Director, Field Sales

At Playlist, life's richest moments happen when people step away from screens to move, connect, explore, and play. We're building the definitive platform for intentional living, connecting people with inspiring experiences in fitness, wellness, and beyond. With popular brands like Mindbody and ClassPass, Playlist empowers businesses and individuals, making it effortless for aspirations to become actions. Join us in reshaping technology's role to foster meaningful, real-world connections.

ClassPass offers thousands of fitness and wellness experiences worldwide, helping people lead active, balanced lifestyles. Our platform makes discovering and enjoying activities simple, personalized, and joyful—whether it's fitness classes, self-care sessions, a healthy lunch, or a new adventure. Join us in shaping healthier, more vibrant communities around the globe.

As the Director, Field Sales, you will own and drive the strategy for ensuring ClassPass partner supply growth within multiple regions throughout the United States and Canada.  You are a leader of leaders with experience in driving team performance, building a culture aligned with ClassPass values while achieving our business goals. Further, you have spent years cultivating a strong sales methodology focusing on the full sales cycle from initial engagement to post-sale upsell and have developed an approach to training your team on engagement, negotiation, pipeline management, and more. You will serve as the primary escalated negotiation resource, supporting your team of managers and individual contributors in landing challenging deals. You hold yourself accountable, first and foremost, to Partner acquisition, optimization, upsell and retention objectives while also assuming shared ownership of overall regional growth targets. You are active in the field up to 30% of the time, both in your home market and traveling to support your team in various markets throughout your regions.   

The Role You'll Play

• Create, implement and evaluate sales strategy with minimal cues from Leadership team 


• Manage a team of 6-8 Regional Sales Managers and ensure attainment / over-achievement of ClassPass supply acquisition, optimization, upsell and retention targets 


• Serve as primary negotiation backstop to support your team of managers and individual contributors in landing the most challenging deals 


• Drive an ROI-based talent acquisition strategy with a particular focus on market opportunity sizing and succession planning 


• Lead efforts to ensure best-in-class employee onboarding, coaching and development programming 


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


• Travel at least 30% of the time to markets within your region to support your team in achieving their sales goals 


• Drive a Center for Sales Excellence through your own leadership as well as collaboration with other leaders, Revenue Operations, Revenue Enablement, and other stakeholders 


• Periodically present to Executive Leadership Team on status of efforts 


• Independently create business cases for new strategies, including detailed cost-benefit analysis 


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


• Collaborate with cross-functional stakeholders to ensure overall regional growth target attainment 


• Leverage Salesforce and Salesloft analytics to monitor your teams’ sales funnel and identify areas of opportunity 

 The Experience You’ll Bring

• Non Negotiables: Experience managing managers, Field Sales Expansion, and a knowledge of SMB clients


• 5-7 years of progressive B2B Sales Management Experience (SaaS preferred) with demonstrable master of the best practices for outbound Field and Inside sales; both presale and postsale 


• 3+ years of managing managers 


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


• Proven experience with generative thinking to deploy innovative strategies that raise the bar in terms of performance 


• Expert-level problem solving skills with an emphasis on strategic thinking, prioritization, and balancing interests of all stakeholders 


• Exemplary B2B sales negotiation skills 


• Expert level of public speaking experience with audiences ranging from individual contributors, peer stakeholders, executive leaders and large external audiences 


• Strong leadership behaviors designed to motivate and continuously develop a team of 6-8 Regional Sales Managers 


• Proven ability to independently gain buy-in and collaboration from cross-functional stakeholders in support of sales objectives 


• Excellent and concise written communication skills, including in presentations 


• Demonstratable sales track 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 your region, preferred 


• Advanced proficiency with Salesforce, Salesloft and Microsoft Suite 


• Willingness to travel throughout your region: While this is a remote role not requiring attendance to a designated Mindbody + ClassPass office, this role requires the employee to reside within the designated region they are supporting, up to 30% of the time
  
  

Pay transparency

It is Playlist's intent to pay all Team Members competitive wages and salaries that are motivational, fair and equitable. The goal of Playlist'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 $140,000 - $200,000. The total compensation package for this position will also include an uncapped commission target, equity, benefits and/or other applicable incentive compensation plans. This number is dependent on your individual skills and alignment to the position.