Director, ClassPass Enterprise Sales

ClassPass

5d•$140,000 - $180,000

About The Position

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. About the right team member ClassPass is seeking a strategic, analytical, and relationship-oriented Director to lead our Enterprise Partnerships team. This individual will be responsible for overseeing the full lifecycle of our enterprise HQ partnerships – from pre-sale discovery through complex commercial negotiations and post-sale optimization. The ideal candidate will be a self-starter who thrives in a fast-paced, data-driven environment, and who brings a unique blend of business strategy, high EQ, and operational excellence to the table. About the role Strategic Leadership: Lead and scale the enterprise team responsible for managing relationships with large, multi-location partners, including boutique fitness franchises and national wellness brands. Cultivate and nurture relationships with key stakeholders and industry players to stay abreast of market trends, competitive dynamics, and emerging opportunities. Cross-Functional Collaboration: Collaborate cross-functionally with product, marketing, and pricing & inventory teams to integrate partnerships seamlessly into the overall business strategy and optimize customer acquisition and retention Commercial Negotiations: Own and lead complex commercial negotiations with HQ-level stakeholders; develop bespoke partnership models tailored to unique partner needs. Negotiate and structure partnership agreements and contracts to ensure alignment with company objectives and maximize mutual value. Pre & Post Sale Ownership: Guide enterprise engagements from initial business case development through onboarding, ongoing relationship management, and contract renewals/expansions. Analytical Rigor: Dive deep into performance data to identify trends, diagnose issues, and unlock growth opportunities; independently pull and analyze data to support recommendations. Track, measure, and report on partnership performance metrics and KPIs to evaluate effectiveness and drive continuous improvement. Team Development: Manage and mentor the enterprise team, providing strategic guidance, professional development, and day-to-day support, upholding a culture of excellence, growth-mindsets and one of two-way communication/feedback Executive Relationship Management: Serve as a senior point of contact for external partner executives; build strong, trust-based relationships that drive long-term value.

Requirements

8-10+ years of experience in business strategy, enterprise partnerships, or general management, preferably in a high-growth, consumer-facing or aggregator business.
MBA or equivalent experience preferred; strong consideration given to candidates with backgrounds in top-tier management consulting or investment banking.
Strong comfortability and fluency with data and ability to craft clear narratives through numerical story-telling
Demonstrated success leading cross-functional initiatives and managing complex commercial relationships.
Deep analytical and financial acumen; must be comfortable pulling, interpreting, and presenting data to inform decisions.
High EQ and exceptional interpersonal skills; ability to confidently interface with C-suite executives, internal stakeholders, and external partners.
Proven ability to thrive in ambiguous, fast-paced environments and work autonomously with minimal oversight.
Excellent communication and presentation skills, both written and verbal.
Proven track record of driving successful partnerships and achieving business objectives, with a focus on revenue growth and market expansion.
Strong negotiation skills, with experience structuring and closing complex partnership agreements and contracts.
Entrepreneurial mindset with experience working in startup or high-growth environments, comfortable operating in a fast-paced, dynamic setting.
Exceptional communication and interpersonal skills, with the ability to effectively collaborate cross-functionally and build relationships with external partners.
Strategic thinker with the ability to analyze market trends, identify opportunities, and develop actionable plans to capitalize on them.
Highly analytical with proficiency in data analysis and financial modeling, able to assess partnership ROI and make data-driven decisions.
Proactive and results-oriented, with a demonstrated ability to take ownership of projects and drive them to successful completion.

Nice To Haves

Experience working at a large boutique fitness franchise, wellness brand, or consumer aggregator platform is highly desirable.

Responsibilities

Lead and scale the enterprise team responsible for managing relationships with large, multi-location partners, including boutique fitness franchises and national wellness brands.
Cultivate and nurture relationships with key stakeholders and industry players to stay abreast of market trends, competitive dynamics, and emerging opportunities.
Collaborate cross-functionally with product, marketing, and pricing & inventory teams to integrate partnerships seamlessly into the overall business strategy and optimize customer acquisition and retention
Own and lead complex commercial negotiations with HQ-level stakeholders; develop bespoke partnership models tailored to unique partner needs.
Negotiate and structure partnership agreements and contracts to ensure alignment with company objectives and maximize mutual value.
Guide enterprise engagements from initial business case development through onboarding, ongoing relationship management, and contract renewals/expansions.
Dive deep into performance data to identify trends, diagnose issues, and unlock growth opportunities; independently pull and analyze data to support recommendations.
Track, measure, and report on partnership performance metrics and KPIs to evaluate effectiveness and drive continuous improvement.
Manage and mentor the enterprise team, providing strategic guidance, professional development, and day-to-day support, upholding a culture of excellence, growth-mindsets and one of two-way communication/feedback
Serve as a senior point of contact for external partner executives; build strong, trust-based relationships that drive long-term value.