Senior Strategic Account Executive, Hotels

The Role

You’ll own and grow ClassPass’s strategic hotel partnerships, building a repeatable commercial motion that expands how members discover and book real-world wellness experiences. This role blends segment strategy with hands-on deal execution, and works closely with cross-functional partners to shape an offering that makes sense for hotel and spa economics while strengthening the ClassPass marketplace.

You’ll own a portfolio of strategic hotel accounts end to end, from prospecting through negotiation, close, and launch. You’ll build and execute the hotel segment strategy, prioritizing brands, regions, and account types that unlock the most value for members and partners. You’ll lead complex, multi-stakeholder negotiations across brand, property, ownership, spa, revenue, legal, and finance teams. You’ll structure commercial agreements that balance partner economics, member experience, and ClassPass platform health, including inventory access, pricing, and key terms.

You’ll develop senior relationships within hotel brands, ownership groups, and management companies to drive adoption and long-term retention. You’ll partner with Product, Pricing and Inventory, Marketing, Legal, and Finance to reduce onboarding friction and unlock new hotel use cases. You’ll translate ambiguous market signals into clear plans, aligning stakeholders on scope, tradeoffs, and execution. You’ll serve as a hotels and spas category expert, sharing insights on dynamics, deal structures, and stakeholder navigation with peers and junior team members.

Experience You’ll Bring

• 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