Field Account Executive

About the role

ClassPass is actively seeking a driven sales professional to spearhead the expansion of our merchant network by identifying and securing new fitness and wellness partners across the United States. In this role, you will own the end-to-end responsibility for building authentic relationships with local business owners, positioning our platform as a vital solution for their customer acquisition and retention needs. You will spend the majority of your time in the field, engaging directly with studio owners, boutique operators, and wellness entrepreneurs to understand their unique challenges and demonstrate how our membership model can drive tangible value for their businesses. Your daily work will involve cultivating a pipeline of high-quality prospects, guiding them through a structured sales process, and converting interest into long-term partnerships that contribute to the growth of our platform. You will act as a key representative of ClassPass, ensuring that every interaction reinforces our brand promise of flexibility, variety, and community. Success in this position will depend on your ability to balance proactive prospecting with meticulous follow-up, turning initial conversations into measurable results. You will be expected to monitor local market dynamics, adapt your approach to different business models, and continuously refine your outreach to maximize your effectiveness in diverse environments.

Key facts

What you'll do

Prospect and close new business deals within a designated territory, taking full ownership of your book of business and driving revenue growth.

Visit prospective merchants in person on a daily basis and actively participate in local industry events, networking sessions, and community gatherings to strengthen your presence.

Manage the entire sales process from initial outreach to final contract negotiation, ensuring that each step is handled with professionalism and attention to detail.

Meet or exceed monthly acquisition and conversion targets, consistently pushing your performance against clearly defined goals and key results.

Monitor local market trends to identify new business opportunities, staying informed about competitor activity, consumer behavior, and emerging wellness segments.

Document all sales activity and performance data in our CRM with accuracy and timeliness, maintaining a clear and actionable record of every interaction.

Develop deep expertise in the fitness, wellness, and spa industries, using this knowledge to tailor your messaging and address the specific needs of each merchant.

Collaborate with internal teams to align on best practices, share feedback from the field, and support ongoing initiatives that enhance partner success.

Utilize advanced consultative selling techniques to uncover pain points, propose customized solutions, and demonstrate the long-term value of the ClassPass platform.

Build and maintain a robust pipeline of qualified leads, ensuring that you always have a diverse and active set of opportunities in various stages of the sales cycle.

Leverage data and performance insights to refine your pitch, optimize your conversion rates, and improve your overall effectiveness over time.

Represent ClassPass at local networking groups, industry meetups, and community events, strengthening our brand visibility and credibility.

Support the launch and adoption of new features or programs by communicating updates to partners and helping them understand the associated benefits.

Act as a trusted advisor to merchants, guiding them through onboarding, implementation, and ongoing engagement with the platform.

Requirements

• 3 to 5 years of experience in outbound field sales, including inside sales tasks, demonstrating a proven ability to generate and close business in dynamic environments.
• Expertise in managing the full sales cycle and optimizing conversion rates, with a track record of consistently improving performance metrics.
• Strong negotiation skills and the ability to manage time effectively, balancing multiple priorities and maintaining high levels of productivity.
• History of hitting or exceeding sales quotas and OKRs, showing resilience and discipline in achieving ambitious targets.
• Ability to travel 70 to 80 percent of the time, including day trips and overnight regional travel, to meet merchants and attend relevant industry events.
• Flexibility to travel by car or plane as required by business needs, ensuring that you can reach partners efficiently regardless of location.
• A results-oriented mindset with a strong commitment to accuracy, compliance, and professional standards in all interactions.
• Excellent communication and interpersonal skills, with the capacity to build rapport quickly and maintain positive relationships with a wide range of stakeholders.

Nice to have

• Existing professional networks within the fitness, wellness, or spa industries, which can accelerate partnership development and trust-building.

Skills & tools

• Salesforce
• SalesLoft
• Microsoft Office Suite

Practical notes

• The base salary range for this position in the United States is $56,400 to $76,450.
• Total compensation may include performance bonuses and additional incentive plans.
• The company is an equal opportunity employer.
• By applying, you consent to receive communications regarding your application via email, phone, or SMS.