Sales Representative - Fitness/Wellness

Overview

You're selling Momence, an all-in-one studio management platform, to owners and operators of fitness studios, yoga studios, gyms, spas, and dance schools. You'll be doing full-cycle sales—prospecting, demoing the platform, handling objections about switching from their current setup, and closing deals. Most of your buyers are small business owners who are busy running classes and don't have a lot of time for sales calls.

Role Snapshot

Company Context

Stage: Growth-stage (139 employees, likely Series A/B funded)

Size: 139 employees

Growth: Hiring for sales suggests expansion phase, building out GTM team

Market Position: Challenger in a fragmented market—competing against Mindbody, Pike13, Zen Planner, and studios using Stripe + Google Calendar + spreadsheets

GTM Reality

Pipeline Sources:

• 30% Inbound - Studio owners searching for alternatives to current software, free trial signups
• 60% Outbound - Cold calling, LinkedIn outreach to studio owners, local studio directories
• 10% Referrals - Happy customers referring other studio owners

SDR/AE Structure: Likely self-sourcing with possible SDR support (company size suggests hybrid model)

SE Support: No dedicated SE—you're demoing the platform yourself

Competitive Landscape

Main Competitors: Mindbody (market leader), Pike13, Zen Planner, Glofox, plus studios using Stripe + manual systems

How They Differentiate: All-in-one consolidation play—trying to replace 3-5 different tools with one platform

Common Objections: "I just switched to [competitor] last year", "Too expensive for my small studio", "My current setup works fine", "I don't have time to migrate everything"

Win Themes: Time savings on admin work, better member retention tools, easier lead conversion, all data in one place

What You'll Actually Do

Time Breakdown

Prospecting (40%) | Active Demos/Deals (35%) | Admin/Internal (25%)

Key Activities

• Cold outreach to studio owners: You're building lists from Google Maps, Instagram, studio directories. Calling and emailing owners who are busy teaching classes, so most calls go to voicemail. You're trying to book 15-20 demos per week.
• Product demos: Walking studio owners through the platform—showing booking automation, member management, billing, marketing tools. Demos are 30-45 minutes. You need to understand their current tech stack to show relevant features.
• Handling implementation concerns: Studio owners worry about migrating member data, learning new software, and downtime during transition. You're selling against status quo as much as competitors.
• Closing small deals: Working pricing objections with studio owners who have tight margins. Often need to get spouse/business partner approval. You're sending contracts via DocuSign and following up 3-4 times before getting signatures.

The Honest Reality

What's Hard

• Studio owners are extremely busy running classes and often don't prioritize sales calls—expect lots of rescheduling and no-shows
• You're asking them to change core business systems, which is scary for small business owners who can't afford downtime
• Deal sizes are small, so you need volume—if quota is $40K/month, you need 5-8 deals closed
• Fitness/wellness industry has high churn (studios go out of business), so you're sometimes selling to businesses that won't survive the year
• Competition is fierce and cheaper alternatives exist (or they can piece together free/cheap tools)

What Success Looks Like

• Booking 15-20 demos per week from a mix of outbound and inbound
• Converting 25-30% of demos to closed deals within 4 weeks
• Building pipeline of 40-50 active opportunities at any given time
• Closing 6-10 new studios per month at $4-6K ACV average

Who You're Selling To

Primary Buyers:

• Studio owners (often founder-operators who teach classes themselves)
• Studio managers/operators (at larger multi-location studios)

What They Care About:

• Time savings—they're overwhelmed with admin work and want to spend more time teaching/growing the business
• Member retention—keeping clients engaged and reducing churn is a top priority
• Easy lead conversion—turning intro class attendees into paying members
• Simple pricing—they have tight margins and need clear ROI
• Easy implementation—they can't afford to shut down operations to switch systems

Requirements

• 2-3+ years of B2B sales experience, ideally selling software to small businesses
• Deep familiarity with fitness/wellness industry (either worked in studios or been heavily involved as a client)
• Comfort with high-volume prospecting—you need to make a lot of calls to busy small business owners
• Ability to demo software without technical support—you're the SE too
• Experience navigating small business buying processes (often slower and more emotional than corporate sales)
• Comfortable with rejection and long follow-up cycles with distracted prospects