Field Account Executive

About the role

ClassPass is actively seeking a driven field account executive to spearhead the expansion of our national network of fitness and wellness partners across the United States. In this role, you will serve as the primary point of contact and brand ambassador for prospective merchants in your territory, owning every stage of the local sales process from initial outreach to final contract execution. You will be responsible for identifying high-potential businesses, educating them on the value of our platform, and converting interest into active memberships that drive mutual growth. The position requires a proactive mindset and disciplined execution as you build authentic community relationships and establish ClassPass as a cornerstone offering for local wellness destinations. You will leverage data and market insights to uncover new opportunities, ensuring that our merchant footprint reflects real demand and usage patterns in each city you serve. Success in this role depends on your ability to balance strategic planning with hands-on selling, maintaining a consistent presence in the field to nurture trust with partners. Ultimately, you will play a critical role in scaling our ecosystem by securing quality business that enhances the member experience and drives sustainable revenue for both ClassPass and our partners.

Key facts

What you'll do

• Prospect for new fitness and wellness businesses within your assigned territory using targeted outreach and research to build a robust pipeline of qualified leads.
• Execute a disciplined daily schedule that allocates 70 to 80 percent of your time to traveling, meeting prospects face to face, and participating in local community events that strengthen brand visibility.
• Conduct in-person drop-ins and discovery sessions to understand the unique needs of each potential partner and present tailored solutions that align with their business goals.
• Manage the full sales cycle independently, guiding prospects from initial contact through negotiation, contract finalization, and onboarding with clear communication and professionalism.
• Utilize Salesforce to meticulously track every interaction, update deal stages, forecast revenue, and generate reports that provide insight into performance and market trends.
• Analyze local market dynamics and competitor activity to identify gaps and opportunities, adjusting your strategy to maximize the merchant footprint in your region.
• Develop and maintain strong relationships with key decision-makers, positioning yourself as a trusted advisor rather than a transactional vendor.
• Consistently meet or exceed predefined acquisition goals and conversion metrics, demonstrating your ability to perform in a fast-paced, quota-driven environment.
• Collaborate with internal teams to ensure seamless handoffs from sales to operations, supporting partners with onboarding resources and ongoing communication.
• Represent ClassPass at local networking events, workshops, and industry gatherings to increase awareness and generate warm referral opportunities.
• Monitor and document feedback from partners and members to inform product enhancements and marketing initiatives that resonate with the community.
• Prioritize high-value activities and manage your territory efficiently, balancing travel logistics, follow-ups, and strategic planning to sustain long-term productivity.
• Leverage data from Salesforce and SalesLoft to refine your outreach cadence, test messaging, and improve conversion rates over time.
• Maintain a thorough understanding of the competitive landscape, articulating the distinct advantages of ClassPass for different types of fitness and wellness venues.

Requirements

• Hold a Bachelor's degree or equivalent practical experience, demonstrating a foundational level of business acumen and professional maturity.
• Bring 3 to 5 years of cumulative experience in outbound field sales complemented by inside sales responsibilities, showing versatility across both environments.
• Possess a proven track record of managing the complete sales cycle, including prospecting, negotiation, closing, and post-sale relationship management.
• Exhibit strong expertise in B2B negotiation, structuring mutually beneficial agreements that satisfy both the merchant and ClassPass objectives.
• Show exceptional time management and organizational skills, enabling you to coordinate multiple opportunities, travel plans, and administrative tasks without oversight.
• Maintain a documented history of consistently hitting or exceeding sales quotas and OKRs, backed by accurate reporting and transparent communication.
• Demonstrate the ability to travel 70 to 80 percent of the time, including day trips within a region and occasional overnight travel via car or plane to meet prospects and attend events.
• Commit to compliance with ClassPass policies, legal requirements, and ethical standards in all interactions with partners, colleagues, and members.
• Thrive in a dynamic, target-driven setting where adaptability, resilience, and a growth-oriented attitude are essential for long-term success.
• Be comfortable using technology tools such as Salesforce, SalesLoft, and the Microsoft Office Suite to manage workflows, analyze performance, and communicate effectively.

Nice to have

• Bring existing professional relationships within the fitness, wellness, or spa industries that can accelerate trust-building and shorten sales cycles.
• Show familiarity with the local business landscape for fitness and wellness, including key venues, operators, and emerging trends that influence purchasing decisions.

Practical notes

• Compensation details specify a base range of $56,400 to $84,000, with additional earnings potential through performance bonuses and incentives that vary by location and experience.
• Travel expectations require 70 to 80 percent of your time on the road, encompassing regional trips that may involve overnight stays by car or plane within the United States.
• As an Equal Opportunity Employer, ClassPass encourages applications from professionals of all backgrounds, cultures, and identities, ensuring a fair and inclusive hiring process.
• By submitting your application, you consent to receive communications regarding the status of your application and related opportunities via email, telephone, or SMS, in accordance with company policies.
• This role is full-time and based within the United States, with specific location details addressed during the offer stage to align travel requirements with logistics and compensation.