Who we are

We drive sales of ClassPass inventory, but that’s not all. The Revenue team helps our customers achieve their business goals, contributes to their growth, and eliminates hurdles by finding smart solutions from our suite of software products. We are strategic, collaborative, and solutions-oriented. This General Manager will be responsible for building the LATAM region for ClassPass, which is one of our quickest growing regions. 

About the right team member

The General Manager, LATAM will develop a deep understanding of current supply health and opportunity and make recommendations on future supply growth strategies in collaboration with P&I and other stakeholders. This person may also be expected to present to customers, and Executive Leadership on the progress of the LATAM Sales Strategy. 

About the role

• Ideate, implement and evaluate presale and post-sale strategies for individual contributors in alignment with Annual Operating Plan targets and long-term growth of the LATAM region  
• Attract, develop and retain optimized headcount across all teams with eye on achieving supply, individual sales velocity, revenue, and expense targets
• Serve as principal negotiator for top prospects and ClassPass partners and maintain strong relationships with top studio partners through consistent support 
• Directly manage a team of up to 6-8 individual contributors and/or managers 
• Develop and ensure achievement of quarterly / annual OKRs  
• Lead sales trainings and onboarding for new hires  
• Contribute to efforts driven / owned by the Marketing team to inform best practices for each local market, understanding how to best position our brand and product in LATAM from both a B2C and supply perspective and how to differentiate our product against competitors 
• 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  
• Be accountable for ClassPass growth in your market, delivering revenue and profitability targets, and being strategic about how you manage your time and resources to do so
• 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 
• As the local market expert, foster brand partnerships, influencer relationships and other initiatives to hand-off to the marketing team for implementation 
• Ensure that necessary sales materials (e.g. email templates, decks, etc) are translated into Spanish and Portuguese as needed 
• This person MUST be fluent in English, Portuguese, and Spanish. 

Skills & experience

• 4+ years of B2B sales and region management experience in LATAM with proven experience exceeding expectations on quotas, OKRs and annual growth targets 
• Strong connections within Brazil, Chile and LATAM fitness and wellness networks 
• Business-level fluency in Portuguese, Spanish and English 
• 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 

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