Field Account Executive

About the role

ClassPass is actively seeking a Field Account Executive to spearhead the expansion of our merchant network by establishing and nurturing partnerships with fitness studios, wellness centers, and select food and beverage venues. You will be an early architect of this initiative, taking ownership of the complete sales cycle for a designated geographic territory. The majority of your workweek will be spent engaging directly with potential partners face-to-face rather than working from a fixed desk. You will act as the primary point of contact, translating the ClassPass value proposition into tangible benefits for each new business you bring on board. Success in this role requires a proactive approach to identifying untapped markets and building trust with key decision-makers. You will leverage data and market insights to refine your outreach and ensure that every interaction moves the needle toward a closed deal. Ultimately, your work will directly drive revenue by converting prospects into active participants in the ClassPass ecosystem.

Key facts

What you'll do

• Execute a strategic plan to prospect and close new business partnerships within your assigned territory, ensuring consistent pipeline generation.
• Perform daily in-person visits to prospective merchants, utilizing adaptive communication styles to address the specific needs of each business.
• Orchestrate the full sales cycle, guiding prospects from initial discovery sessions through complex negotiation to the final contract signing.
• Relentlessly track and exceed monthly acquisition targets and pipeline conversion metrics, maintaining a keen focus on performance outcomes.
• Conduct detailed analysis of local market trends to uncover latent opportunities and prioritize high-potential segments for maximum impact.
• Maintain meticulous records by documenting every sales activity and performance data point accurately within Salesforce to ensure visibility and forecasting accuracy.
• Build and manage a robust sales pipeline that balances quantity and quality, ensuring a steady flow of qualified opportunities.
• Collaborate with internal stakeholders to gather feedback and refine the pitch, ensuring the solution evolves based on real-world interactions.
• Identify and secure key decision-makers within each organization, tailoring your approach to resonate with the specific operational and financial goals of the venue.
• Leverage industry event attendance to maximize exposure, establishing ClassPass as a thought leader and trusted partner in the wellness and fitness community.
• Utilize advanced opportunity management techniques to forecast revenue accurately and adjust strategies based on real-time market feedback.
• Demonstrate exceptional time management by balancing travel schedules, administrative duties, and proactive relationship building without sacrificing performance.
• Champion the brand by embodying its values in every interaction, ensuring that the merchant experience reflects the quality of the ClassPass platform.
• Continuously iterate on your sales playbook by incorporating lessons learned from wins and losses to drive incremental improvements in conversion rates.

Requirements

• Possess 3 to 5 years of proven experience in outbound field sales, supplemented by strong inside sales proficiency to handle remote engagement effectively.
• Demonstrate the ability to travel 70 to 80 percent of the time, including frequent overnight regional trips that require efficient use of both air and car transportation.
• Show expertise in full-cycle sales methodologies and data-driven conversion strategies that can be adapted to diverse business environments.
• Exhibit strong organizational, time management, and B2B negotiation skills to navigate complex sales processes and secure favorable terms.
• Provide a proven history of consistently hitting or exceeding sales quotas and achieving aggressive OKRs over multiple performance periods.
• Hold the right to work in the United States without sponsorship, as the role requires immediate availability near a major airport hub.
• Maintain reliable transportation and a valid driver's license capable of supporting frequent regional travel to client sites and industry events.
• Thrive in a fast-paced environment where adaptability, resilience, and a results-oriented mindset are essential for success.
• Commit to upholding the company's standards for professionalism, integrity, and equal opportunity in every business interaction.

Nice to have

• Leverage existing professional networks and relationships within the fitness, wellness, or spa industries to accelerate trust and shorten the sales cycle.

Practical notes

• This is a travel-heavy position requiring regular time away from home.
• Compensation includes base salary, potential performance bonuses, and benefits.
• The company is an equal opportunity employer.