Strategic Partnerships Director, Wellhub
Salary not provided
Excel
Google Sheets
Expert level
London
Employee fitness & wellness platform
Open for applications
Employee fitness & wellness platform
1001+ employees
B2CB2BFitnessWellbeing
Open for applications
Salary not provided
Excel
Google Sheets
Expert level
London
1001+ employees
B2CB2BFitnessWellbeing
Company mission
To ignite and fuel every journey to feel good, through its complete corporate wellbeing platform.
Role
Who you are
- Experience & Management: Minimum of 10+ years in Account Management or Strategic Sales, with mandatory experience in directly managing and developing high-performing teams
- Commercial Track Record: Proven history of originating new business and closing complex, long-term agreements. Must demonstrate a track record of exceeding targets and unlocking "hard-to-win" inventory
- Financial & Analytical Acumen: Expert capability in margin analysis, financial modeling, and data interpretation (Excel/Sheets) to structure profitable deal terms and inform strategy
- Strategic Negotiation: Demonstrated success in navigating complex commercial environments and leading high-stakes negotiations to drive consensus
- Executive Communication & Presentation: World-class ability to deliver high-stakes pitches to C-suite audiences with clarity and visual impact (expert in Google Slides/PowerPoint). You must be able to translate the Wellhub vision into compelling stories for partners while effectively cascading strategy and feedback to your internal team
- Strategic Relationship Building & Influence: Proven ability to penetrate complex decision-making structures and rapidly build trust with C-suite stakeholders. You must be able to convert skeptics into champions to drive consensus and strategic alignment, navigating complex topics to secure long-term partnerships
- Strategic Thinking: Ability to look beyond daily tasks to develop long-term strategies that achieve OKRs. You must skillfully balance the retention and growth of current key partners with the aggressive acquisition of new enterprise targets
- Priority Setting: Ability to ruthlessly prioritize between the 'Player' demands of personally managing your own small set of Tier 1 accounts and the 'Managing' demands of hiring, training, and driving the performance of your hybrid team
- Cross-Functional Leadership: Experience leading the 'deal team' without direct authority, effectively mobilizing internal resources (Legal, Finance, Integration, Marketing) to move complex opportunities from stage to stage through to a successful launch
- Commercial Tenacity & Problem Solving: Demonstrated 'out-of-the-box' thinking and resilience to open doors that others cannot. You must possess the ingenuity to find novel solutions to commercial hurdles and the tenacity to navigate rejection, ensuring no opportunity is lost
- Financial & Market Acumen: Sharp financial understanding with the ability to analyze complex data sets for pricing and ROI. You must pair this with deep industry insight, acting as a trusted peer to gym operators and staying ahead of market trends to maintain authority
- We strongly encourage all aspiring applicants to go for it, even if they don't match the job description 100%
- For this specific role, please note that prior experience in Account Management or Strategic Sales, as well as direct experience managing and developing high-performing teams, is a mandatory requirement
What the job involves
- We are seeking a strategic, high-impact leader to join us as the Partners Wishlist Director, reporting directly to the Head of UK&I Partnerships
- This is a pivotal "player-manager" role responsible for owning the relationships with the UK’s largest and most critical fitness operators
- You will lead the Wishlist team regionally, focusing on strategic account management and team leadership
- You will balance executive day-to-day tasks with long-term strategic planning, ensuring alignment with company goals and fostering a high-performance team environment
- As a Player: You will personally manage a select portfolio of 2–3 major enterprise partner accounts (Tier 1)
- You will operate at the C-suite level, ensuring sustainable growth and retention, and maximizing the commercial value of these partnerships
- You will act as a "go-to" industry expert, engaging investors and ensuring alignment with partners' future directions
- As a Manager: You will manage a high-performing hybrid team comprising Partner Success Executives and a Senior Strategic Seller
- Your mandate is to build the team: recruiting, hiring, and training members to ensure full capacity
- You will guide the Success team in protecting the core portfolio and drive the Senior Seller to unlock the remaining "Wishlist" targets (the biggest enterprise gyms and studios not yet on our network)
- You will shape the team’s strategy, leading key projects and initiatives while influencing decisions outside immediate scope
- Strategic Team Leadership: Lead and manage the Wishlist team, providing direct supervision to 3 Senior individual contributors
- Offer guidance and support for their performance and development while ensuring alignment with company objectives
- Develop and implement strategies to achieve OKRs, driving the team towards common goals
- Enterprise Account Management (Player Focus): Personally oversee strategic account management for 2–3 key Tier 1 partners
- Ensure partner satisfaction, growth, and profitability
- Engage in account management with strategic partners, conduct meetings and follow-ups, and ensure alignment with their future directions
- Drive New Business Growth: Supervise and strategize with the Senior Strategic Seller to penetrate high-priority target accounts
- Support the execution of creative engagement strategies to open doors with high-impact operators
- Assist in closing complex, long-term commercial agreements
- Market Strategy & Analysis: Analyze and interpret reports and data to inform decision-making and strategic planning
- Stay up-to-date with the health industry, participate in forums, networking, and associations
- Help the Head of UK&I build a picture of the market performance and identify political entities to win with
- Commercial Optimization: Clean up past contracts to ensure they are aligned with current sets
- Lead commercial negotiations to secure sustainable deal structures that ensure win-win outcomes while adhering to financial guidelines
- Focus on retaining partners sustainably and growing for the long term
- Internal Collaboration: Facilitate communication and collaboration with internal stakeholders (SMB, Strategy and Ops, Product Management, Partner Integration, Marketing, Finance, Legal and CX) to align strategies and initiatives
- Remove internal process blockers to create a high-functioning, motivated culture
- Live the mission: inspire and empower others by genuinely caring for your own wellbeing and your colleagues
- Bring wellbeing to the forefront of work, and create a supportive environment where everyone feels comfortable taking care of themselves, taking time off, and finding work-life wellness
Salary benchmarks
Our take
Employees are demanding more of their workplaces, and fitness is one of the areas they think employers can do better. Wellhub, formerly Gympass saw this opportunity and offers corporate customers a benefit that will excite their employees - allowing them to try new sports such as yoga, pilates, spinning, and martial arts across a variety of locations.
Wellhub is able to offer top-of-the-line gyms and wellness plans or programs that would be otherwise unavailable to the employees at prices that are far below market rate. They have been able to succeed at this by focusing on strategic gym partnerships, and creating an ecosystem that can satisfy any type of customer.
Backed by several rounds of significant funding, the company doubled down on strategic acquisitions to ease its entrance into new markets and has been steadily expanding its teams and offerings to bring the company closer to global market domination. A recent collaboration with Apple Fitness+, which sees the app added to Wellhub's suite of fitness services, shows that the company is mindful of what modern employees want from their benefits packages.
Steph
Company Specialist at Welcome to the Jungle
Insights
Top investors
23% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Aug 2023
$85m
SERIES F
Jun 2021
$220m
SERIES E
Total funding: $795m
Company benefits
- Culture of wellbeing: We actively encourage all our employees to prioritize their wellbeing and incorporate wellness into their weekly work routine.
- Wellhub membership: All of our team members receive our Gold membership for free which provides access to gyms, studios, classes, training, apps, and more!
- Competitive rewards: We offer competitive compensation packages in all markets we operate, as well as equity programs based on individual and company performance.
- Core health benefits: We ensure all employees receive preferred options for healthcare, dental, and vision coverage in support of their physical health.
- Paid time off: Get a minimum of 25 days of paid leave per year. All team members get extra days off for approved local holidays and their birthdays.
- Flexible work policy: Our flexible work policy, known as “The Way We Work” provides the ability to maximize the benefits of remote and flexible work arrangements.
- Parental leave: We love our new parents (and their babies) on our team! In support, we provide substantial paid leave so you can focus on your growing family.
- Learning & training: With free access to Udemy classes online and in-person learning opportunities, all employees are enabled to grow their skill sets.
- Career growth: Employees can take their careers further with our robust internal recruitment process for promotional and developmental opportunities.
Company HQ
Gramercy Park, New York, NY
Leadership
Cesar Carvalho
(Co-Founder & CEO)Previously worked as a Consultant at McKinsey. Head of Business Development for CVC (travel company in Brazil). Studied for an MBA at Harvard before dropping out to start Gympass (now Wellhub).
Joao Barbosa
(Co-Founder & VP of Partners BRazil)Began their career as a Risk Analyst at Santander. Worked as a Senior Analyst then Coordinator of Business Performance at CVC.
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