Senior Manager, Inbound Sales

ClassPass

About The Position

Playlist is seeking a Senior Manager, Inbound Sales to lead and scale the global ClassPass partner inbound sales organization. The role leads a growing global team of Team Leads and sets the strategy, structure, and operating model to convert inbound venue interest into signed and launched partners consistently, quickly, and with a positive first experience. The Senior Manager owns organizational results, including revenue attainment, quotas, conversion, speed-to-lead service-level targets, forecasting, capacity planning, and operating cadence. The role develops Team Leads and the wider leadership bench, hires and retains leaders, and establishes standards for team performance. It also maintains Salesforce data quality and represents inbound sales in cross-functional initiatives and discussions with ClassPass leadership, including annual planning.

Requirements

8–12 years of experience in sales, including 4+ years of people leadership and at least 2 years managing managers or Team Leads; ideally across multiple regions or time zones.
Track record of meeting or exceeding quota while building and scaling a high-performing inbound or high-velocity sales organization, including growing a team through multiple layers of leadership.
Strong coaching and performance-management skills, including coaching through other leaders and hiring and onboarding sales talent.
Experience owning team-level forecast accuracy, conversion metrics, and speed-to-lead or response-time SLAs.
Experience with headcount and capacity planning, target setting, and presenting strategy and results to senior leadership.
Comfort using Salesforce and reporting tools to run a team with data.

Nice To Haves

AI experience.
Experience partnering with cross-functional teams such as Revenue Operations, Enablement, or Onboarding.
Marketplace, fitness, wellness, or SaaS experience.

Responsibilities

Own the strategy and results of the global ClassPass partner inbound sales organization, setting quota, conversion, and speed-to-lead SLA targets with leadership and delivering revenue attainment through a multi-region team of Team Leads.
Design and scale the team's structure as it grows to six Team Leads in 2027, including regional and segment alignment, spans of control, headcount and capacity planning, and input into the annual operating plan.
Coach and develop Team Leads as people leaders, enabling them to conduct call and chat coaching, quality reviews, and performance conversations; build a leadership bench and succession plan for future Team Lead and Manager roles.
Identify organization-wide performance patterns and create targeted development plans, from onboarding new sellers to stretching top performers.
Hire, onboard, and retain Team Leads; establish the hiring bar, interview process, and performance standards Team Leads use to build and manage their seller teams.
Own the operating cadence, including pipeline and funnel reviews, forecast reporting, 1:1s, and performance tracking against quota and SLA goals.
Own the inbound capacity model with Workforce Management, forecasting lead volume and translating it into staffing, scheduling, and headcount requests to meet response-time targets as the business grows.
Maintain high CRM data quality in Salesforce and identify and remove friction in lead routing, handoffs, and follow-up.
Lead cross-functional initiatives with Revenue Operations, Enablement, Marketing, and Partner Onboarding to improve tooling, playbooks, training, and the handoff from sale to launch; set priorities and represent inbound sales in roadmap decisions.
Represent inbound sales to the ClassPass Leadership team by presenting monthly performance, recommending strategy and investment, identifying risks, and contributing to annual planning.