Senior Account Executive - Mid Market

WHO WE ARE

Hapana powers some of the world's leading fitness brands. Walk into Fitstop, STRONG Pilates, KX Pilates, Gold's Gym or J.I.M and there's a good chance our platform is running the entire business—from memberships and bookings to payments, marketing and growth.

The fitness industry is evolving rapidly, and we're the technology helping drive that transformation.

Today we're a team of 115 people across Australia, USA, UK, Brazil, Singapore and India, building products that thousands of fitness businesses rely on every day. Everything we create has a direct impact on real customers, real businesses and millions of member experiences around the world.

We're entering an exciting new chapter as we invest heavily in our platform, AI capabilities and product innovation. If you're passionate about solving meaningful problems, working with talented people and shipping products that customers love, we'd love to meet you.

We're looking for a Senior Account Executive – Mid-Market to drive new business growth across the US.

You'll own the full sales cycle, from prospecting and qualification through discovery, solution design, negotiation and close. Your primary focus will be acquiring and growing relationships with Mid-Market fitness brands, while also having the opportunity to work on larger, more complex Enterprise opportunities.

This is a consultative sales role. You'll work closely with prospective customers to understand how their businesses operate, uncover their commercial and operational challenges, and demonstrate how Hapana can help them scale.

You'll partner closely with our Solutions Engineer, Marketing, Customer Success and Product teams to deliver a compelling buying experience and successfully navigate multi-stakeholder sales processes.

You'll also be expected to build your own pipeline, develop strong relationships across the fitness industry and take genuine ownership of your territory and revenue target.

This is an opportunity to join a growing global SaaS business, take ownership of an important segment of the US market and directly contribute to Hapana's next stage of growth.

• Own the full sales cycle for Mid-Market opportunities, from prospecting and qualification through discovery, demonstrations, commercial negotiation and close.
• Build and maintain a strong pipeline of new business opportunities across the US fitness market.
• Lead consultative discovery conversations to understand prospective customers' business models, challenges, growth plans and technology requirements.
• Position Hapana's platform against customer needs and clearly articulate the commercial and operational value of moving to Hapana.
• Deliver compelling product demonstrations alongside our Solutions Engineer, tailoring each conversation to the prospect's specific needs and priorities.
• Navigate complex, multi-stakeholder buying processes and develop strategies to move opportunities successfully through the sales cycle.
• Build strong business cases, proposals and commercial solutions that create value for both the customer and Hapana.
• Negotiate commercial terms and confidently manage opportunities through to contract execution.
• Consistently achieve and exceed quarterly and annual revenue targets.
• Maintain accurate pipeline management, forecast quarterly performance, track KPIs, and communicate pipeline progress to your director.
• Take ownership of your territory, including developing weekly, monthly and quarterly plans to achieve pipeline and revenue goals.
• Work closely with Marketing to convert inbound demand while proactively generating your own opportunities through outbound activity, industry relationships, referrals and events.
• Develop a strong understanding of Hapana's product, integrations, payments offering and partner ecosystem.
• Stay close to the fitness industry and understand emerging trends, competitors and the changing needs of operators.
• Represent Hapana at industry events, conferences and trade shows across the US as required.
• Provide market and customer feedback to Product, Marketing and leadership to help shape our go-to-market strategy and product roadmap.
• Partner effectively with Customer Success to ensure a strong transition from sale through to onboarding and long-term customer success

We're looking for an experienced salesperson who is commercially driven, naturally curious and genuinely enjoys understanding how businesses operate.

You'll ideally bring:

• 5+ years of B2B sales experience, ideally within SaaS, technology, payments or another solution-led environment.
• A demonstrated track record of meeting or exceeding sales targets and closing Mid-Market opportunities.
• Experience managing the full sales cycle, from prospecting through to negotiation and close.
• Strong consultative selling skills and the ability to uncover business challenges rather than simply sell product features.
• Resilience when navigating objections or changing circumstances.
• Experience selling to multiple stakeholders and…