Senior Account Executive - Mid Market

Hapana•Los Angeles, CA

3d•Remote

About The Position

Hapana powers leading fitness brands with a platform that manages memberships, bookings, payments, marketing, and growth. The company is experiencing rapid evolution in the fitness industry and is a technology driver in this transformation. Hapana is a global team of 115 people across Australia, USA, UK, Brazil, Singapore, and India, building products relied upon by thousands of fitness businesses daily. Their work has a direct impact on real customers, businesses, and millions of member experiences worldwide. Hapana is entering a new growth phase with significant investment in its platform, AI capabilities, and product innovation. They seek individuals passionate about solving meaningful problems, working with talented people, and delivering products customers love.

Requirements

5+ years of B2B sales experience, ideally within SaaS, technology, payments or another solution-led environment.
A demonstrated track record of meeting or exceeding sales targets and closing Mid-Market opportunities.
Experience managing the full sales cycle, from prospecting through to negotiation and close.
Strong consultative selling skills and the ability to uncover business challenges rather than simply sell product features.
Resilience when navigating objections or changing circumstances.
Experience selling to multiple stakeholders and navigating more complex buying processes.
Confidence in engaging with and building rapport with founders, executives and senior decision-makers.
Strong prospecting skills and a willingness to generate your own pipeline alongside inbound opportunities.
Excellent presentation, negotiation and commercial communication skills.
Strong pipeline management and forecasting discipline.
The ability to manage multiple opportunities at different stages of the sales cycle without losing attention to detail.
Experience using HubSpot or a similar CRM.
A self-motivated approach and the ability to thrive in a remote, fast-moving and high-growth environment.
The ability to collaborate effectively across Sales, Solutions Engineering, Marketing, Product and Customer Success.

Nice To Haves

Experience within the fitness, wellness or franchise industry is highly desirable, but not essential.
Experience selling to multi-location or franchise businesses would be a strong advantage.

Responsibilities

Own the full sales cycle for Mid-Market opportunities, from prospecting and qualification through discovery, demonstrations, commercial negotiation and close.
Build and maintain a strong pipeline of new business opportunities across the US fitness market.
Lead consultative discovery conversations to understand prospective customers' business models, challenges, growth plans and technology requirements.
Position Hapana's platform against customer needs and clearly articulate the commercial and operational value of moving to Hapana.
Deliver compelling product demonstrations alongside our Solutions Engineer, tailoring each conversation to the prospect's specific needs and priorities.
Navigate complex, multi-stakeholder buying processes and develop strategies to move opportunities successfully through the sales cycle.
Build strong business cases, proposals and commercial solutions that create value for both the customer and Hapana.
Negotiate commercial terms and confidently manage opportunities through to contract execution.
Consistently achieve and exceed quarterly and annual revenue targets.
Maintain accurate pipeline management, forecast quarterly performance, track KPIs, and communicate pipeline progress to your director.
Take ownership of your territory, including developing weekly, monthly and quarterly plans to achieve pipeline and revenue goals.
Work closely with Marketing to convert inbound demand while proactively generating your own opportunities through outbound activity, industry relationships, referrals and events.
Develop a strong understanding of Hapana's product, integrations, payments offering and partner ecosystem.
Stay close to the fitness industry and understand emerging trends, competitors and the changing needs of operators.
Represent Hapana at industry events, conferences and trade shows across the US as required.
Provide market and customer feedback to Product, Marketing and leadership to help shape our go-to-market strategy and product roadmap.
Partner effectively with Customer Success to ensure a strong transition from sale through to onboarding and long-term customer success.

Benefits

Remote Working – The flexibility to do your best work remotely.
Health, Dental & Vision Coverage – Supporting you and your wellbeing.
401k
Summer Fridays – Finish at 3pm during summer and start your weekends early.
Birthday Leave – Take your birthday off, on us.
Wellness Days – Two additional wellbeing days each year, separate from annual leave.
Work From Anywhere – Spend up to two weeks each year working from anywhere in the world.
Home Office Allowance – Create a workspace you'll genuinely enjoy.
Paid Parental Leave – Supporting both primary and secondary carers.
Employee Assistance Program (EAP) – Confidential support when you need it.