Enterprise Director, Strategic Accounts

Join ABC Fitness and become part of a culture that’s as ambitious as it is authentic. Let’s transform the future of fitness—together!

Our Values

Best Life

We believe great work begins with great people. That’s why our culture is built on respect, trust, and belonging. We create an inclusive environment where every team member can bring their authentic self to work—because diverse perspectives drive innovation and meaningful impact.

Growth Mindset

We are doers, thinkers, and dreamers. At ABC Fitness, your growth is our investment. Through continuous learning, mentorship, and professional development opportunities, we empower you to reach new heights—personally and professionally.

One Team

From day one, you’ll be part of a team that collaborates, celebrates, and cares. We move fast, support one another, and have fun along the way. Because when you thrive, we all thrive.

OVERVIEW 

ABC Fitness powers the operators shaping the future of the fitness industry. As Enterprise Director, Strategic Accounts, you will own and grow our Top 100 prospects globally for ABC Fitness, studio, and enterprise operator relationships across North America and EMEA. 

Reporting to the VP, Global Sales, you will build a data-backed territory strategy, create executive-level pipeline, and personally advance complex, high-value sales cycles from first conversation through signature. This is a hands-on enterprise sales role with significant cross-functional influence: you will lead a dedicated enterprise pod through strategy, prioritization, and operating cadence, while partnering with Marketing, Solutions, Revenue Operations, Customer Success, Product, Legal, and Finance to win and expand strategic accounts. 

Success in this role means creating demand, building executive consensus, improving forecast discipline, and landing durable enterprise relationships that support ABC’s growth and customer impact. 

WHAT YOU’LL DO 

• Build and continuously refine a territory plan for top strategic gym and studio accounts, prioritizing opportunities by fit, propensity, expansion potential, and enterprise value. 

• Create qualified enterprise pipeline through account-based outreach, executive networking, event-driven engagement, and disciplined follow-up across priority accounts. 

• Run complex, multi-stakeholder sales cycles from discovery through signature, including executive alignment, business-case development, procurement navigation, negotiation, and mutual action planning. 

• Personally close high-value enterprise opportunities while expanding existing portfolio relationships through additional products, services, and strategic use cases. 

• Lead the enterprise pod through influence by setting target-account priorities, sequencing work, and aligning SDR, solution advisory, mobile, marketing, and technical resources to the close plan. 

• Partner with Marketing and Events to design account-based campaigns, executive roundtables, and VIP experiences that create meaningful engagement with priority buyers. 

• Maintain a clean, current, and defensible pipeline in Salesforce, with accurate stage management, close dates, MEDDIC-style qualification, and weekly forecast discipline. 

• Bring structured customer, competitive, and commercial insight back to Product, Pricing, Customer Success, and Sales leadership to strengthen ABC’s enterprise go-to-market motion. 

WHAT YOU’LL NEED 

• Experience in B2B software or SaaS sales with a strong focus on enterprise, multi-stakeholder, and high-complexity commercial cycles. 

• A demonstrated record of personally closing large enterprise opportunities, including deals with senior executive sponsors including c-suite leaders, finance, procurement, operations, and technical stakeholders. 

• Ability to build territory strategy from a blank page, translate strategy into pipeline coverage, and operate with disciplined weekly and quarterly execution. 

• Strong command of value-based selling, executive discovery, account mapping, mutual action planning, negotiation, and commercial risk management. 

• Ability to reframe buyer thinking, create urgency, and help customers move through indecision in long, consensus-driven enterprise sales cycles. 

• Proven skill orchestrating cross-functional resources across Solutions, Marketing, Customer Success, Legal, Finance, Revenue Operations, Product, and executive leadership. 

• Experience leading work through influence, including coordinating SDRs, solution advisors, sales engineers, specialists, or other pod resources who may not report directly to you. 

• High ownership of CRM hygiene, forecast accuracy, deal documentation, and operating rigor. 

AND IT’S GREAT TO HAVE 

• Fitness, wellness, payments, vertical SaaS, or multi-location operator experience. 

• Experience selling into centralized and franchised operating models across multiple regions or countries. 

• Familiarity with enterprise sales frameworks such as MEDDIC, MEDDPICC, Challenger, SPIN, or JOLT. 

• Experience partnering with Marketing on executive events, account-based campaigns, or strategic customer experiences. 

• Comfort operating across North America and EMEA time zones 

WHAT SUCCESS LOOKS LIKE 

• Enterprise ARR performance is on track against quota, with a healthy mix of net-new strategic wins and expansion across priority accounts. 

• The top-account territory plan is clear, data-backed, and consistently translated into pipeline creation, executive engagement, and close-plan execution. 

• Strategic opportunities are well-qualified, multi-threaded, forecastable, and supported by aligned internal resources. 

• The enterprise pod is operating with clear priorities, strong accountability, and visible contribution to pipeline quality and deal progression. 

• ABC gains sharper customer and market insight from your account work, improving product feedback, pricing input, customer references, and enterprise go-to-market strategy. 

We’re committed to diversity and passion, and encourage you to apply even if you do not tick every listed skillset. 

ABC’S COMMITMENT TO DIVERSITY, EQUALITY, BELONGING AND INCLUSION 

ABC is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We are intentional about creating an environment where employees, clients, and other stakeholders feel valued and inspired to reach their full potential and make authentic connections. ABC leaders believe that an equitable and inclusive culture is not only the right thing to do, it is a business imperative. 

ABOUT ABC 

ABC Fitness is the premier provider of software and related services for the fitness industry and has built a reputation for excellence in support for clubs and their members. ABC is a trusted provider helping club operators improve performance and create a total fitness experience for members across multi-location chains, franchises, independent gyms, studios, and other fitness businesses. 

Founded in 1981, ABC helps gyms and health clubs globally perform better and more profitably through comprehensive SaaS club management solutions. ABC Fitness is a Thoma Bravo portfolio company, a private equity firm focused on investing in software and technology companies. 

Compensation for this role will be determined based on a variety of factors, including relevant experience, qualifications, skills, geographic location, and market considerations. The anticipated compensation range for this position is -

WHAT’S IN IT FOR YOU:

• Purpose led company with a Values focused culture – Best Life, One Team, Growth Mindset
• Time Off – with our open PTO policy, we offer flexibility in how and when you take PTO!
• Days of Disconnect – once a quarter, we take a collective breather and enjoy a day off together around the globe. #oneteam
• Parental & Pawternity Leave – we offer leave for when your family grows by two feet or four paws!
• Best Life Perk – we are committed to meeting you wherever you are in your fitness journey with a quarterly reimbursement
• Medical/Dental/Vision coverage
• EAP – we get you help when you need it. Period.
• Premium Calm App – enjoy tranquility with a Calm App subscription for you and up to 4 dependents over the age of 16
• And more! – so many benefits we couldn’t even fit them all here!

At ABC Fitness, we don’t just build technology—we build communities and transform lives. Your work matters here, your growth is supported, and your voice is heard. We welcome diverse talent and encourage you to apply, even if you don’t meet every requirement.

ABC’S COMMITMENT TO DIVERSITY, EQUALITY, BELONGING AND INCLUSION: 

ABC is an equal opportunity employer committed to diversity, equity, and inclusion. We strive to create a workplace where every employee, client, and partner feels valued, inspired, and empowered to reach their full potential. For us, inclusion isn’t just the right thing to do—it’s a business imperative. Learn more at abcfitness.com

About ABC Fitness

ABC Fitness is the #1 software provider for fitness businesses of any size, all around the world. Supporting 30K clubs, 650K coaches, 40M members, and processing more than $12B in payments every year, ABC Fitness provides scalable, data-driven solutions to simplify club management and engage members and clients.

From personal trainers, boutique studios, and gyms, to international franchise health clubs, ABC Fitness will move your business forward through technology and industry insights. Innovation is at the center of everything we do, across ABC Glofox, ABC Ignite, ABC Trainerize, and ABC Evo. Let's make your fitness vision a seamless reality, together. Learn more at abcfitness.com

#LI-REMOTE