Senior Strategic Account Executive, Hotels
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. The Strategic Accounts team at ClassPass is responsible for the vision, growth, and development of key strategic partners across the Strategic Accounts organization. We're hiring our first Senior Strategic Account Executive dedicated to Hotels & Spas. This person will define how ClassPass shows up in the hospitality category and bring marquee hotel and resort partners onto the platform. This is a high-ownership, individual contributor role for someone who wants to build a new vertical with the backing of an established commercial team. The Senior Strategic Account Executive will operate with autonomy, manage complex and ambiguous deal structures, influence cross-functional product and commercial strategy, and serve as the internal subject matter expert for the hotels vertical. You'll own the full sales cycle for strategic hotel accounts: identifying the right partners, building executive-level relationships, structuring commercial agreements, and partnering with internal teams to launch and scale those partnerships. You'll understand and navigate how a hotel revenue leader thinks, what a hotel spa director cares about, and how to sell into a multi-property group.
Requirements
- 6+ years of experience in strategic sales, partnerships, or business development, including closing complex hospitality deals
- Deep experience in hospitality, hotels, travel, or an adjacent category, with strong fluency in hotel and spa economics
- Demonstrated ownership of full deal cycles against revenue targets, not only relationship management
- Experience building or scaling a new vertical, segment, or strategic partnership motion from early validation through repeatable execution
- Strong commercial judgment and comfort making decisions with imperfect or conflicting inputs
- Executive presence and persuasive communication across varied audiences, from property operators to brand leadership to internal product partners
- An experimentation mindset, using data to test, learn, and iterate on strategy and approach
- Familiarity with two-sided marketplace dynamics and how incentives, supply, and member experience interact
Responsibilities
- Own and grow ClassPass’s strategic hotel partnerships, building a repeatable commercial motion that expands how members discover and book real-world wellness experiences.
- Own a portfolio of strategic hotel accounts end to end, from prospecting through negotiation, close, and launch
- Build and execute the hotel segment strategy, prioritizing brands, regions, and account types that unlock the most value for members and partners
- Lead complex, multi-stakeholder negotiations across brand, property, ownership, spa, revenue, legal, and finance teams
- Structure commercial agreements that balance partner economics, member experience, and ClassPass platform health, including inventory access, pricing, and key terms
- Develop senior relationships within hotel brands, ownership groups, and management companies to drive adoption and long-term retention
- Partner with Product, Pricing and Inventory, Marketing, Legal, and Finance to reduce onboarding friction and unlock new hotel use cases
- Translate ambiguous market signals into clear plans, aligning stakeholders on scope, tradeoffs, and execution
- Serve as a hotels and spas category expert, sharing insights on dynamics, deal structures, and stakeholder navigation with peers and junior team members
Benefits
- performance bonus
- benefits
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
