Field Account Executive

About the role

ClassPass is actively seeking a highly motivated Field Account Executive to spearhead the expansion of our network of local fitness and wellness businesses across the United States. In this role, you will be the primary driver of in-person revenue generation, owning the identification and cultivation of new merchant partnerships from initial contact through successful onboarding. You will be instrumental in shaping and refining our evolving field sales strategies by providing direct market feedback and demonstrating initiative in adapting our approach to local conditions. This position requires a proactive mindset, as you will be responsible for building authentic relationships with business owners and decision-makers in diverse local environments. You will translate the value of the ClassPass platform into compelling narratives that resonate with the specific needs of each prospective merchant. Success in this role will be defined by your ability to act as a trusted advisor, guiding merchants on how participation can enhance their customer acquisition and retention. You will serve as the vital bridge between our corporate objectives and the on-the-ground realities of the local wellness ecosystem.

Key facts

What you'll do

• Expand our merchant base by finding, pitching, and securing new businesses in your assigned area through persistent and strategic outreach.
• Prioritize in-person engagement by visiting potential merchants daily, attending local events, and connecting with community and industry contacts to build a robust network.
• Manage the entire sales process, from initial outreach and drop-ins to contract negotiation and closing, utilizing a disciplined mix of direct visits, phone calls, emails, and virtual meetings.
• Meet or exceed monthly acquisition goals and pipeline conversion targets consistently by maintaining a high level of activity and focus on quality opportunities.
• Act as a local market specialist, conducting thorough analysis to identify new opportunities that align with evolving customer needs and market trends.
• Maintain an impeccably organized sales pipeline, tracking key activities, merchant interactions, and performance metrics meticulously within Salesforce to ensure data accuracy.
• Leverage SalesLoft to manage and optimize your outreach cadence, monitor engagement, and refine your communication strategy based on real-time performance data.
• Utilize Microsoft Office Suite to create persuasive presentations, analyze sales data, and communicate effectively with internal stakeholders and external partners.
• Travel extensively within your assigned territory, including local day trips and multi-night regional trips, to maximize your coverage and presence in the market.
• Adapt your schedule to accommodate occasional travel outside your assigned region based on specific business needs and strategic priorities.
• Demonstrate flexibility in your travel methods, whether driving or flying, to meet dynamic customer demands and ensure comprehensive market coverage.
• Proactively identify and pursue new business development opportunities that may arise in adjacent or unexpected markets relevant to the ClassPass ecosystem.

Requirements

• Possess 3 to 5 years of cumulative experience in outbound field sales, combined with a proven track record of strong inside sales capabilities.
• Exhibit deep expertise in full-cycle sales methodologies, with a specific focus on strategies that improve conversion rates and shorten sales cycles.
• Show advanced proficiency in B2B negotiation, exceptional organizational skills, and superior time management to handle a high-volume, fast-paced workload.
• Be a highly self-motivated and proactive individual who thrives in an independent environment and is consistently open to receiving constructive feedback for improvement.
• Have a documented history of consistently surpassing sales quotas and objectives, even in challenging and fast-paced market conditions.
• Demonstrate technical competence with Salesforce, SalesLoft, and the Microsoft Office Suite as essential tools for daily performance and reporting.
• Maintain a valid driver's license and a clean driving record, as this role requires significant local and regional travel to various merchant locations.
• Be authorized to work in the United States and not require sponsorship at this time, ensuring immediate readiness to perform the essential functions of the job.
• Commit to adhering to all company policies, travel protocols, and ethical standards in all interactions with merchants and colleagues.
• Show resilience and adaptability when facing rejection, using data and feedback to continuously refine your approach and strengthen your performance.

Nice to have

• Bring prior familiarity with local industries such as fitness, wellness, spas, or related sectors, and leverage existing professional connections within these communities to accelerate relationship building.

Practical notes

This role requires 70% to 80% travel, including local day trips and multi-night regional trips, necessitating a reliable vehicle and the associated expenses. Occasional travel outside your assigned region may be necessary based on evolving business needs and strategic initiatives. Travel may involve a combination of driving or flying, requiring a high degree of flexibility to meet dynamic customer demands and maximize coverage across the assigned territory. The base salary range for this position in the United States is $56,400 to $76,450, with total compensation potentially including performance bonuses, benefits, and other incentive plans. Candidates must be authorized to work in the United States without the need for sponsorship.