Senior Strategic Account Executive, Hotels

The Strategic Accounts team at ClassPass is responsible for the vision, growth, and development of key strategic partners across the Strategic Accounts organization. We're hiring our first Senior Strategic Account Executive dedicated to Hotels & Spas. This person will define how ClassPass shows up in the hospitality category and bring marquee hotel and resort partners onto the platform. This is a high-ownership, individual contributor role for someone who wants to build a new vertical with the backing of an established commercial team. The Senior Strategic Account Executive will operate with autonomy, manage complex and ambiguous deal structures, influence cross-functional product and commercial strategy, and serve as the internal subject matter expert for the hotels vertical. You'll own the full sales cycle for strategic hotel accounts: identifying the right partners, building executive-level relationships, structuring commercial agreements, and partnering with internal teams to launch and scale those partnerships. You'll understand and navigate how a hotel revenue leader thinks, what a hotel spa director cares about, and how to sell into a multi-property group.

 

The Role You'll Play

You’ll own and grow ClassPass’s strategic hotel partnerships, building a repeatable commercial motion that expands how members discover and book real-world wellness experiences. This role blends segment strategy with hands-on deal execution, and works closely with cross-functional partners to shape an offering that makes sense for hotel and spa economics while strengthening the ClassPass marketplace.

• Own a portfolio of strategic hotel accounts end to end, from prospecting through negotiation, close, and launch  
• Build and execute the hotel segment strategy, prioritizing brands, regions, and account types that unlock the most value for members and partners  
• Lead complex, multi-stakeholder negotiations across brand, property, ownership, spa, revenue, legal, and finance teams  
• Structure commercial agreements that balance partner economics, member experience, and ClassPass platform health, including inventory access, pricing, and key terms  
• Develop senior relationships within hotel brands, ownership groups, and management companies to drive adoption and long-term retention  
• Partner with Product, Pricing and Inventory, Marketing, Legal, and Finance to reduce onboarding friction and unlock new hotel use cases  
• Translate ambiguous market signals into clear plans, aligning stakeholders on scope, tradeoffs, and execution  
• Serve as a hotels and spas category expert, sharing insights on dynamics, deal structures, and stakeholder navigation with peers and junior team members  

 

 The Experience You’ll Bring

• 6+ years of experience in strategic sales, partnerships, or business development, including closing complex hospitality deals  
• Deep experience in hospitality, hotels, travel, or an adjacent category, with strong fluency in hotel and spa economics  
• Demonstrated ownership of full deal cycles against revenue targets, not only relationship management  
• Experience building or scaling a new vertical, segment, or strategic partnership motion from early validation through repeatable execution  
• Strong commercial judgment and comfort making decisions with imperfect or conflicting inputs  
• Executive presence and persuasive communication across varied audiences, from property operators to brand leadership to internal product partners  
• An experimentation mindset, using data to test, learn, and iterate on strategy and approach  
• Familiarity with two-sided marketplace dynamics and how incentives, supply, and member experience interact  

 

 

Pay Transparency

It is the Company's intent to pay all Team Members competitive wages and salaries that are motivational, fair and equitable. The goal of the Company's compensation program is to be transparent, attract potential employees, meet the needs of all current employees, and encourage Team Members to stay with our organization. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location.

The base salary range for this position in the United States is $86,000 to $110,000. The total compensation package for this position will also include commission and a full benefits package.