At Playlist, life's richest moments happen when people step away from screens to move, connect, explore, and play. We're building the definitive platform for intentional living, connecting people with inspiring experiences in fitness, wellness, and beyond. With popular brands like Mindbody and ClassPass, Playlist empowers businesses and individuals, making it effortless for aspirations to become actions. Join us in reshaping technology's role to foster meaningful, real-world connections.
ClassPass offers thousands of fitness and wellness experiences worldwide, helping people lead active, balanced lifestyles. Our platform makes discovering and enjoying activities simple, personalized, and joyful—whether it's fitness classes, self-care sessions, a healthy lunch, or a new adventure. Join us in shaping healthier, more vibrant communities around the globe.
JOB FAMILY SUMMARY:
The ClassPass International team is responsible for growing and strengthening our partner ecosystem across global markets. This includes acquiring high-quality new fitness, wellness, and experiential partners, as well as nurturing and expanding relationships with existing partners. Through a combination of market expertise, strong local relationships, and strategic sales and account management, the team ensures we deliver exceptional value to our members and long-term success for our partners.
JOB SUMMARY:
The Sales team lead is responsible for leading a team of Field Account Executives to acquire high-value net new fitness, wellness or new vertical partners for the ClassPass platform within the UK. They are embedded within their market, building strong fitness-wellness industry relationships and being the first to know where the best local studios, gyms and spas are, including those newly opened, while coaching and developing their team to do the same.
MINIMUM QUALIFICATIONS AND REQUIREMENTS:
- 3+ years of experience managing a B2B sales team of 3+ reps, with a proven track record of coaching individuals and teams to consistently hit quota
- 5+ years of overall B2B sales experience, ideally combining Field and Inside sales tactics
- Proven sales record of consistent over-performance on monthly quotas and OKRs, both individually and through a team, including a demonstrated history of improving team performance, whether turning around an underperforming team or scaling a high-performing one
- Data-driven approach to sales management: comfortable moving between rep-level analytics and broader market trends to diagnose where conversion is breaking down and where opportunity exists, using pipeline data to drive coaching and strategy, not just report on it
- Data Savvy mindset: Proficiency with Salesforce, Salesloft and Microsoft Suite
- Strong territory management skills, including experience prioritising and allocating patches/accounts across a team to maximise coverage and yield in a field-sales environment
- Will be based in London, with travel across the broader region
- Strong alignment with Playlist core values and an eagerness to learn in a fast-paced environment
- Familiarity with and/or professional connections within the local fitness, wellness or other applicable industry in the UK are a plus
PRINCIPAL DUTIES AND RESPONSIBILITIES:
- Lead, coach and develop a team of Field Account Executives to grow the book of business within the UK & Ireland
- Engage directly with fitness, wellness or new vertical partners within the assigned area to grow the book of business, modeling best practices for the team
- Consistently hit or exceed monthly quotas based on new venues added to the ClassPass network, both individually and across the team
- Own the sales process end to end, defining and continuously refining how the team prospects, qualifies, and closes, through to partner onboarding, and working closely with internal teams to improve the onboarding experience for new partners
- Regularly shadow reps in the field and review activity data to identify what's working, coach on gaps, and share best practice across the team
- Lead with a field-first mindset, prioritising in-person outreach through drop-ins, meetings, and events, and selectively apply Inside Sales tactics where appropriate to accelerate pipeline momentum
- Drive continuous improvement by proactively identifying opportunities to improve how the team operates, testing new sales initiatives, and scaling the ones that move the needle on results
- Identify and attend networking opportunities to build strong connections within the regional fitness and wellness community
- Maintain accurate and up-to-date records in Salesforce, ensuring reliable forecasting and pipeline visibility for the team
- Should be a good negotiator, comfortable in creating and presenting higher-level readouts/pitch decks to prospective new partners
- Partner with the UK & I Country Manager on regional sales strategy, forecasting, and team performance management
WORK ENVIRONMENT AND PHYSICAL DEMANDS:
To build strong local relationships and stay closely connected to the market, this role requires the employee to reside within the London region, given their responsibility for the UK market.
Regular travel will be required to attend in-person partner meetings, market events, and team activities that support regional success. It is anticipated that travel will be ~25% of the time
Sound like the role for you? We’d love to hear from you! Even if you’re not 100% sure about potential fit, we still encourage you to apply. We’re looking for the right person, not the perfect series of checkboxes.
The Company is an Equal Opportunity Employer. We highly value diversity at our company and encourage people of all different backgrounds, experiences, abilities and perspectives to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or other protected characteristics.
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