Senior Account Executive – Mid Market

This is a fully remote position, open to applicants in California.

📋 Description

• Take full ownership of the sales cycle for Mid-Market opportunities, encompassing prospecting, qualification, discovery, demonstrations, commercial negotiations, and closing.

• Cultivate and sustain a robust pipeline of new business opportunities within the US fitness market.

• Conduct consultative discovery discussions to gain insights into prospective customers' business models, challenges, growth strategies, and technological needs.

• Position Hapana's platform in alignment with customer requirements and effectively communicate the commercial and operational advantages of transitioning to Hapana.

• Conduct customized product demonstrations in collaboration with the Solutions Engineer.

• Navigate intricate, multi-stakeholder purchasing processes and devise strategies to move opportunities forward.

• Create business cases, proposals, and commercial solutions.

• Negotiate commercial terms and manage opportunities through to contract execution.

• Meet and surpass quarterly and annual revenue objectives.

• Oversee the pipeline, project quarterly performance, monitor KPIs, and relay progress to the director.

• Formulate territory plans to meet pipeline and revenue targets.

• Convert inbound demand and generate opportunities through outbound activities, industry connections, referrals, and events.

• Enhance understanding of Hapana's product offerings, integrations, payments solutions, and partner ecosystem.

• Keep abreast of trends in the fitness industry, competitor actions, and operator needs.

• Represent Hapana at US industry events, conferences, and trade shows as necessary.

• Provide market and customer insights to Product, Marketing, and leadership teams.

• Collaborate with Customer Success to ensure a smooth transition from sale to onboarding and long-term customer satisfaction.

⛳️ Requirements

• Minimum of 5 years of B2B sales experience, preferably in SaaS, technology, payments, or a solution-oriented environment.

• Proven history of achieving or exceeding sales targets and closing Mid-Market opportunities.

• Experience managing the complete sales cycle from prospecting through negotiation and closure.

• Strong consultative selling abilities and a knack for identifying business challenges.

• Resilience when addressing objections or adapting to changing situations.

• Experience engaging with multiple stakeholders and navigating complex purchasing processes.

• Confidence in building relationships with founders, executives, and senior decision-makers.

• Excellent prospecting skills and a proactive approach to generating pipeline alongside inbound opportunities.

• Outstanding presentation, negotiation, and commercial communication capabilities.

• Strong discipline in pipeline management and forecasting.

• Ability to manage multiple opportunities at various stages of the sales cycle with attention to detail.

• Familiarity with HubSpot or a similar CRM system.

• Self-driven mindset with the ability to thrive in a remote, fast-paced, high-growth environment.

• Capability to collaborate effectively across Sales, Solutions Engineering, Marketing, Product, and Customer Success teams.

• Experience in the fitness, wellness, or franchise industry is highly desirable but not mandatory.

• Experience selling to multi-location or franchise businesses is a significant advantage.

🏝️ Benefits

• Remote Working – Enjoy the flexibility to perform your best work from anywhere.

• Health, Dental & Vision Coverage

• 401k

• Summer Fridays – Complete your work by 3pm during summer, allowing for early weekends.

• Birthday Leave – Enjoy a day off on your birthday, courtesy of us.

• Wellness Days – Two additional wellbeing days each year, separate from your annual leave.

• Work From Anywhere – Spend up to two weeks annually working from any location in the world.

• Home Office Allowance

• Paid Parental Leave – Support for both primary and secondary caregivers.

• Employee Assistance Program (EAP) – Confidential support available when needed.