We're revolutionizing the fitness & wellness industry, and we’re looking for talented people to help us do it. Mindbody + ClassPass bring together the best of both sides of the market: Mindbody is the industry’s most trusted all-in-one technology platform; ClassPass is one of the most popular apps for fitness & self-care enthusiasts. Together we’re partnering with more than 70,000 fitness studios, gyms, salons, and spas around the world. We’re not just another tech company—we’re far and away the leader of our industry. So join the team, work with mission-led people, and enjoy amazing benefits. Let’s see what we can accomplish together!
Who we are
The Partnerships team is a high-achieving group of individual contributors and managers working 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 to our individual sales metrics and the overall growth of our regions. Our primary focus is growing and maintaining a strong supply network that yields an optimized return on investment in terms of ClassPass subscriber acquisition, retention, and lifetime value.
About the right team member
The Regional Sales Manager is responsible for driving ClassPass partner supply growth within multiple provinces throughout Canada. The ideal candidate is experienced in full-cycle sales and an expert negotiator who 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. They are self-starters who work backward from the goal, creating a strategy to achieve success. As people leaders, they have experience in building and developing high-performing teams.
The Regional Sales Manager is expected to be active in the field 50% 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 6-10 (may vary) Field Sales Specialists and Field Account Managers to ensure attainment / over-achievement of ClassPass supply acquisition, optimization, upsell, and retention targets.
- Supports their team by regularly joining meetings with the top Canada 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 at least 50% 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.
- Collaborate with cross-functional stakeholders to optimize sales efficiency (i.e. RevOps) and overall regional growth target attainment (i.e. Marketing).
- Utilize Salesforce and Salesloft analytics to monitor their team’s sales funnel and identify areas of opportunity
Skills & experience
- 3-5 years of SMB and Mid-Market Sales Team Management Experience with demonstrable mastery of the best practices for Outbound Field and Inside sales; both presale and post-sale; 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 Sales Specialists and Account Managers to achieve objectives.
- 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 Toronto, Vancouver, or Montreal and willingness to travel to other markets within their larger region.
- Owns a vehicle with a valid driver’s license or can rely on public transit to visit with partners in multiple provinces throughout Canada.
- Bilingual in English and French.
- Embodies the core values of ClassPass
Sound like the role for you? We’d love to hear from you! Even if you’re not 100% sure about potential fit, we still encourage you to apply. We’re looking for the right person, not the perfect series of checkboxes.
Mindbody is an Equal Opportunity Employer. We highly value diversity at our company and encourage people of all different backgrounds, experiences, abilities and perspectives to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or other protected characteristics.
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