Senior Manager, Inbound Sales

ClassPass; Boston (MA); On-site; USD 180,000 - 260,000; Full time

Job summary

ClassPass is seeking an experienced sales leader to own the global inbound sales program and drive revenue through a multi-region Team Lead structure in Boston. You will shape the organization, set quotas, and partner with Revenue Operations and Marketing to optimize processes.

You will coach Team Leads, recruit leaders, and ensure top performance through rigorous forecasting, data-driven reviews, and leadership development. Join a fast-growing team shaping a world-class inbound sales function.

Qualifications

• 8–12 years of sales experience with 4+ years leading managers or teams.
• Track record of meeting or exceeding quota while scaling inbound sales.
• Strong coaching and performance-management skills.
• Experience owning team-level forecast accuracy and SLAs.
• Familiar with Salesforce and data-driven leadership.

Responsibilities

• Own the strategy and results of the global inbound sales org; set quota and SLA targets.
• Design and scale the team structure across regions and segments.
• Coach Team Leads; build leadership bench and succession plans.
• Identify performance gaps and develop onboarding for new sellers.
• Hire, onboard, and set hiring standards for Team Leads and sellers.
• Maintain operating cadence: pipeline reviews, forecast, and performance tracking.
• Own inbound capacity with Workforce Mgmt; translate to staffing needs.
• Ensure CRM data quality in Salesforce and optimize lead routing and handoffs.
• Lead cross-functional initiatives with Revenue Ops, Enablement, Marketing, Onboarding.
• Present performance to ClassPass Leadership; contribute to planning.

Skills

People leadership

Quota attainment

Forecasting

Coaching

Cross-functional collab

Salesforce experience

Tools

Salesforce

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

• Own the strategy and results of the global ClassPass partner inbound sales organization: set quota, conversion, and speed-to-lead SLA targets with leadership, and deliver revenue attainment through a multi-region team of Team Leads
• Design and scale the team's structure as it grows to six Team Leads in 2027, including regional and segment alignment, spans of control, headcount and capacity planning, and input into the annual operating plan
• Coach and develop Team Leads as people leaders, building their ability to run call and chat coaching, quality reviews, and performance conversations with their own teams, and build a leadership bench and succession plan for future Team Lead and Manager roles
• Identify performance patterns across the organization and build targeted development plans, from onboarding new sellers to stretching top performers
• Hire, onboard, and retain Team Leads, and set the hiring bar, interview process, and performance standards Team Leads use to build and manage their seller teams
• Own the organization's operating cadence: pipeline and funnel reviews, forecast reporting, 1:1s, and performance tracking against quota and SLA goals
• Own the inbound capacity model with Workforce Management, forecasting lead volume and translating it into staffing, scheduling, and headcount requests so response-time targets are met as the business grows
• Maintain high CRM data quality in Salesforce and use operational rigor to identify and remove friction in lead routing, handoffs, and follow-up
• Lead cross-functional initiatives with Revenue Operations, Enablement, Marketing and Partner Onboarding to improve tooling, playbooks, training, and the handoff from sale to launch, setting priorities and representing inbound sales in roadmap decisions
• Serve as the voice of inbound sales to the ClassPass Leadership team: present performance monthly, bring recommendations on strategy, investment, and risks, and contribute to annual planning

Experience You Bring

• 8–12 years of experience in sales, including 4+ years of people leadership with at least 2 years managing managers or Team Leads, ideally across multiple regions or time zones
• A track record of meeting or exceeding quota while building and scaling a high-performing inbound or high-velocity sales organization, including growing a team through multiple layers of leadership
• Strong coaching and performance-management skills, including coaching through other leaders and hiring and onboarding sales talent
• Experience owning team-level forecast accuracy, conversion metrics, and speed-to-lead or response-time SLAs
• Experience with headcount and capacity planning, target setting, and presenting strategy and results to senior leadership
• Comfort using Salesforce and reporting tools to run a team with data, AI experience a plus
• Experience partnering with cross-functional teams such as Revenue Operations, Enablement, or Onboarding; marketplace, fitness, wellness, or SaaS experience is a plus

Have we piqued your curiosity?

The Company 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.