Senior Account Executive - Mid Market

About Us

Hapana powers some of the world's leading fitness brands. Walk into Fitstop, STRONG Pilates, KX Pilates, Gold's Gym or J.I.M and there's a good chance our platform is running the entire business—from memberships and bookings to payments, marketing and growth. The fitness industry is evolving rapidly, and we're the technology helping drive that transformation. Today we're a team of 115 people across Australia, USA, UK, Brazil, Singapore and India, building products that thousands of fitness businesses rely on every day. Everything we create has a direct impact on real customers, real businesses and millions of member experiences around the world. We're entering an exciting new chapter as we invest heavily in our platform, AI capabilities and product innovation.

The Opportunity

We're looking for a Senior Account Executive – Mid-Market to drive new business growth across the US. You'll own the full sales cycle, from prospecting and qualification through discovery, solution design, negotiation and close. Your primary focus will be acquiring and growing relationships with Mid-Market fitness brands, while also having the opportunity to work on larger, more complex Enterprise opportunities. This is a consultative sales role where you'll work closely with prospective customers to understand their businesses, uncover their commercial and operational challenges, and demonstrate how Hapana can help them scale. You'll partner closely with our Solutions Engineer, Marketing, Customer Success and Product teams to deliver a compelling buying experience and successfully navigate multi-stakeholder sales processes.

Responsibilities

• Own the full sales cycle for Mid-Market opportunities, from prospecting and qualification through discovery, demonstrations, commercial negotiation and close.
• Build and maintain a strong pipeline of new business opportunities across the US fitness market.
• Lead consultative discovery conversations to understand prospective customers' business models, challenges, growth plans and technology requirements.
• Position Hapana's platform against customer needs and clearly articulate the commercial and operational value of moving to Hapana.
• Deliver compelling product demonstrations alongside our Solutions Engineer, tailoring each conversation to the prospect's specific needs and priorities.
• Navigate complex, multi-stakeholder buying processes and develop strategies to move opportunities successfully through the sales cycle.
• Build strong business cases, proposals and commercial solutions that create value for both the customer and Hapana.
• Negotiate commercial terms and confidently manage opportunities through to contract execution.
• Consistently achieve and exceed quarterly and annual revenue targets.
• Maintain accurate pipeline management, forecast quarterly performance, track KPIs, and communicate pipeline progress to your director.
• Take ownership of your territory, including developing weekly, monthly and quarterly plans to achieve pipeline and revenue goals.
• Work closely with Marketing to convert inbound demand while proactively generating your own opportunities through outbound activity, industry relationships, referrals and events.
• Develop a strong understanding of Hapana's product, integrations, payments offering and partner ecosystem.
• Stay close to the fitness industry and understand emerging trends, competitors and the changing needs of operators.
• Represent Hapana at industry events, conferences and trade shows across the US as required.
• Provide market and customer feedback to Product, Marketing and leadership to help shape our go-to-market strategy and product roadmap.
• Partner effectively with Customer Success to ensure a strong transition from sale through to onboarding and long-term customer success.

Requirements

• 5+ years of B2B sales experience, ideally within SaaS, technology, payments or another solution-led environment.
• A demonstrated track record of meeting or exceeding sales targets and closing Mid-Market opportunities.
• Experience managing the full sales cycle, from prospecting through to negotiation and close.
• Strong consultative selling skills and the ability to uncover business challenges rather than simply sell product features.
• Resilience when navigating objections or changing circumstances.
• Experience selling to multiple stakeholders and navigating more complex buying processes.
• Confidence in engaging with and building rapport with founders, executives and senior decision-makers.
• Strong prospecting skills and a willingness to generate your own pipeline alongside inbound opportunities.
• Excellent presentation, negotiation and commercial communication skills.
• Strong pipeline management and forecasting discipline.
• The ability to manage multiple opportunities at different stages of the sales cycle without losing attention to detail.
• Experience using HubSpot or a similar CRM.
• A self-motivated approach and the ability to thrive in a remote, fast-moving and high-growth environment.
• The ability to collaborate effectively across Sales, Solutions Engineering, Marketing, Product and Customer Success.
• Experience within the fitness, wellness or franchise industry is highly desirable, but not essential.
• Experience selling to multi-location or franchise businesses would be a strong advantage.

If you're reading this thinking, "I don't tick every single box, but this sounds like me," we'd still love to hear from you. We hire for potential as much as experience.

What Success Looks Like

• Build a strong, sustainable pipeline of Mid-Market opportunities across your territory.
• Establish yourself as a trusted commercial partner to prospective customers and as a credible voice within the US fitness market.
• Consistently demonstrate strong pipeline management, forecasting accuracy and sales discipline.
• Build productive relationships across Hapana's Sales, Solutions Engineering, Marketing, Customer Success and Product teams.
• Develop a deep understanding of Hapana's platform, our customers and the commercial challenges facing multi-location fitness businesses.
• Successfully close new Mid-Market customers and contribute meaningful new ACV to Hapana's US growth.
• Demonstrate the ability to navigate larger and more complex opportunities, including Enterprise deals.
• Build a clear territory strategy and repeatable approach to generating new opportunities.
• Develop thoughtful approaches to connect with prospective clients, sharing successful strategies with the team.
• Achieve or exceed your annual sales target.

Benefits

• Remote Working – The flexibility to do your best work remotely.
• Health, Dental & Vision Coverage – Supporting you and your wellbeing.
• 401k – Helping you plan and invest for your future.
• Summer Fridays – Finish at 3pm during summer and start your weekends early.
• Birthday Leave – Take your birthday off, on us.
• Wellness Days – Two additional wellbeing days each year, separate from annual leave.
• Work From Anywhere – Spend up to two weeks each year working from anywhere in the world.
• Home Office Allowance – Create a workspace you'll genuinely enjoy.
• Paid Parental Leave – Supporting both primary and secondary carers.
• Employee Assistance Program (EAP) – Confidential support when you need it.

And we're continuing to evolve our benefits as Hapana grows.