Lead - Sales Development Representative (East)

Responsibilities

Lead and coach a remote team of 7–8 business development representatives, guiding outbound prospecting, cold acquisition, sales positioning, and prospect engagement around events. Monitor market opportunities, collaborate with business development teams across regions, and report on team performance and KPIs.

Requirements

Candidates should have at least two years of leadership experience, extensive hands-on B2B sales and BDR experience, and the ability to manage a team using sales KPIs. They should be persistent in handling objections and familiar with sales tools such as Salesforce or similar platforms.

Skills

• Team Leadership
• Business Development
• B2B Sales
• Outbound Prospecting
• Cold Acquisition
• Sales Strategy
• Coaching
• Team Management
• Sales KPI Management
• Objection Handling
• Market Analysis
• Event Engagement
• Performance Reporting
• Cross-Functional Collaboration
• Customer Acquisition

About this role

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
B2B 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.
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About ClassPass

Consumer Services · 501-1,000 employees · headquartered in New York, NY