Account Executive, Acquisition

Hapana; Sydney; On-site; AUD 90,000 - 130,000; Full time

Benefits offered by this job

Hybrid working

Birthday Leave

Wellness Days

Home Office Allowance

Novated Leasing

Job summary

Hapana is seeking an Account Executive – SMB to drive new business growth in Australia. You will own the full sales cycle, prospecting through discovery, solution design, negotiation and close, with a focus on SMB fitness brands.

Build a strong pipeline and collaborate with Solutions Engineering, Marketing, Customer Success and Product to deliver a compelling buying experience. You will develop relationships across the fitness industry, manage territory plans, and aim to exceed quarterly and

Qualifications

• 3+ years of B2B sales experience, preferably in SaaS or tech.
• Proven track record of meeting or exceeding SMB targets.
• Experience managing full sales cycles from prospecting to close.
• Strong consultative selling and stakeholder management.

Responsibilities

• Own the full SMB sales cycle from prospecting to close.
• Develop and manage a pipeline of new business opportunities in Australia.
• Conduct discovery conversations to understand customer needs and challenges.
• Present Hapana's platform and value to management across multiple stakeholders.
• Collaborate with Marketing, Product and Customer Success to win deals.

Skills

B2B sales

SaaS

Consultative selling

Pipeline management

Multi-stakeholder engagement

Negotiation

Relationship building

Sales forecasting

Tools

HubSpot

Job description

You've found us at a good time. Hapana is opening new markets, shipping new products, and welcoming new brands onto the platform we're looking for the people who'll grow with us. This could be one of those right-place, right-time moments. Here's everything you need to know.

WHO WE ARE

Hapana powers the world's best fitness brands. Walk into a Fitstop, KX, Gold's Gym or J.I.M and there's a good chance our platform is running the whole show: memberships, bookings, marketing, payments, growth.

The fitness industry is booming, and we're the technology underneath it. We're 117 people across Sydney, the US, UK, Brazil, Singapore and India, and the work we ship reaches studios and members all over the world. Build something here, and you'll see it land in the product, in our clients' businesses, and in the team around you.

THE OPPORTUNITY

We're looking for an Account Executive – SMB to drive new business growth across the Australia

You’ll own the full sales cycle, from prospecting and qualification through discovery, solution design, negotiation and close. Your primary focus will be acquiring and growing relationships with SMB fitness brands. This is a consultative sales role. You'll work closely with prospective customers to understand how their businesses operate, uncover their commercial and operational challenges, and demonstrate how Hapana can help them scale.

You’ll partner closely with our Solutions Engineer, Marketing, Customer Success and Product teams to deliver a compelling buying experience and successfully navigate multi-stakeholder sales processes.

You’ll also be expected to build your own pipeline, develop strong relationships across the fitness industry and take genuine ownership of your territory and revenue target.

This is an opportunity to join a growing global SaaS business, take ownership of an important segment of the Australia market and directly contribute to Hapana's next stage of growth.

WHAT YOU'LL DO

• Own the full sales cycle for SMB opportunities, from prospecting and qualification through discovery, demonstrations, commercial negotiation and close.
• Build and maintain a strong pipeline of new business opportunities across the fitness market.
• Lead consultative discovery conversations to understand prospective customers' business models, challenges, growth plans and technology requirements.
• Position Hapana's platform against customer needs and clearly articulate the commercial and operational value of moving to Hapana.
• Deliver compelling product demonstrations alongside our Solutions Engineer, tailoring each conversation to the prospect's specific needs and priorities.
• Navigate complex, multi-stakeholder buying processes and develop strategies to move opportunities successfully through the sales cycle.
• Build strong business cases, proposals and commercial solutions that create value for both the customer and Hapana.
• Negotiate commercial terms and confidently manage opportunities through to contract execution.
• Consistently achieve and exceed quarterly and annual revenue targets.
• Maintain accurate pipeline management, forecast quarterly performance, track KPIs, and communicate pipeline progress to your director.
• Take ownership of your territory, including developing weekly, monthly and quarterly plans to achieve pipeline and revenue goals.
• Work closely with Marketing to convert inbound demand while proactively generating your own opportunities through outbound activity, industry relationships, referrals and events.
• Develop a strong understanding of Hapana's product, integrations, payments offering and partner ecosystem.
• Stay close to the fitness industry and understand emerging trends, competitors and the changing needs of operators.
• Represent Hapana at industry events, conferences and trade shows across the US as required.
• Provide market and customer feedback to Product, Marketing and leadership to help shape our go-to-market strategy and product roadmap.
• Partner effectively with Customer Success to ensure a strong transition from sales through to onboarding and long-term customer success.
  

WHAT YOU'LL BRING

We're looking for an experienced salesperson who is commercially driven, naturally curious and genuinely enjoys understanding how businesses operate.

You’ll ideally bring:

• 3+ years of B2B sales experience, ideally within SaaS, technology, payments or another solution-led environment.
• A demonstrated track record of meeting or exceeding sales targets and closing SMB opportunities.
• Experience managing the full sales cycle, from prospecting through to negotiation and close.
• Strong consultative selling skills and the ability to uncover business challenges rather than simply sell product features.
• Resilience when navigating objections or changing circumstances.
• Experience selling to multiple stakeholders and navigating more complex buying processes.
• Confidence in engaging with and building rapport with founders, executives and senior decision-makers.
• Strong prospecting skills and a willingness to generate your own pipeline alongside inbound opportunities.
• Excellent presentation, negotiation and commercial communication skills.
• Strong pipeline management and forecasting discipline.
• The ability to manage multiple opportunities at different stages of the sales cycle without losing attention to detail.
• Experience using HubSpot or a similar CRM.
• A self-motivated approach and the ability to thrive in a remote, fast-moving and high-growth environment.
• The ability to collaborate effectively across Sales, Solutions Engineering, Marketing, Product and Customer Success.
• Experience within the fitness, wellness or franchise industry is highly desirable, but not essential.
• Experience selling to multi-location or franchise businesses would be a strong advantage.

If you're reading this thinking, "I don't tick every single box, but this sounds like me," we'd still love to hear from you. We hire for potential as much as experience

WHAT SUCCESS LOOKS LIKE

By the end of your first year, you'll have:

• Build a strong, sustainable pipeline of SMB opportunities across your territory.
• Establish yourself as a trusted commercial partner to prospective customers and as a credible voice within the fitness market.
• Consistently demonstrated strong pipeline management, forecasting accuracy and sales discipline.
• Built productive relationships across Hapana's Sales, Solutions Engineering, Marketing, Customer Success and Product teams.
• Developed a deep understanding of Hapana's platform, our customers and the commercial challenges facing multi-location fitness businesses.
• Successfully closed new SMB customers and contributed meaningful new ACV to Hapana's US growth.
• Demonstrated the ability to navigate larger and more complex opportunities, including Enterprise deals.
• Built a clear territory strategy and repeatable approach to generating new opportunities.
• Developed thoughtful approaches to connect with prospective clients, sharing successful strategies with the team.
• Achieved or exceeded your annual sales target.

LIFE AT HAPANA

We believe great work happens when people are trusted, supported and given room to do their best work.

What you'll enjoy:

• Hybrid working – Enjoy the flexibility of working three days in the office and two days from home each week.
• Summer Fridays – Finish at 3pm during summer and start your weekends early.
• Birthday Leave – Take your birthday off, on us.
• Wellness Days – Two additional wellbeing days each year, separate from annual leave.
• Work From Anywhere – Spend up to two weeks each year working from anywhere in the world.
• Home Office Allowance – Create a workspace you'll genuinely enjoy.
• Paid Parental Leave – Supporting both primary and secondary carers.
• Sonder – 24/7 mental health, medical and wellbeing support.
• Monthly Team Events – We work hard, but we make time to celebrate together.
• Sydney HQ Perks – Fresh fruit, snacks, great coffee and a beautiful CBD office.
• Novated Leasing – Available for our Australian team.

Hapana is an equal opportunity employer. People of all backgrounds, identities, abilities and experiences are welcome here, different perspectives are how we got this far, and how we'll go further.