Field Account Executive

About the role

This role defines how ClassPass partners with local businesses to deliver movement, connection, and exploration within communities. You will own a specific territory, acting as the primary local expert who introduces merchants to the platform. Success in this position means converting daily outreach into booked partners and visible revenue, shaping how studios perceive and grow within this network. Travel is a core component of the position, requiring flexibility to meet partners where they are. You will own the end-to-end sales cycle in your assigned region, from initial outreach to signed agreements. This position requires you to become the voice of the local market, advocating for partner needs internally. You will build trust-based relationships with diverse studio owners and managers to drive adoption. Your work will directly influence the vibrancy and diversity of the ClassPass network in your area.

Key facts

What you'll do

• Map new merchants using phone outreach and in-person visits, transforming initial contact into committed partnerships for this fitness network.
• Host discovery meetings in studios and community spaces, documenting insights within a CRM pipeline to track progress and next steps.
• Design in-person pitches that clearly communicate ClassPass value, adjusting the message for owners, managers, and front-line staff based on their priorities.
• Coordinate schedules with partners, manage objections, and close deals that expand the local footprint of the platform in your region.
• Track activity metrics and pipeline health, adjusting travel routes to hit monthly acquisition and conversion goals efficiently.
• Explore adjacent segments like spas and wellness venues to uncover fresh opportunities within your region and diversify the local network.
• Represent the brand at community gatherings, aligning your presence with events that matter to target merchants to build visibility and credibility.
• Update forecasts and travel plans to coordinate coverage across regions and time zones, ensuring consistent presence where it is needed most.
• Maintain detailed records of all interactions and outcomes, using data to refine your approach and improve performance over time.
• Collaborate with internal teams to ensure partners have the resources and support needed to succeed on the platform after onboarding.

Requirements

• Have 3 to 5 years of outbound field sales experience, balanced with strong inside sales capabilities to adapt to different buyer contexts.
• Demonstrate full-cycle selling, using small adjustments to improve conversion across meetings, negotiations, and closes.
• Communicate clearly during negotiations, organizing details and timelines while managing your own schedule and priorities effectively.
• Be self-motivated, proactive, and receptive to feedback, using coaching to refine your approach in fast-moving markets and evolving conditions.
• Possess a proven track record of exceeding demanding quotas and targets within high-pressure environments that require consistent performance.
• Show familiarity with local fitness, wellness, and spa sectors, along with existing contacts in those worlds to accelerate relationship building.
• Maintain proficiency with Salesforce, SalesLoft, and standard office tools to maintain accurate records, reports, and activity tracking.
• Commit to travel requirements, including 70-80% travel and occasional trips outside your assigned region when business needs demand it.
• Be comfortable using your personal vehicle or arranging flights to meet partner needs and maximize regional coverage.
• Align with the company value of building a diverse team, contributing to an inclusive environment in all interactions and decisions.

Practical notes

• Please review the official apply page for the most current remote policy, compensation details, and start date information before proceeding.
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• Travel is a central element of this position, so flexibility and adaptability are essential for success across varied regions and partner environments.
• Time management and organizational skills will be critical given the volume of outreach, documentation, and coordination required on a daily basis.
• Candidates should prepare to engage with a variety of stakeholders, from studio owners to front-desk staff, requiring emotional intelligence and professionalism at all times.
• Success in this role depends on consistent follow-through, accurate pipeline management, and disciplined execution of sales plans.
• Familiarity with local events, community calendars, and networking opportunities can provide an edge in building visibility and trust.
• Use feedback from partners and internal teams to continuously refine your pitch, documentation, and overall approach to selling the platform.
• The role may require evening or weekend hours to accommodate partner schedules and ensure coverage during high-traffic class times.
• Strong written and verbal communication skills are essential for crafting compelling messages in emails, proposals, and in-person conversations.
• You must be willing to adhere to ClassPass branding standards and messaging guidelines in all external interactions.
• This position is part of a larger ecosystem that includes Mindbody, Booker, and EGYM, offering exposure to integrated tools and platforms.
• Be prepared to manage a high volume of calls, emails, and meetings while maintaining a positive and persistent demeanor.
• A valid driver's license may be required depending on the region and travel expectations for in-person partner visits.
• Willingness to use data and insights from CRM tools to adjust strategies and prioritize high-potential opportunities.
• Candidates should be comfortable working independently and as part of a distributed team with cross-functional collaboration.
• Demonstrated ability to work with minimal supervision while maintaining alignment with company goals and priorities.
• Eagerness to learn about new fitness trends, studio formats, and member preferences to stay relevant and effective in your outreach.

About the company

ClassPass is part of a group that includes Mindbody, Booker, and EGYM. Our platform connects people with a wide range of in-person and digital fitness and wellness experiences. Members discover and book classes across studios and gyms. Instructors and venues reach new participants. Teams work on data, product, and operations to support how people move and train together. This network thrives on the energy and dedication of people who engage directly with partners in the field. Your role will contribute to the ongoing evolution of how fitness and wellness are accessed and experienced by members around the world. By building strong relationships with local venues, you help ensure that the platform remains dynamic, responsive, and valuable to both studios and customers.