Director, Strategic Solutions Sales

ABC Fitness; United States; On-site; USD 110,000 - 118,000; Full time

Benefits offered by this job

Open PTO policy

Parental leave

Medical coverage

Calm App subscription

Job summary

ABC Fitness is seeking an experienced enterprise sales leader to drive expansion across the top 100 gym and studio accounts while also pursuing net-new mobile enterprise acquisitions. You will own the full cycle from discovery to close, manage one direct report, and enable the sales team on new products like mobile and digital coaching.

You’ll partner with SDR leadership to define ICPs, build outbound sequences, and craft repeatable playbooks that scale across multi-location operators.

Qualifications

• 8–12 years in B2B SaaS with direct experience in both enterprise net-new acquisition and expansion/account management.
• Experience selling mobile, digital coaching, or platform/app-based products into multi-location operators.
• Track record of building playbooks and enablement material that other reps actually use.
• Direct people management experience, even at small scale (1–3 reports).
• Comfort operating without a large team around you — lean by design in year one.
• Fitness, wellness, or vertical SaaS experience is a plus; multi-product SaaS environments are valued.

Responsibilities

• Own Expansion Across the Top 100: manage top 100 strategic gym/studio accounts and drive full-cycle expansion across mobile app, digital coaching, CRM, and premium platform add-ons.
• Drive Net-New Mobile Enterprise Acquisition: lead enterprise sales motion for mobile-first operators with 10+ locations; sell Trainerize Enterprise and mobile services.
• Lead a Direct Report: manage one Cross-Sell/Upsell Account Manager; set quotas and coach toward attainment.
• Partner with the Enterprise SDR Team: define targeting criteria and build outbound sequences and qualification standards.
• Own Product & Product Line Enablement: enable the sales org on new products; build positioning and certification materials.
• Build the Enterprise Mobile GTM Motion: define ICPs, pricing, packaging, and expansion path from single-service to full platform adoption.
• What Success Looks Like: measure expansion MRR, close logos, and build repeatable playbooks.

Skills

Enterprise sales

Expansion sales

Net-new acquisition

People management

Multi-location sales

Mobile/digital coaching

Job description

Join ABC Fitness and become part of a culture that’s as ambitious as it is authentic. Let’s transform the future of fitness—together!

Our Values

Best Life

We believe great work begins with great people. That’s why our culture is built on respect, trust, and belonging. We create an inclusive environment where every team member can bring their authentic self to work—because diverse perspectives drive innovation and meaningful impact.

Growth Mindset

We are doers, thinkers, and dreamers. At ABC Fitness, your growth is our investment. Through continuous learning, mentorship, and professional development opportunities, we empower you to reach new heights—personally and professionally.

One Team

From day one, you’ll be part of a team that collaborates, celebrates, and cares. We move fast, support one another, and have fun along the way. Because when you thrive, we all thrive.

INTRODUCTION:

ABC Fitness has the product, the client base, and the market position. What's missing is a single owner who can convert the mobile and digital coaching opportunity inside our existing top accounts and across a new class of multi-location prospects into a repeatable, enterprise-grade revenue motion.

This role merges two functions that were operating as separate, sub-scale motions: expansion selling into ABC's most strategic accounts, and net-new enterprise acquisition of mobile-first, multi-location fitness operators. It is built as a player-coach seat; the person in this role carries a personal number, manages one direct report, and owns enablement for every new product ABC brings to the sales floor.

WHAT YOU'LL DO:

Own Expansion Across the Top 100

Personally manage and grow ABC's relationship with its 100 most strategic gym and studio accounts. Lead full-cycle expansion opportunities, mobile app, digital coaching, CRM, and premium platform add-ons across Ignite and Glofox from discovery through close. Build multi-year account plans that treat these accounts as long-term growth partners, not renewal targets.

Drive Net-New Mobile Enterprise Acquisition

Build and run an enterprise sales motion targeting mobile-first operators with 10+ locations who sit outside the current client base. Sell Trainerize Enterprise and standalone mobile/training services as a wedge into larger, multi-location groups. Own the full cycle: prospecting, discovery, demo, business case, negotiation, and close, supported by dedicated SDR capacity.

Lead a Direct Report

Manage one Cross-Sell/Upsell Account Manager. Set activity and pipeline expectations, run weekly 1:1s and deal reviews, and coach toward quota attainment and long-term skill development. This is the first management rep in what should become a small, high-performing pod as the mobile enterprise motion scales.

Partner with the Enterprise SDR Team

Work directly with SDR leadership to define targeting criteria for the mobile enterprise segment (location count, platform fit, incumbent signals) and to build outbound sequences and qualification standards specific to this motion. This is a working overlay, not a reporting relationship; success depends on pipeline quality, not headcount ownership.

Own Product & Product Line Enablement

Serve as the enablement owner for every new product or product line that ABC introduces to the sales organization, globally across Mid-Market and Enterprise. Build the positioning, objection-handling, and certification materials that the broader sales team uses to sell each new release, starting with mobile and digital coaching capabilities.

Build the Enterprise Mobile GTM Motion

Define the playbook that makes this a repeatable enterprise motion rather than a set of one-off deals: ICP criteria for 10+-location mobile prospects, a standard business case template, a pricing/packaging approach for mobile-only entry deals, and a clear expansion path from a single-service sale to full platform adoption.

What Success Looks Like

• Delivered measurable expansion MRR across the Top 100, directly attributable to mobile and digital coaching attach.
• Closed and onboarded a first cohort of net-new mobile enterprise logos (10+ locations), validating the wedge motion.
• Built a repeatable enterprise mobile playbook: ICP, business case, pricing- that a second hire could pick up in year two.
• Coached the Cross-Sell/Upsell Account Manager to full quota attainment and growing account ownership.
• Shipped enablement for every new product/product line launched in the period, measured by rep certification and time-to-first-sale.
• Established a defined targeting and qualification standard with the SDR team specific to the mobile enterprise segment.

What You'll Need

• 8–12 years in B2B SaaS with direct experience in both enterprise net-new acquisition and expansion/account management — this role requires genuine fluency in both motions, not a hunter forced into a farmer seat or vice versa.
• Experience selling mobile, digital coaching, or platform/app-based products into multi-location operators.
• A track record of building playbooks and enablement material that other reps actually use.
• Direct people management experience, even at small scale (1–3 reports).
• Comfort operating without a large team around you — this seat is built lean by design in year one.
• Fitness, wellness, or vertical SaaS experience is a plus; multi-product SaaS environments are highly valued.

Compensation for this role will be determined based on a variety of factors, including relevant experience, qualifications, skills, geographic location, and market considerations. The anticipated compensation range for this position is - $110,000 - $118,000 USD- annually. In addition to base compensation, eligible employees may be offered other forms of compensation, such as bonuses, commissions, equity, or other incentive programs, where applicable. Compensation and benefits may vary by location and are subject to applicable legal, business, and market requirements.

WHAT’S IN IT FOR YOU:

• Purpose led company with a Values focused culture – Best Life, One Team, Growth Mindset
• Time Off – with our open PTO policy, we offer flexibility in how and when you take PTO!
• Days of Disconnect – once a quarter, we take a collective breather and enjoy a day off together around the globe. #oneteam
• Parental & Pawternity Leave – we offer leave for when your family grows by two feet or four paws!
• Best Life Perk – we are committed to meeting you wherever you are in your fitness journey with a quarterly reimbursement
• Medical/Dental/Vision coverage
• EAP – we get you help when you need it. Period.
• Premium Calm App – enjoy tranquility with a Calm App subscription for you and up to 4 dependents over the age of 16
• And more! – so many benefits we couldn’t even fit them all here!

At ABC Fitness, we don’t just build technology—we build communities and transform lives. Your work matters here, your growth is supported, and your voice is heard. We welcome diverse talent and encourage you to apply, even if you don’t meet every requirement.

ABC’S COMMITMENT TO DIVERSITY, EQUALITY, BELONGING AND INCLUSION

ABC is an equal opportunity employer committed to diversity, equity, and inclusion. We strive to create a workplace where every employee, client, and partner feels valued, inspired, and empowered to reach their full potential. For us, inclusion isn’t just the right thing to do—it’s a business imperative. Learn more at abcfitness.com

About ABC Fitness

ABC Fitness is the #1 software provider for fitness businesses of any size, all around the world. Supporting 30K clubs, 650K coaches, 40M members, and processing more than $12B in payments every year, ABC Fitness provides scalable, data-driven solutions to simplify club management and engage members and clients.

From personal trainers, boutique studios, and gyms, to international franchise health clubs, ABC Fitness will move your business forward through technology and industry insights. Innovation is at the center of everything we do, across ABC Glofox, ABC Ignite, ABC Trainerize, and ABC Evo. Let's make your fitness vision a seamless reality, together. Learn more at abcfitness.com