Senior Strategic Account Executive, Hotels

About the role

You will own the end-to-end commercial strategy for ClassPass's most important hotel and resort partnerships, defining how the brand operates and wins within the hospitality ecosystem. This role requires you to build trusted C-level relationships with hotel leaders and translate their business objectives into scalable partnership structures on the ClassPass platform. You will manage complex, multi-phase negotiations and navigate conflicting priorities across revenue, legal, finance, and product teams to secure favorable deal terms. You will act as the internal subject matter expert for the hotels vertical, shaping category strategy and influencing product direction to support long-term growth. You will partner closely with cross-functional stakeholders to launch integrated campaigns and operational workflows that enhance member value. You will analyze performance data and market trends to refine portfolio strategy and prioritize accounts with the highest potential. You will mentor junior team members and elevate the professionalism of hotels and spas representation across the organization.

Key facts

What you'll do

Develop and execute a comprehensive hotel segment strategy that identifies priority brands, regions, and account types to maximize member value and partner profitability.

Own the full strategic sales cycle for marquee hotel and resort accounts, from initial prospecting and discovery through negotiation, contracting, and successful launch.

Build and sustain executive-level relationships with hotel brand leaders, ownership groups, and management companies to drive adoption, expansion, and long-term retention.

Structure sophisticated commercial agreements that balance partner economics, member experience, and ClassPass platform health, including nuanced terms around inventory access, pricing, and risk mitigation.

Lead complex, multi-stakeholder negotiations involving brand, property, ownership, spa, revenue, legal, and finance teams to align interests and close difficult deals.

Partner with Product, Pricing and Inventory, Marketing, Legal, and Finance to reduce onboarding friction, streamline workflows, and unlock innovative hotel use cases.

Translate ambiguous market signals and stakeholder feedback into clear strategic plans, aligning cross-functional teams on scope, tradeoffs, and execution priorities.

Serve as the primary internal advocate for hotels and spas, synthesizing insights on dynamics, deal structures, and stakeholder navigation for peers and junior colleagues.

Champion data-driven decision making by defining key performance indicators, tracking outcomes, and iterating on playbooks based on observed results.

Establish a repeatable commercial motion for the hotels vertical that can scale across geographies and property types while maintaining a cohesive marketplace experience.

Operate with autonomy and judgment in a fast-paced, ambiguous environment, making timely decisions without constant oversight.

Represent ClassPass at industry events, partner forums, and internal thought-leadership sessions to elevate the hotels category vision.

Maintain deep fluency in hotel and spa economics, including revenue management, cost structures, and operational constraints that impact partnership design.

Continuously monitor competitive dynamics and emerging trends to ensure ClassPass remains a compelling choice for both hotel partners and wellness members.

Requirements

6+ years of experience in strategic sales, partnerships, or business development, with a proven track record of closing complex hospitality deals.

Deep experience in the hospitality sector, including hotels and spas, with strong fluency in hotel economics, revenue management, and operational realities.

Demonstrated ability to own full deal cycles, driving outcomes against revenue targets rather than focusing exclusively on relationship management.

Experience building or scaling a new vertical, segment, or strategic partnership motion from early validation through repeatable execution and process maturity.

Strong commercial judgment and comfort making decisions in the face of imperfect or conflicting inputs while balancing multiple stakeholder interests.

Executive presence and persuasive communication skills to influence audiences ranging from property operators to executive leadership and legal teams.

Comfort operating in matrixed organizations where priorities are ambiguous and collaboration across legal, finance, product, and marketing is essential.

Proven ability to manage complex negotiations and synthesize feedback from diverse stakeholders into coherent, actionable agreements.

Strong written and verbal communication skills, with the ability to translate technical concepts into clear, persuasive narratives for executive audiences.

A bias for action and a results-oriented mindset, with the discipline to manage multiple priorities and meet strict deadlines in a high-growth environment.

Nice to have

Experience in the fitness, wellness, or travel sectors, with a track record of building partnerships in lifestyle or leisure categories.

Background working with multi-property groups, franchises, and management companies across different ownership structures.

Familiarity with marketplace economics and incentive design, including balancing supplier supply with member demand and satisfaction.

Experience leveraging data and experimentation to optimize partnership performance, retention, and lifetime value.

Understanding of legal and financial term sheets, including familiarity with confidentiality agreements, term sheets, and commercial contracts.

Practical notes

This role reports into the Strategic Accounts organization and works closely with the ClassPass commercial, product, and marketing teams. You will be expected to travel to meet hotel partners and attend industry events as business needs require. The successful candidate will thrive in an environment that values ownership, clarity, and collaboration while navigating rapid change and evolving business needs.