Regional Field Sales Manager - California

ClassPass

88d • $80,200 - $100,300

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. The role you’ll play involves leading a high-performing team of 10–12 Field Account Executives and Managers to drive ClassPass partner growth across California. You will fuel partner acquisition, optimization, upsell, and retention by empowering your team with smart strategy, personalized coaching, and effective sales tools. You will also travel across your region ~25% of the time to support major conversations, close high-impact deals, and build real-world relationships.

Requirements

• 3–5 years leading SMB and Mid-Market sales teams, with a track record of developing talent and driving results in fast-paced, field-based environments (SaaS experience strongly preferred).
• 2+ years as a top-performing individual contributor in B2B sales, ideally in a marketplace or tech-driven business.
• Proven strength in negotiation, with an ability to turn complex conversations into collaborative solutions.
• Experience building team-wide sales plans—and executing them with clarity, agility, and measurable impact.
• Energizing leadership style that motivates teams across multiple verticals to stay accountable, inspired, and focused.
• Confidence managing performance and supporting growth across sales and account management roles.
• Data-savvy mindset with fluency in Salesforce, Salesloft, and Microsoft Suite.
• Deep familiarity with your local fitness and wellness landscape—or a strong desire to immerse yourself in it.
• Must be based in California, with the flexibility to travel at least 30% of the time across your region and the ability to meet partners in person as needed.

Responsibilities

• Lead a high-performing team of 10–12 Field Account Executives and Managers to drive ClassPass partner growth across California.
• Fuel partner acquisition, optimization, upsell, and retention by empowering your team with smart strategy, personalized coaching, and effective sales tools.
• Travel across your region ~25% of the time to support major conversations, close high-impact deals, and build real-world relationships.
• Be the go-to expert in regional fitness and wellness, nurturing a network that helps unlock market potential and partner success.
• Actively participate in sales conversations, joining partner meetings to guide negotiations and model strong engagement tactics.
• Champion Salesforce and Salesloft data to uncover insights, identify opportunities, and ensure your team’s pipeline is healthy and high-performing.
• Collaborate with senior leadership to design and refine sales strategies that deliver against both partner and regional goals.
• Keep an eye on ROI and budgets while making smart decisions that grow supply and elevate the ClassPass experience.

Benefits

• Performance bonuses
• Benefits
• Other applicable incentive compensation plans

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 501-1,000 employees