Sales Manager - France
JOB FAMILY SUMMARY:
The ClassPass International team is responsible for growing and strengthening our partner ecosystem across global markets. This includes acquiring high-quality new fitness, wellness, and experiential partners, as well as nurturing and expanding relationships with existing partners. Through a combination of market expertise, strong local relationships, and strategic sales and account management, the team ensures we deliver exceptional value to our members and long-term success for our partners.
JOB SUMMARY:
The Sales Manager is responsible for leading a team of Field Account Executives to acquire high-value net new fitness, wellness or new vertical partners for the ClassPass platform within France, as well as the broader region as defined. They are embedded within their market, building strong fitness-wellness industry relationships and being the first to know where the best local studios, gyms and spas are, including those newly opened, while coaching and developing their team to do the same.
MINIMUM QUALIFICATIONS AND REQUIREMENTS:
3+ years of experience managing a B2B sales team of 3+ reps, with a proven track record of coaching individuals and teams to consistently hit quota
5+ years of overall B2B sales experience, ideally combining Field and Inside sales tactics
Proven sales record of consistent over-performance on monthly quotas and OKRs, both individually and through a team, including a demonstrated history of improving team performance, whether turning around an underperforming team or scaling a high-performing one
Data-driven approach to sales management: comfortable moving between rep-level analytics and broader market trends to diagnose where conversion is breaking down and where opportunity exists, using pipeline data to drive coaching and strategy, not just report on it
Data Savvy mindset: Proficiency with Salesforce, Salesloft and Microsoft Suite
Strong territory management skills, including experience prioritising and allocating patches/accounts across a team to maximise coverage and yield in a field-sales environment
Will be based in Paris, with travel across the broader region
Fluency in English and French; additional languages a plus
Strong alignment with Playlist core values and an eagerness to learn in a fast-paced environment
Familiarity with and/or professional connections within the local fitness, wellness or other applicable industry in France are a plus
PRINCIPAL DUTIES AND RESPONSIBILITIES:
Lead, coach and develop a team of +6 Field Account Executives to grow the book of business within France
Engage directly with fitness, wellness or new vertical partners within the assigned area to grow the book of business, modeling best practices for the team
Consistently hit or exceed monthly quotas based on new venues added to the ClassPass network, both individually and across the team
Own the sales process end to end, defining and continuously refining how the team prospects, qualifies, and closes, through to partner onboarding, and working closely with internal teams to improve the onboarding experience for new partners
Regularly shadow reps in the field and review activity data to identify what's working, coach on gaps, and share best practice across the team
Lead with a field-first mindset, prioritising in-person outreach through drop-ins, meetings, and events, and selectively apply Inside Sales tactics where appropriate to accelerate pipeline momentum
Drive continuous improvement by proactively identifying opportunities to improve how the team operates, testing new sales initiatives, and scaling the ones that move the needle on results
Identify and attend networking opportunities to build strong connections within the regional fitness and wellness community
Maintain accurate and up-to-date records in Salesforce, ensuring reliable forecasting and pipeline visibility for the team
Should be a good negotiator, comfortable in creating and presenting higher-level readouts/pitch decks to prospective new partners
Partner with the Team Lead France on regional sales strategy, forecasting, and team performance management
WORK ENVIRONMENT AND PHYSICAL DEMANDS:
To build strong local relationships and stay closely connected to the market, this role requires the employee to reside within the Paris region, given their responsibility for the France market.
Regular travel will be required to attend in-person partner meetings, market events, and team activities that support regional success. It is anticipated that travel will be ~25% of the time