Field Account Executive - Phoenix

The Role You’ll Play 

ClassPass is seeking a driven Field Account Executive to expand our merchant base by acquiring and onboarding high-potential local businesses in the fitness, wellness, and food & beverage space across multiple markets. This is a highly field-based role with 70–80% national travel, including frequent out of state multi-night regional trips by car or flight — best suited for individuals who thrive on the road, build relationships naturally, and can represent our brand as a trusted expert across diverse territories. As one of the first hires on a newly formed team, you'll have the opportunity to directly shape how field sales scales at ClassPass.

What You’ll Do 

• Build and grow our merchant network by prospecting, pitching, and closing new businesses in your assigned territory. 

• Lead with a field-first approach: visit prospective merchants daily, attend local events, and nurture relationships with community and industry insiders. 

• Own the full sales cycle, from outreach and drop-ins to negotiation and close, using a mix of in-person, phone, email and virtual touchpoints. 

• Consistently achieve or exceed monthly acquisition quotas and pipeline conversion targets. 

• Act as a local market expert, identifying untapped opportunities that align with customer demand. 

• Maintain a disciplined pipeline, tracking key activity and performance metrics in Salesforce. 

Travel Expectations 

• Travel will make up 70–80% of your time, with a strong emphasis on national multi-night regional trips by car or flight across multiple territories.
• This is not a local role — you should expect to be away from home regularly and be fully comfortable with an on-the-road lifestyle.
• Territory assignments may evolve as the team scales, requiring flexibility to shift coverage areas based on business needs and market opportunities.
• Must be based close to a major airport, and open to travel nationwide.

 The Experience You’ll Bring 

• 3–5 years of outbound field sales experience, complemented by strong inside sales skills. 

• Full-cycle sales methodology expertise with emphasis on conversion optimization. 

• Strong B2B negotiation, organizational, and time management skills. 

• Self-motivated, proactive, and receptive to feedback. 

• Proven track record of exceeding quotas and OKRs in a fast-paced environment. 

• Familiarity with local industries (fitness, wellness, spas, or related sectors) and existing networks a plus. 

• Proficiency in Salesforce, SalesLoft, and Microsoft Office Suite. 

Pay Transparency

It is Playlist’s intent to pay all Team Members competitive wages and salaries that are motivational, fair, and equitable. The goal of Playlist’s compensation program is to be transparent, attract potential employees, meet the needs of all current employees, and encourage Team Members to stay with our organization.

Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location.

The base salary range for this position in the United States is $56,400 to $76,450. The total compensation package for this position may also include performance bonuses, benefits, and/or other applicable incentive compensation plans.