• Develop robust, insight-driven account plans for named, high-potential accounts, balancing long- and short-term opportunities. • Utilize whitespace analysis to develop targeted territory outreach strategies, events & campaigns. • Incorporate insights from win/loss reports to optimize pipeline composition and align deal strategy to client potential and segment. • Build tailored engagement strategies across multiple clients and stakeholders, expanding influence from operational contacts to senior and executive-level decision-makers. • Adapt communication and consultative approach based on account size, buyer archetype, and clinical or operational priorities. • Collaborate with Customer Success Managers to identify expansion opportunities during pre-sales, delivery, and post-launch to ensure long-term account value realization. • Lead thoughtful, insight-driven sales conversations that surface stated and unstated client needs, aligning PCC solutions to high-impact problems. • Facilitate ROI and outcome-based selling by contextualizing PCC platform capabilities to support sales efforts within each client’s financial and care delivery model. • Broaden stakeholder buy-in by elevating discussions from tactical features to strategic transformation and long-term value. • Maintain deep knowledge in PCC platform’s capabilities, new product releases, and healthcare policy trends relevant to the assigned region. • Tailor solution sets based on payer mix, staffing model, financial drivers, and organizational priorities across clients in the assigned territory. • Leverage internal SMEs and curated customer stories, webinars, case studies and clinical outcomes data to support the value narrative and inspire trust. • Structure complex deals creatively using tiered pricing, phased deployments, and value-based packaging. • Clearly communicate pricing models, ROI metrics, and financial trade-offs in customer-friendly language, supported by business case development. • Consistently deliver bookings results that meet or exceed assigned quota by leveraging data-driven insights, dynamic pricing guidance, and optimized sales enablement tools. • Collaborate closely with Customer Success to ensure smooth handoffs, sustained adoption, and high customer retention. • Act as the primary account owner, orchestrating a cross-functional team to deliver cohesive client value. • Support internal team enablement by sharing market insights, competitor feedback, and evolving client needs with sales leadership and marketing.

• Responsible for contacting large multinational companies in the e-commerce sector • Setting up and implementing a sales plan • Pitching targeted customers • Close cooperation with the regional sales teams and senior management

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. About the Role As a Field Account Executive, you will be responsible for acquiring high-value new fitness, wellness, or other partners for the ClassPass platform within your assigned market. You'll be embedded in your market, building strong relationships with the fitness and wellness industry and being the first to know about the best local studios and spas, including new openings. What you will be doing? - Engaging directly with potential partners to grow the business. - Consistently hitting or exceeding monthly quotas for new venues added to the ClassPass network. - Leading with a "field-first" mindset, prioritizing in-person outreach through drop-ins, meetings, and events. - Identifying and attending networking opportunities to build strong connections within your regional community. - Maintaining accurate and up-to-date records in Salesforce for reliable forecasting. - Presenting higher-level readouts and pitch decks to prospective partners. What are we looking for? - 1-2 years of sales experience, primarily in fast-paced B2B transactional sales using both field and inside sales tactics. - Proven sales record of consistently over-performing on monthly quotas and OKRs. - Familiarity with or professional connections within the local fitness and wellness industry is a plus. - Proficiency with Salesforce, Salesloft, and Microsoft Suite. Who we are At Mindbody we drive the growth of our software solutions and inventory, but our mission goes beyond sales. The SMB Sales team is committed to helping our customers achieve their business goals, fostering their success, and removing barriers through innovative solutions from our suite of products. We pride ourselves on being strategic, collaborative, and solution-oriented. About the right team member As an SMB Account Executive at Mindbody, also known here as our Sales Specialists- you’ll be responsible for hitting sales targets within a dynamic inside sales environment. Your role focuses on the total addressable market while consistently maintaining revenue goals. You’ll engage prospects through a variety of channels, including outbound calls, emails, texts, and social media interactions. The SMB Sales Specialist empowers health, wellness, and beauty professionals to reach their fullest potential by delivering tailored technology solutions. About the role - Drive sales growth through proactive outbound cold calls, lead generation, converting inbound leads, and closing deals with single-location clients. - Initiate sales activities across multiple channels—phone, text, and email—covering all stages of communication: cold outreach, follow-ups, demos, and reminders. - Showcase Mindbody’s software and partner solutions to prospective clients, helping them choose the ideal products to meet their unique needs within a targeted niche. - Consult with prospects to understand their challenges, guide them in selecting the right Mindbody solution, and address any questions. - Build and nurture strong business relationships with potential clients to generate new opportunities. - Manage your sales pipeline effectively and provide accurate forecasts of business performance on a monthly and quarterly basis. - Consistently meet and exceed monthly and quarterly sales quota goals. - Prepare clear, concise proposals/quotations for prospects upon request, in collaboration with your manager. - Identify competitive advantages and key differentiators in the market to strengthen positioning and stay ahead of competitors. - Plan and organize your daily, weekly, and monthly sales strategy to maximize productivity and return on investment. - Stay up-to-date with product enhancements, including software updates, new partner offerings, and market trends, and keep track of competitor activity within our core verticals. Skills & experience - 3+ years of proven sales closing experience, ideally within a SaaS company. - Strong technical acumen with a deep understanding of APIs, SaaS, cloud computing, and web technologies. - Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Access, Publisher). - Excellent written and verbal communication skills, with strong presentation abilities. - High attention to detail, with excellent organizational skills. - Experience or a strong interest in the health & wellness industry is preferred. - A Bachelor’s Degree in Business Administration or equivalent relevant experience is required. What's in it for you? We're committed to supporting you both inside and outside of work, offering a comprehensive benefits package that prioritises your health, wellbeing, and future: Fully Remote Position. Time Off: Generous paid time off, plus company-wide monthly wellness days to recharge. Health and Wellness: - Private Health Insurance (AXA) - Dental Insurance (BUPA) - Monthly Wellness Stipend (Benepass) - Calm Subscription - Discounted ClassPass Plan - Spring Health Mental Health Support Financial and Future: - Royal London Pension Scheme: Up to 6% employer match - Life, Income & Critical Illness Insurance - Carrot Fertility Benefits: Support for family planning with available funds Additional Perks: - BenefitsHub Platform: Access to a wide range of exclusive discounts. - Bonusly Reward Recognition - Cycle-to-Work Scheme - Eye Test Vouchers 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. By entering your email and phone number and submitting your application, you consent to receive emails, calls and SMS about your application and other roles at The Company, including by auto-dialer. Message and data rates may apply. Opt-out or text STOP to cancel at any time. If you are a California resident or reside outside the United States then by submitting your application you confirm that you have read, understood, agree and - where applicable - grant your prior, free, informed and express consent for the processing of your personal information, including sensitive personal information, as described in our California Applicant Privacy Notice or International Applicant Privacy Notice (as applicable).

FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 100+ countries make better decisions. Join our world-class team today and fulfill your career potential! At FICO, we are always looking for exceptional talent to drive our ambitious growth strategy. While we may not have an immediate opening, this is a general posting for outstanding leaders who specialize in enterprise technology sales and client relationship management within the financial services sector. If you’d like to learn more, we encourage you to introduce yourself so that we can begin a conversation and consider you for opportunities as they arise. The Opportunity "FICO is looking for a dynamic and results-driven Regional Sales Director to lead our North American Insurance sales team. Insurance is FICO's strategic growth segment, and this is a rare opportunity to shape its direction, accelerate growth, and establish FICO as the partner of choice for insurers across the continent. You'll own the North American insurance territory, lead a high-performing team, and bring equal obsession with delivering results and developing the people who drive them — because at FICO, we believe sustainable growth is built on the strength of the team behind it. If you're a leader who wins through your people while embodying our values of Act Like an Owner, Delight our Customers, and Earn the Respect of Others, we want to hear from you. We are looking for a leader who combines commercial excellence with cultural leadership — someone who arrives with a clear point of view on what great looks like, the discipline to build a business plan that reflects it, and the presence to set the tone for how the team operates day in and day out." - Hiring Manager What You'll Contribute - Develop and execute a North American insurance territory strategy focused on driving growth across P&C and life segments, while identifying expansion opportunities in other specialty lines. Go beyond high-level direction by owning a detailed business plan built to overachieve consistently — defining the strategy, the culture, and the operating standards that enable your team to perform at their best quarter after quarter. - Build trusted relationships with senior executives at North America's leading insurance carriers, brokers, reinsurers, and key ecosystem partners to drive strategic alignment, gather customer feedback, and elevate FICO's thought leadership in the market. - Deliver consistent revenue growth through complex, multi-stakeholder enterprise deals, expanding strategic accounts and driving long-term value creation. - Champion value-based selling, principled negotiation, and value realization as core disciplines across the team — ensuring every engagement is anchored in the customer's business outcomes and that FICO's impact is clearly demonstrated and sustained across the full client lifecycle. - Champion MEDDPICC as the team's common language for deal management, coaching reps on opportunity qualification, deal strategy, and pipeline progression through regular one-on-ones, deal reviews, and performance conversations. - Foster a highly collaborative, cross-functional environment, aligning Marketing, Pre-Sales, Customer Success, Product, Professional Services, Legal and FP&A around shared client outcomes to deliver solutions that address the specific compliance, integration, and business requirements of insurance clients. - Leverage and orchestrate strategic partner ecosystems — including GSIs, consulting firms, and industry partners — to accelerate growth, extend coverage, and ensure successful delivery. - Develop and retain top talent by pairing a relentless focus on revenue outcomes with a genuine investment in your people. - Lead from the front by modeling the coachability and commitment to continuous learning you expect from your team — making it visible through your own actions that growth is a personal responsibility, not a corporate initiative. - Promote a culture of curiosity, innovation, and continuous improvement, encouraging the team to anticipate market trends, challenge conventional approaches, and bring their best thinking to every client engagement. - Model owner-minded leadership that earns trust from your team, clients, and senior stakeholders. What We're Seeking - 10+ years of enterprise sales experience, with 2–3+ years in a sales leadership role; direct experience selling into the North American insurance market strongly preferred. - Deep familiarity with the insurance landscape across P&C and life sectors, with the ability to engage credibly with senior executives on underwriting, claims, fraud, and risk management. - An established network of C-suite and senior executive relationships at North American insurance carriers, brokers, and reinsurers, with the credibility to open doors and accelerate enterprise deals across the ecosystem. - Proven track record of consistently exceeding revenue targets and driving sustained growth in complex, regulated markets, backed by the strategic discipline to build and execute a detailed business plan that sets the team up to overachieve — not just meet — expectations. - Demonstrated ability to build, coach, and scale high-performing, geographically distributed teams, with a personal commitment to continuous learning and development that makes the people around you better. You model coachability, actively seek feedback, and lead from the front. - Hands-on experience coaching teams on MEDDPICC or a comparable enterprise sales methodology. - A strong command of value-based selling and negotiation, with the ability to connect FICO's solutions to measurable client outcomes and sustain that value narrative across the full customer lifecycle. - Strong communication and interpersonal skills, with the ability to build trust, influence stakeholders, and operate effectively across a matrixed organization. - Experience leveraging partner ecosystems to scale go-to-market and delivery capabilities. - Curiosity and strategic thinking, with the ability to connect industry trends, client needs, and FICO's solutions into compelling value propositions. - Equal obsession with hitting numbers and developing people, with a track record of building teams that consistently perform at a high level over time. - Ability and willingness to travel for customer meetings, internal and external events. Our Offer to You - An inclusive culture strongly reflecting our core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others. - The opportunity to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences. - Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so. - An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie. - The targeted base pay range for this role is: $136,500 to $214,500 with this range reflecting differences in candidate knowledge, skills and experience. #LI-AJ1 #LI-Remote Why Make a Move to FICO? At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics. You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more. FICO makes a real difference in the way businesses operate worldwide: • Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders. • Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems. • Lending — 3/4 of US mortgages are approved using the FICO Score. Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career. Join FICO and help change the way business thinks! Learn more about how you can fulfil your potential at www.fico.com/Careers FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply. Information submitted with your application is subject to the FICO Privacy policy at https://www.fico.com/en/privacy-policy