The Role You’ll Play

We are seeking a Director of Enterprise sales to lead and scale the Enterprise Sales team for Mindbody through high-impact sales strategy, operational excellence, and executive-level relationship building across the fitness and wellness ecosystem. This role requires a seasoned sales leader with deep industry expertise, a strong network and a proven track record of driving complex enterprise deals and strategic partnerships. 

You should have a robust Rolodex of contacts across the fitness and wellness industry, extensive experience with Mindbody software or similar platforms, and the ability to thrive in a fast-moving, entrepreneurial environment.  You will not only lead and develop a high-performing sales team but also shape the strategic direction. This position requires regular travel in the field, building relationships, attending industry events, and guiding prospects through the buying process. In addition to the above, we are also seeking a candidate to bring the following skillsets: 

• Set the long-term vision for enterprise sales growth, refining and executing a scalable strategy that aligns with company objectives and evolving market dynamics. 
• Lead, coach, and grow a team of Account Executives focused on enterprise accounts. Set clear goals and KPIs, foster a culture of accountability and high performance, and develop the next generation of sales leaders 
• Own and optimize all sales team infrastructure including incentives, team best practices, processes for best leveraging software/AI, etc.  
• Personally source, lead, support, and influence the close of complex, high-value enterprise deals, with a focus on premium boutique fitness and wellness brands powered by Mindbody. 
• Manage the full sales cycle: prospecting, discovery, demoing, negotiation, and close. 
• Travel frequently (up to 50%) to meet with prospects, attend industry events, and deepen relationships with key stakeholders. Represent Playlist and Mindbody at major conferences, trade shows, and regional meetups.  
• Leverage your existing network to generate leads and continue to cultivate a new & robust network across the fitness and wellness sector to unlock warm introductions, forge strategic partnerships, and drive new business channels. 
• Work closely with cross-functional teams to align on messaging, strategy, and execution and to continuously refine the go-to-market approach. 
• Serve as a key source of data input for the Product & Engineering organization to help ensure our roadmaps are optimized for optimal business outcomes 

Experience You Bring

• 10+ years of B2B sales experience, including 3-5 years leading and scaling enterprise sales teams in high-growth or SaaS organizations. 
• Strong network in the boutique fitness & wellness industry. 
• Demonstrated success in crafting and executing strategic sales plans, closing complex enterprise deals, and achieving ambitious revenue targets. 
• Ability to drive optimal business outcomes autonomously  
• Strong executive communication skills with the ability to synthesize opportunities in a concise and digestible structure — able to influence at all levels, both internally and externally. 
• Proven ability to provide data-driven & quantifiable input to help shape the product roadmap  
• Deep familiarity with Mindbody software or other fitness/wellness business platforms. 
• Proven experience selling to boutique fitness studios, wellness franchises, or related verticals. 
• Excellent communication, relationship-building, and negotiation skills. 
• Entrepreneurial mindset with comfort navigating ambiguity, shifting priorities, and fast-paced environments. 
• Willingness and ability to travel frequently and represent the brand externally. 

Additional "nice to haves": 

• Prior experience with or within the Mindbody ecosystem (reseller, partner, or client). 
• Experience at a Mindbody reseller, tech integrator, or consulting firm focused on studio growth. 
• Deep understanding of the studio owner mindset and challenges facing modern fitness businesses. 

Pay transparency

It is Playlist's intent to pay all Team Members competitive wages and salaries that are motivational, fair and equitable. The goal of our 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 $140,000 to 165,000. The total compensation package for this position will also include performance bonus, stock, benefits and/or other applicable incentive compensation plans.