Sales Manager

Role Overview

• Build and scale the USA sales organisation by recruiting, onboarding and developing a high-performing team of 4–8 sales professionals, including Account Executives (Acquisition & Growth) and SDRs.
• Lead with impact by fostering a culture of performance, accountability and continuous learning where the team is motivated to achieve and exceed targets.
• Coach and mentor through regular 1:1s, pipeline reviews and deal strategy sessions to sharpen skills, enhance execution and remove barriers to success.
• Champion sales excellence by developing best-in-class playbooks and methodologies for prospecting, discovery, demos and closing across multiple customer segments.
• Collaborate cross-functionally with Marketing, Customer Success and Product to ensure seamless handoffs, aligned priorities and shared success metrics.
• Own the USA revenue number by driving new business and expansion targets across the USA.
• Define and execute go-to-market strategies by region, segment and channel identifying high-value opportunities and white space for growth.
• Position Hapana to win by maintaining a deep understanding of the competitive landscape (Mindbody, Glofox, ClassPass, Arketa, etc) and guiding the team on effective differentiation.
• Continuously refine the sales process, leveraging data insights and team feedback to improve conversion rates and deal velocity.
• Stay ahead of the market by tracking fitness industry trends, customer challenges, and emerging technologies to inform sales strategy and product alignment.
• Ensure a healthy pipeline, maintaining 3–4x quota coverage and consistent progression through all opportunity stages.
• Deliver forecast accuracy through disciplined CRM management (HubSpot) and data-driven forecasting to senior leadership.
• Engage in key strategic deals, supporting complex negotiations, pricing discussions, and contract terms while empowering AEs to own outcomes.
• Partner with Sales Operations to optimise territory design, quotas, commission plans and performance reporting.
• Work hand-in-hand with Marketing to optimise lead generation campaigns, demand creation and sales enablement content such as case studies, ROI tools and battle cards.
• Collaborate with Customer Success to drive strong onboarding experiences, customer adoption and expansion opportunities.
• Influence the Product roadmap by representing the USA market voice by sharing customer insights, competitive trends and feedback from the field.
• Be the face of Hapana at key industry events and conferences, building relationships that expand our brand presence and generate new opportunities.

Requirements

• 5-7 years in B2B SaaS sales, with a minimum of 2-3 years in a sales leadership role (Sales Manager, Team Lead, or similar) managing direct reports
• Proven track record of building, coaching and scaling sales teams in a high-growth SaaS environment, ideally $1-20M ARR stage
• Experience in the local market with strong understanding of local business culture, buying behaviors and regulatory considerations
• Quota-carrying background with prior experience as an individual contributor (Account Executive or similar) with consistent overachievement before moving into leadership
• Multi-product or multi-segment sales with experience selling to SMB, mid-market and/or franchise customers with different sales motions
• Based in California or Colorado as a remote employee
• only applicants from these 2 states will be considered for the position
• Preferred: Fitness, wellness, or vertical SaaS experience with familiarity with gym/studio operations, or experience selling into the fitness/wellness industry
• Competitor knowledge with direct experience with or selling against Mindbody, Glofox, Gympass, ClassPass, Arketa or similar platforms
• Start-up or scale-up experience that thrives in ambiguous, fast-paced environments where processes are still being built and iteration is constant.
• New market expansion that has experience launching or scaling sales operations in new geographic regions (bonus if USA specifically).

Benefits

• Competitive salary, benefits, wellness perks including fitness initiatives and work-life balance policies.