, retention, and engagement across a new Strategic Offerings and Innovation function. You will translate customer insights, market analysis, and business performance data into actionable recommendations that shape membership offerings, pricing, and go-to-market approaches for sustainable growth.

Qualifications

• 10+ years in B2B strategy, growth, or market intelligence.
• Experience developing segmentation that drives acquisition and retention.
• Pricing, packaging, value proposition development, and commercial optimization.
• Strong understanding of B2B buyer journeys and GTM planning.
• Quantitative and qualitative market research, VOC programs.
• Advanced analytics translating data into strategic actions.
• Experience influencing executives and leading cross-functional growth initiatives.

Responsibilities

• Lead the member strategy function as the primary voice-of-member and voice-of-market for senior leadership.
• Design and execute discovery, VOC, and market research on member needs and buying behavior.
• Develop and maintain B2B segmentation frameworks by size, industry, growth stage, and revenue potential.
• Identify target segments, buyer personas, and growth opportunities for acquisition and retention.
• Conduct market sizing, opportunity assessment, and competitive analysis for membership offerings.
• Assess value propositions and opportunities to improve relevance, differentiation, and lifetime value.
• Develop pricing models, packaging strategies, and product positioning to maximize growth.
• Analyze data to identify trends, whitespace, and emerging demand signals.
• Evaluate partnerships, sponsorships, and commercialization opportunities to grow member value.
• Collaborate with cross-functional teams to translate insights into GTM strategies.
• Establish metrics to measure segment performance, market penetration, and revenue growth.
• Present strategic recommendations and growth plans to executives.

Skills

B2B growth strategy

customer insights

pricing strategy

market research

analytical skills

stakeholder influence

cross-functional leadership

Job description

About Us:

If you are passionate about the ability of American business to improve lives, solve problems, and strengthen society, the U.S. Chamber of Commerce is the place for you. As the world’s largest business organization, we believe in building a future that gives everyone the opportunity to pursue a better tomorrow. We make it our job today-and every day-to build the strongest relationships possible among the American people, business leaders, and elected officials in Washington, D.C., state capitals, and countries around the globe. For them and the businesses we represent, the U.S. Chamber is a trusted advocate and partner.

We are driven by the pursuit of innovation and partnership and hold ourselves to the highest standards. Our commitment to our members is matched only by our commitment to our employees. As part of our team, we will support your long-term career development while delivering relevant learning opportunities. We will empower you to lead, develop deep expertise, and find new approaches to solving the toughest challenges.

Position Overview:

The U.S. Chamber of Commerce seeks a strategic, analytically driven leader to serve as Director, Member Strategy and Growth. This role will be responsible for developing the data-driven growth strategies that shape the Chamber's member acquisition, retention, engagement, and commercialization efforts.

The primary purpose of this role is to deeply understand current and prospective member needs, define target member segments, assess market opportunities, and develop differentiated value propositions and pricing strategies that drive sustainable growth. As the voice of the member and market, this individual will translate customer insights, competitive intelligence, and business performance data into actionable recommendations that influence membership offerings, go-to-market approaches, and long-term growth priorities.

The ideal candidate will bring significant experience in B2B market strategy, customer segmentation, pricing and packaging, commercialization, and growth strategy. The candidate will possess a strong track record of leveraging customer insights and market analysis to identify growth opportunities, optimize offerings, and drive revenue expansion.

This role is part of a new function at the Chamber called Strategic Offerings and Innovation. This person will be a part of a small but highly motivated team.

Responsibilities:

• Lead the Chamber's member strategy function, serving as the primary voice-of-member and voice-of-market resource for senior leadership.
• Design and execute member discovery, voice-of-customer, and market research initiatives to understand the needs, challenges, decision-making criteria, and purchasing behaviors of current and prospective members.
• Develop and maintain B2B member segmentation frameworks based on company size, industry, growth stage, strategic priorities, engagement patterns, and revenue potential.
• Identify and prioritize target member segments, buyer personas, and growth opportunities to inform acquisition, retention, and expansion strategies.
• Conduct market sizing, opportunity assessment, and competitive analysis to evaluate existing and emerging membership products, services, and programs.
• Assess member value propositions and identify opportunities to improve relevance, differentiation, engagement, retention, and member lifetime value.
• Partner with business leaders to evaluate membership pricing models, packaging strategies, and commercial offerings, ensuring alignment with member needs and market demand.
• Develop recommendations related to membership tiers, benefits structure, pricing strategy, and product positioning to maximize growth and member satisfaction.
• Analyze member and market data to identify trends, unmet needs, whitespace opportunities, and emerging demand signals.
• Evaluate partnership, sponsorship, and commercialization opportunities that support organizational growth and expand member value.
• Collaborate cross-functionally with membership, marketing, business development, product, and leadership teams to translate insights into targeted go-to-market strategies.
• Establish metrics and frameworks to measure segment performance, market penetration, member acquisition, retention, and revenue growth.
• Present strategic recommendations and growth plans to executive stakeholders, helping to shape the Chamber's future membership and commercialization strategy.

Qualifications:

• 10+ years of experience in B2B strategy, growth strategy, customer insights, membership strategy, consulting, commercialization, product marketing, or market intelligence.
• Demonstrated experience developing customer or member segmentation strategies that drive acquisition, engagement, retention, and revenue growth.
• Experience with pricing strategy, packaging, value proposition development, and commercial optimization.
• Strong understanding of B2B buyer journeys, account segmentation, customer lifetime value, and go-to-market planning.
• Experience conducting qualitative and quantitative market research, customer interviews, and voice-of-customer programs.
• Advanced analytical skills with the ability to translate complex data into strategic recommendations and business actions.
• Experience influencing executive-level stakeholders and leading cross-functional growth initiatives.

The salary range for this position is $134,475.00 to $164,000.00. The actual salary paid for this position will vary based on market data, an applicant's qualifications, relevant degrees, certifications, and other factors. Our full-time employees are eligible for benefits, including health care, vision, dental, retirement, and paid leave.

We provide equal employment opportunities to all employees and applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

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