Regional Sales Manager, LATAM

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.

About the right team member

The Regional Manager is responsible for driving ClassPass partner supply growth within Latin America. This role is experienced in full-cycle sales and is an expert negotiator who thrives on finding solutions through challenging conversations. They have a strong understanding of sales methodology and success through each phase of the sales cycle -initial engagement to post-sale upsell. A self-starter who works backwards from the goal, creating a strategy to achieve success. As a people leader, they have experience in building and developing high-performing teams. The Regional Manager is expected to be active in the field approximately 25% of the time, both in their home market and traveling to support their team across various markets throughout their region.

About the role

• Manage a team of 10-12 presale and postsale reps to ensure attainment / over-achievement of ClassPass supply acquisition, optimization, upsell and retention targets across multiple verticals
• Supports their team by regularly joining meetings with the top prospects and partners to achieve team sales targets
• Serve as principal negotiator for top prospects and ClassPass partners and maintain strong relationships with top studio partners through consistent support
• Attract, develop and retain optimized headcount across all teams with eye on achieving supply, individual sales velocity, revenue, and expense targets
• Accountable for Partner acquisition, optimization, upsell and retention objectives while also assuming shared ownership of overall regional growth targets.
• Be active in the fitness and wellness industry in LATAM, being a natural networker, constantly looking to grow contacts to be the first person to pick up on new studios, trends or fitness brands to collaborate with
• Develop and train their team on engagement, negotiation, pipeline management, and any additional skills to ensure success
• Drive ngoing cycle of sales plan ideation, implementation and evaluation to ensure maximum optimization
• Effectively manage expenses to ensure budget compliance and return on investment
• Collaborate directly with Revenue Operations on territory design and assignment to yield the optimized return on investment for the company
• Collaborate with internal stakeholders to drive quota-setting, compensation, comp points, and performance management strategies
• Organize regular LATAM team meetings and contribute to broader ClassPass Americas sales team meetings
• Ensure that necessary sales materials (e.g. email templates, decks, etc) are translated into Spanish and Portuguese as needed
• Utilize Salesforce and Salesloft analytics to monitor their team’s sales funnel and identify areas of opportunity

Skills & experience

• 5-7 years experience managing SMB, Mid-Market, and Enterprise sales teams in LATAM (SaaS preferred) with demonstrable mastery of the best practices for outbound Field and Inside sales; both presale and postsale; experience working in SaaS marketplace businesses highly preferred
• 2+ years of B2B Sales Individual Contributor (SaaS preferred) with a consistent track record of exceeding expectations with SMB, Mid-Market and Enterprise prospects.
• Exemplary B2B sales negotiation skills
• Demonstrated success in creating, executing and evaluating team-wide sales plans
• Strong leadership skills designed to motivate a team of 10-12 presale and postsale reps to achieve objectives across multiple verticals
• Management experience including building and performance managing teams
• Strong sales record of consistent over-performance on monthly/quarterly quotas and OKRs
• Familiarity with and/or professional connections with the local fitness and wellness industry in their region, preferred
• Advanced proficiency with Salesforce, Salesloft and Microsoft Suite; proficiency with Enterprise ChatGPT solutions, preferred
• Resides in Sao Paulo, Brazil or Santiago, Chile and willingness to travel to other markets within their larger region
• Embodies the core values of ClassPass
• Excellent communication and leadership skills with the ability to distill complex issues & detailed analysis into simple, structured frameworks with concrete action plans• Practical business sense with a strong ability to translate between strategic business decisions and their impacts
• Strong drive toward problem resolution; ability to “get things done” in the face of uncertainty or incomplete information
• Comfort with ambiguity, uncertainty, and a rapidly evolving business landscape
• Business-level fluency in Portuguese, Spanish and English

Have we piqued your curiosity?

Sound like the role for you? We’d love to hear from you! Even if you’re not 100% sure about potential fit, we still encourage you to apply. We’re looking for the right person, not the perfect series of checkboxes.

Playlist 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.

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