Outside Sales Representative

About the role

This position is responsible for expanding the merchant network for fitness and wellness businesses within a designated territory. The role requires consistent field engagement to build trust, uncover opportunities, and establish long-term partnerships. Success is driven by daily in-person interactions that convert interest into committed, active relationships. You will own the entire sales process from initial contact through to execution, ensuring sustainable growth for both the business and its partners. The role is based in the United States and requires 70-80% travel. This includes local visits and regional trips, sometimes involving air travel, to ensure comprehensive market coverage. Flexibility is essential to respond to business demands and maximize your impact across the territory. The base salary for this position ranges from $52,125 to $76,450, with potential for performance bonuses and additional benefits.

Your primary responsibility is to identify and develop new merchant relationships through proactive outreach and in-person networking. You will schedule and conduct discovery meetings that highlight the value of the platform and reveal opportunities for expansion. Each interaction will focus on designing solutions that align platform features with specific business objectives. You will negotiate terms and close agreements that increase platform adoption and strengthen market presence. A critical part of the role involves maintaining a precise sales pipeline within Salesforce. You will track all activities and key performance indicators to support accurate forecasting and strategic decision-making. You will also explore adjacent markets and verticals to uncover underserved segments and new demand. This includes coordinating closely with onboarding teams to ensure a seamless implementation for new partners.

You will represent the ClassPass brand as a trusted advisor at community events and partner meetings. This includes engaging with industry insiders and local organizations to build awareness and credibility. Your expertise in full-cycle selling will drive conversion optimization and consistent performance. The ideal candidate brings three to five years of outbound field sales experience, complemented by strong inside sales abilities. You demonstrate a proven ability to exceed quotas and key results in fast-paced, dynamic environments. B2B negotiation, organization, and time management skills are essential for success in this role. You are self-motivated, proactive, and receptive to feedback. Familiarity with the fitness, wellness, and spa sectors is a distinct advantage, as is an existing network within these industries. Your experience using sales and productivity tools will support efficient workflow management and accurate data tracking.

What you'll do

• Execute a strategic field sales plan to penetrate the designated territory and secure new merchant partnerships.
• Conduct in-person discovery sessions to understand business challenges and position the ClassPass platform as a tailored solution.
• Build and maintain a robust sales pipeline within Salesforce, ensuring accurate forecasting and visibility into deal progression.
• Collaborate with internal stakeholders to align sales strategies with product capabilities and market positioning.
• Negotiate contract terms and partnership agreements that drive adoption and long-term value for both merchants and the business.
• Leverage data and insights to refine sales approaches and prioritize high-potential opportunities in competitive markets.
• Coordinate with onboarding and operations teams to ensure smooth implementation and ongoing support for new partners.
• Attend industry events, community gatherings, and partner meetings to strengthen brand presence and generate new leads.
• Track and report on key performance indicators to measure progress and inform strategic adjustments to the sales approach.
• Explore adjacent verticals and untapped segments to uncover new demand and expand the overall merchant network.
• Develop strong consultative relationships with key stakeholders to uncover needs and deliver value-driven proposals.
• Utilize sales productivity tools to organize outreach, manage contacts, and maintain up-to-date records in the CRM.
• Adapt selling techniques based on feedback and market trends to optimize conversion rates and customer satisfaction.
• Support local marketing initiatives and co-branded campaigns that enhance visibility and drive foot traffic to partner venues.
• Act as the primary point of contact for partners, ensuring their needs are addressed and their experience is positive.

Requirements

• Meet the bar
• Possess three to five years of outbound field sales experience with a track record of exceeding quotas.
• Demonstrate strong B2B negotiation, organization, and time management skills.
• Show a proven ability to succeed in fast-paced, dynamic, and target-driven environments.
• Have experience using sales and productivity tools to manage workflows and track performance metrics.
• Be comfortable with frequent travel, including local visits, regional trips, and occasional air travel.
• Exhibit excellent communication and interpersonal skills to build trust with partners and stakeholders.
• Be self-motivated, proactive, and open to receiving constructive feedback to improve performance.
• Familiarity with the fitness, wellness, and spa sectors is preferred but not required.
• An existing network within the fitness and wellness industries is a distinct advantage.
• Comfortable working autonomously while collaborating effectively with cross-functional teams.
• Capable of managing a complex sales pipeline and prioritizing multiple opportunities simultaneously.
• Willing to adhere to the company's code of conduct and brand standards in all professional interactions.

Nice to have

• Experience selling to small and medium-sized businesses in the wellness and lifestyle sectors.
• Knowledge of local markets and regional trends within the United States.
• Background in membership-based or recurring revenue business models.
• Familiarity with CRM platforms, particularly Salesforce, for pipeline management.
• Understanding of partnership development and co-marketing opportunities.

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.