The Role Lead and develop a remote team of 7-8 business development representatives. Drive outbound prospecting, cold acquisition, objection handling, event engagement, market analysis, and sales strategy. Monitor KPIs, create performance reports, collaborate with regional and global business development teams, and use sales and analytics tools to improve productivity and customer acquisition. Summary Generated by Built In 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. We are looking for a motivated Team Lead - Business Development Representative Remote in the US, based in the East Coast.

The Role You'll Play Leadership:

You lead and develop a remote team of 7-8 BDRs through targeted coaching, guidance, and support, ensuring high performance in prospecting and outbound activities

Outbound & Sales Strategy:

You drive outbound and cold-acquisition efforts, optimize presentation approaches, and support the team in effectively positioning our solutions to customers

Events:

You support your team in developing a relationship-building approach to engage high-potential prospects and drive their attendance to events organized by the AEs. Your guidance helps maximize the impact of these events on customer engagement and business development opportunities

Market Analysis and Monitoring:

You continuously monitor market trends to identify and pursue new business opportunities

Collaboration:

You work closely with your US counterpart (West Coast/Central) and the global Business Development team to align cross-country strategies

KPIs:

You regularly create reports and analyses on team performance and

KPIs Tool Competence:

You learn the internal processes and understand the tools that will help you to be productive in your day-to-day (Salesforce, Zoom Info, Clay, Salesloft/Lemlist, LinkedIn, Slack, Tableau, etc.)

Team Culture:

You build a good relationship with all departments and get to know our culture of collaboration

The Experience You'll Bring Leadership:

You have at least 2 years of leadership experience, ideally within Business Development or across the full sales cycle. Building a go-to-market team is a plus B2

B Sales & BDR Experience:

You have extensive experience in B2B sales, including hands-on work as a BDR and know the challenges of new customer acquisition firsthand

Team Management:

You know the most important Sales KPIs and can successfully steer your team based on them

Persuasiveness:

An initial "No" doesn't stop you; you know how to handle objections and have the persistence to convince potential customers of the added value of our product

Tools:

You are used to working with sales tools like Salesforce (or similar)

Meaning:

For your next career step, you personally want to sell a product that is meaningful and change the fitness market with u 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 $65,400 to $87,200. The total compensation package for this position may also include a performance bonus, benefits and/or other applicable incentive compensation plans 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. 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. By entering your email and phone number and submitting your application, you consent to receive emails, calls and SMS about your application and other roles at The Company, including by auto-dialer. Message and data rates may apply. Opt-out or text STOP to cancel at any time. If you are a California resident or reside outside the United States then by submitting your application you confirm that you have read, understood, agree and - where applicable - grant your prior, free, informed and express consent for the processing of your personal information, including sensitive personal information, as described in our California Applicant Privacy Notice or International Applicant Privacy Notice (as applicable). Read Full Description Skills Required At least 2 years of leadership experience Extensive B2B sales experience Hands-on business development representative experience Experience managing teams using sales KPIs Ability to handle objections and persuade prospective customers Experience using Salesforce or similar sales tools Leadership experience within business development or across the full sales cycle Experience building a go-to-market team ClassPass Compensation & Benefits Highlights The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about ClassPass and has not been reviewed or approved by ClassPass. About This Summary Fair & Transparent Compensation — Compensation in certain product and engineering roles is described as market-competitive. Pay in these areas is framed more favorably than in quota-carrying functions. Wellbeing & Lifestyle Benefits — Offerings include wellness perks such as fitness stipends and access to wellness programs that add value beyond base pay. Remote-friendly policies and stipends also support everyday well-being. Leave & Time Off Breadth — Benefits include paid holidays and sick time, with additional indications of generous PTO and parental leave. These provisions broaden the non-cash value of employment. Learn more about ClassPass's Compensation & Benefits → ClassPass Insights What's It Like to Work at ClassPass? ClassPass Culture & Values ClassPass Career Growth & Development What's the Work-Life Balance Like at ClassPass? ClassPass Leadership & Management ClassPass Company Growth, Stability & Outlook View all jobs at ClassPass View ClassPass Profile Report Job