Regional Field Sales Manager - California

Job Description

Job Description

At Playlist, life's richest moments happen when people step away from screens to move, connect, explore, and play. We're building the definitive platform for intentional living, connecting people with inspiring experiences in fitness, wellness, and beyond. With popular brands like Mindbody and ClassPass, Playlist empowers businesses and individuals, making it effortless for aspirations to become actions. Join us in reshaping technology's role to foster meaningful, real-world connections.

ClassPass offers thousands of fitness and wellness experiences worldwide, helping people lead active, balanced lifestyles. Our platform makes discovering and enjoying activities simple, personalized, and joyful—whether it's fitness classes, self-care sessions, a healthy lunch, or a new adventure. Join us in shaping healthier, more vibrant communities around the globe.

The role you'll play

Lead a high-performing team of 10–12 Field Account Executives and Managers to drive ClassPass partner growth across California.

Fuel partner acquisition, optimization, upsell, and retention by empowering your team with smart strategy, personalized coaching, and effective sales tools

Show up for your team and partners—traveling across your region ~25% of the time to support major conversations, close high-impact deals, and build real-world relationships

Be the go-to expert in regional fitness and wellness, nurturing a network that helps unlock market potential and partner success

Actively participate in sales conversations, joining partner meetings to guide negotiations and model strong engagement tactics

Champion Salesforce and Salesloft data to uncover insights, identify opportunities, and ensure your team's pipeline is healthy and high-performing

Collaborate with senior leadership to design and refine sales strategies that deliver against both partner and regional goals

Keep an eye on ROI and budgets while making smart decisions that grow supply and elevate the ClassPass experience

Experience you bring

3–5 years leading SMB and Mid-Market sales teams, with a track record of developing talent and driving results in fast-paced, field-based environments (SaaS experience strongly preferred)

2+ years as a top-performing individual contributor in B2B sales, ideally in a marketplace or tech-driven business

Proven strength in negotiation, with an ability to turn complex conversations into collaborative solutions

Experience building team-wide sales plans—and executing them with clarity, agility, and measurable impact

Energizing leadership style that motivates teams across multiple verticals to stay accountable, inspired, and focused

Confidence managing performance and supporting growth across sales and account management roles

Data-savvy mindset with fluency in Salesforce, Salesloft, and Microsoft Suite

Deep familiarity with your local fitness and wellness landscape—or a strong desire to immerse yourself in it

Must be based in California, with the flexibility to travel at least 30% of the time across your region and the ability to meet partners in person as needed

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 $80,200 to $100,300. The total compensation package for this position may also include performance bonuses, benefits, and / or other applicable incentive compensation plans.

Have we piqued your curiosity?

Sound like the role for you? We'd love to hear from you! Even if you're not 100% sure about potential fit, we still encourage you to apply. We're looking for the right person, not the perfect series of checkboxes.

Playlist is an Equal Opportunity Employer. We highly value diversity at our company and encourage people of all different backgrounds, experiences, abilities and perspectives to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or other protected characteristics.

By entering your email and phone number and submitting your application, you consent to receive emails, calls and SMS about your application and other roles at Playlist, including by auto-dialer. Message and data rates may apply. Opt-out or text STOP to cancel at any time. If you are a California resident or reside outside the United States then by submitting your application you confirm that you have read, understood, agree and - where applicable - grant your prior, free, informed and express consent for the processing of your personal information, including sensitive personal information, as described in our California Applicant Privacy Notice or International Applicant Privacy Notice (as applicable).