Note: The job is a remote job and is open to candidates in USA. ClassPass is a company that offers thousands of fitness and wellness experiences worldwide, helping people lead active, balanced lifestyles. They are seeking a Senior Strategic Account Executive dedicated to Hotels & Spas to define their presence in the hospitality category and manage strategic hotel partnerships, driving adoption and long-term retention.
Responsibilities
- Own a portfolio of strategic hotel accounts end to end, from prospecting through negotiation, close, and launch
- Build and execute the hotel segment strategy, prioritizing brands, regions, and account types that unlock the most value for members and partners
- Lead complex, multi-stakeholder negotiations across brand, property, ownership, spa, revenue, legal, and finance teams
- Structure commercial agreements that balance partner economics, member experience, and ClassPass platform health, including inventory access, pricing, and key terms
- Develop senior relationships within hotel brands, ownership groups, and management companies to drive adoption and long-term retention
- Partner with Product, Pricing and Inventory, Marketing, Legal, and Finance to reduce onboarding friction and unlock new hotel use cases
- Translate ambiguous market signals into clear plans, aligning stakeholders on scope, tradeoffs, and execution
- Serve as a hotels and spas category expert, sharing insights on dynamics, deal structures, and stakeholder navigation with peers and junior team members
Skills
- 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
Benefits
- Performance bonus
- Benefits
- Other applicable incentive compensation plans
Company Overview
Company H1B Sponsorship