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About the Role

Hapana is seeking an Account Executive – SMB to drive new business growth across Australia. This is a consultative sales role where you will own the full sales cycle, from prospecting to closing, focusing on acquiring and growing relationships with SMB fitness brands. You will partner with internal teams to deliver a compelling buying experience and contribute directly to Hapana's growth.

Responsibilities

Own the full sales cycle for SMB opportunities, from prospecting and qualification through discovery, demonstrations, commercial negotiation and close.
Build and maintain a strong pipeline of new business opportunities across the 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 sales through to onboarding and long-term customer success.

Requirements

3+ 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 SMB 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 navigating more complex buying processes.
Confidence in engaging with and building rapport with founders, executives and senior decision-makers.
Strong prospecting skills and a willingness to generate your own pipeline alongside inbound opportunities.
Excellent presentation, negotiation and commercial communication skills.
Strong pipeline management and forecasting discipline.
The ability to manage multiple opportunities at different stages of the sales cycle without losing attention to detail.
Experience using HubSpot or a similar CRM.
A self-motivated approach and the ability to thrive in a remote, fast-moving and high-growth environment.
The ability to collaborate effectively across Sales, Solutions Engineering, Marketing, Product and Customer Success.
Experience within the fitness, wellness or franchise industry is highly desirable, but not essential.
Experience selling to multi-location or franchise businesses would be a strong advantage.

Skills

B2B sales
SaaS sales
Technology sales
Payments sales
Solution-led sales
Consultative selling
Pipeline management
Forecasting
CRM (HubSpot or similar)
Presentation skills
Negotiation skills
Commercial communication
Prospecting
Collaboration

Location

Australia

Work Type

Hybrid working (three days in office, two days from home)
Remote
Work From Anywhere (up to two weeks per year)

Experience Level

3+ years of B2B sales experience

Benefits

Hybrid working
Summer Fridays
Birthday Leave
Wellness Days
Work From Anywhere
Home Office Allowance
Paid Parental Leave
Sonder (24/7 mental health, medical and wellbeing support)
Monthly Team Events
Sydney HQ Perks (fresh fruit, snacks, great coffee, beautiful CBD office)
Novated Leasing (for Australian team)

About the Company

Hapana powers the world's best fitness brands, providing a platform for memberships, bookings, marketing, payments, and growth.
The fitness industry is booming, and Hapana is the technology underneath it.
Hapana has 117 people across Sydney, the US, UK, Brazil, Singapore and India, with its platform reaching studios and members globally.
Hapana is a growing global SaaS business.

Equal Opportunity

Hapana is an equal opportunity employer. People of all backgrounds, identities, abilities and experiences are welcome here, different perspectives are how we got this far, and how we'll go further.