Regional Sales Manager - Vancouver

Who we are

The Partnerships team is a high-achieving group of individual contributors and managers working to acquire, optimize, upsell, and retain the ClassPass Partner network. We employ a market-based approach, organizing our teams into regional pods and holding ourselves accountable to our individual sales metrics and the overall growth of our regions. Our primary focus is growing and maintaining a strong supply network that yields an optimized return on investment in terms of ClassPass subscriber acquisition, retention, and lifetime value.     ​ 

About the right team member

The Regional Sales Manager is responsible for driving ClassPass partner supply growth within multiple provinces throughout Canada. The ideal candidate is experienced in full-cycle sales and an expert negotiator who thrives on finding solutions through challenging conversations. They have a strong understanding of sales methodology and success through each phase of the sales cycle—initial engagement to post-sale upsell. They are self-starters who work backward from the goal, creating a strategy to achieve success. As people leaders, they have experience in building and developing high-performing teams.    

The Regional Sales Manager is expected to be active in the field 50% of the time, both in their home market and traveling to support their team across various markets throughout their region.  

About the role

• Manage a team of 6-10 (may vary) Field Sales Specialists and Field Account Managers to ensure attainment / over-achievement of ClassPass supply acquisition, optimization, upsell, and retention targets.
• Supports their team by regularly joining meetings with the top Canada prospects and partners to achieve team sales targets.
• Accountable for Partner acquisition, optimization, upsell, and retention objectives while also assuming shared ownership of overall regional growth targets.
• Foster business impactful connections within their regional Fitness and Wellness industries through attendance at conferences, networking, and field visits.
• Travel at least 50% of the time to markets within their region to achieve their own sales goals and to support their team in doing so.
• Develop and train their team on engagement, negotiation, pipeline management, and any additional skills to ensure success.
• Collaborate with the Leadership Team on an ongoing cycle of sales plan ideation, implementation, and evaluation to ensure maximum optimization.
• Effectively manage expenses to ensure budget compliance and return on investment.
• Collaborate with cross-functional stakeholders to optimize sales efficiency (i.e. RevOps) and overall regional growth target attainment (i.e. Marketing).
• Utilize Salesforce and Salesloft analytics to monitor their team’s sales funnel and identify areas of opportunity 

Skills & experience

• 3-5 years of SMB and Mid-Market Sales Team Management Experience with demonstrable mastery of the best practices for Outbound Field and Inside sales; both presale and post-sale; experience working in SaaS marketplace businesses highly preferred.
• 2+ years of B2B Sales Individual Contributor (SaaS preferred) with a consistent track record of exceeding expectations.
• Exemplary B2B sales negotiation skills.
• Demonstrated success in creating, executing, and evaluating team-wide sales plans.
• Strong leadership skills designed to motivate a team of Sales Specialists and Account Managers to achieve objectives.
• Management experience including building and performance managing teams.
• Strong sales record of consistent over-performance on monthly/quarterly quotas and OKRs.
• Familiarity with and/or professional connections with the local fitness and wellness industry in their region, preferred.
• Advanced proficiency with Salesforce, Salesloft, and Microsoft Suite.
• Resides in Toronto, Vancouver, or Montreal and willingness to travel to other markets within their larger region.
• Owns a vehicle with a valid driver’s license or can rely on public transit to visit with partners in multiple provinces throughout Canada.
• Bilingual in English and French.
• Embodies the core values of ClassPass