Field Account Executive - Phoenix

About the Role

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. 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.

Responsibilities

• 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.

Requirements

• 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 is a plus.
• Proficiency in Salesforce, SalesLoft, and Microsoft Office Suite.

Pay

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