Regional Field Sales Manager - Central USA

Who we are

​​The Partnerships team is a high-achieving group of individual contributors and managers who collectively work to acquire, optimize, upsell and retain the ClassPass Partner network. We employ a market-based approach, organizing our teams into regional pods and holding ourselves accountable not just to our individual sales metrics but the overall growth of our regions. Our primary focus is growing and maintaining the strong supply network that yields optimized return on investment in terms of ClassPass subscriber acquisition, retention and life-time value.     ​    ​ 

About the right team member

The Regional Field Sales Manager is responsible for driving ClassPass partner supply growth within their region (Central USA). The ideal candidate is experienced in full cycle sales and an expert negotiator that thrives on finding solutions through challenging conversations.  They have a strong understanding of sales methodology and success through each phase of the sales cycle -initial engagement to post sale upsell. A self-starter who works backwards from the goal; creating a strategy to achieve success.  As a people leader they have experience in building and developing high performing teams.     

The Regional Field Sales Manager is expected to be active in the field approximately 25% of the time, both in their home market and traveling to support their team across various markets throughout their region.  

About the role

• Manage a team of 10-12 Field Account Executives and Field Account Managers to ensure attainment / over-achievement of ClassPass supply acquisition, optimization, upsell and retention targets across multiple verticals 

• Supports their team by regularly joining meetings with the top prospects and partners to achieve team sales targets   

• Accountable for Partner acquisition, optimization, upsell and retention objectives while also assuming shared ownership of overall regional growth targets.  

• Foster business impactful connections within their regional Fitness and Wellness industries through attendance at conferences, networking and field visits 

• Travel approximately 25% of the time to markets within their region to achieve their own sales goals and to support their team in doing so 

• Develop and train their team on engagement, negotiation, pipeline management, and any additional skills to ensure success  

• Collaborate with the Leadership Team on an ongoing cycle of sales plan ideation, implementation and evaluation to ensure maximum optimization 

• Effectively manage expenses to ensure budget compliance and return on investment 

• Utilize Salesforce and Salesloft analytics to monitor their team’s sales funnel and identify areas of opportunity 

Skills & experience

• 3-5 years experience managing SMB and Mid-Market sales teams (SaaS preferred) with demonstrable mastery of the best practices for outbound Field and Inside sales; both presale and postsale; experience working in SaaS marketplace businesses highly-preferred 

• 2+ years of B2B Sales Individual Contributor (SaaS preferred) with a consistent track record of exceeding expectations.  

• Exemplary B2B sales negotiation skills 

• Demonstrated success in creating, executing and evaluating team-wide sales plans 

• Strong leadership skills designed to motivate a team of 10-12 Sales Specialists and Account Managers to achieve objectives across multiple verticals 

• Management experience including building and performance managing teams  

• Strong sales record of consistent over-performance on monthly/quarterly quotas and OKRs 

• Familiarity with and/or professional connections with the local fitness and wellness industry in their region, preferred 

• Advanced proficiency with Salesforce, Salesloft and Microsoft Suite 

• Resides in Central USA and willingness to travel to other markets within their larger region 

• Owns a vehicle with valid driver’s license or can rely on public transit to visit with partners in the Central USA market 

• Embodies the core values of ClassPass 

Pay Transparency

It is Mindbody’s intent to pay all Team Members competitive wages and salaries that are motivational, fair, and equitable. The goal of Mindbody’s compensation program is to be transparent, attract potential employees, meet the needs of all current employees, and encourage Team Members to stay with our organization.

Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location.

The base salary range for this position in the United States is $80,200 to $100,300. The total compensation package for this position may also include performance bonuses, benefits, and/or other applicable incentive compensation plans.

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