Sales Manager

Who is Hapana?

Hapana is disrupting the market in leading a software solution in the fitness industry that helps gyms, fitness studios, and franchises unlock growth and efficiency. We have revolutionised the operations of multisite boutique businesses like F45, Gold’s Gym, BFT, STRONG Pilates, Fitstop, Vaura, KX Pilates, and more. Our all-in-one platform uses automated lead nurturing, captivating member experiences, multi-layered reporting, and advanced day-to-day operational controls to assist in growing member communities, expanding location footprints, and boosting revenue.

We're committed to fostering growth for our teams and clients through innovation and teamwork. Our business prides itself on its fast growth and dynamic industry, so we require humans with a vision to work with our small but mighty team. As a global company, we rely on open communication and people speaking up. Bring ideas, passion, and creativity to the role, and you’ll fit right in.

Job Summary:

The Sales Manager is a pivotal leadership role within Hapana's Sales organisation, responsible for building, leading and scaling a high-performing sales team across the ANZ region. This role combines strategic thinking with hands-on coaching to drive new business acquisition, team development and market expansion.

As Hapana's presence grows in ANZ, the Sales Manager will be instrumental in establishing our position in a competitive market, while building a repeatable, scalable sales motion that fuels sustainable growth. You'll lead a team of Account Executives (both acquisition and growth-focused) and SDR's, partnering closely with Marketing to optimise lead generation and with Customer Success to ensure seamless client handoffs and long-term retention.

Key Responsibilities:

Team Leadership & Development

• Build and scale the ANZ sales organisation by recruiting, onboarding and developing a high-performing team of 4–8 sales professionals, including Account Executives (Acquisition & Growth) and SDRs.
• Lead with impact by fostering a culture of performance, accountability and continuous learning where the team is motivated to achieve and exceed targets.
• Coach and mentor through regular 1:1s, pipeline reviews and deal strategy sessions to sharpen skills, enhance execution and remove barriers to success.
• Champion sales excellence by developing best-in-class playbooks and methodologies for prospecting, discovery, demos and closing across multiple customer segments.
• Collaborate cross-functionally with Marketing, Customer Success and Product to ensure seamless handoffs, aligned priorities and shared success metrics.

Sales Strategy & Execution

• Own the ANZ revenue number by driving new business and expansion targets across Australia and New Zealand.
• Define and execute go-to-market strategies by region, segment and channel identifying high-value opportunities and white space for growth.
• Position Hapana to win by maintaining a deep understanding of the competitive landscape (Mindbody, Glofox, ClassPass, Arketa, etc) and guiding the team on effective differentiation.
• Continuously refine the sales process, leveraging data insights and team feedback to improve conversion rates and deal velocity.
• Stay ahead of the market by tracking fitness industry trends, customer challenges, and emerging technologies to inform sales strategy and product alignment.

Pipeline & Forecast Management

• Ensure a healthy pipeline, maintaining 3–4x quota coverage and consistent progression through all opportunity stages.
• Deliver forecast accuracy through disciplined CRM management (HubSpot) and data-driven forecasting to senior leadership.
• Engage in key strategic deals, supporting complex negotiations, pricing discussions, and contract terms while empowering AEs to own outcomes.
• Partner with Sales Operations to optimise territory design, quotas, commission plans and performance reporting.

Strategic Partnerships & Enablement

• Work hand-in-hand with Marketing to optimise lead generation campaigns, demand creation and sales enablement content such as case studies, ROI tools and battle cards.
• Collaborate with Customer Success to drive strong onboarding experiences, customer adoption and expansion opportunities.
• Influence the Product roadmap by representing the ANZ market voice by sharing customer insights, competitive trends and feedback from the field.

Qualifications & Requirements

• 5-7 years in B2B SaaS sales, with a minimum of 2-3 years in a sales leadership role (Sales Manager, Team Lead, or similar) managing direct reports
• Proven track record of building, coaching and scaling sales teams in a high-growth SaaS environment, ideally $1-20M ARR stage
• Experience in the local market with strong understanding of local business culture, buying behaviors and regulatory considerations
• Quota-carrying background with prior experience as an individual contributor (Account Executive or similar) with consistent overachievement before moving into leadership
• Multi-product or multi-segment sales with experience selling to SMB, mid-market and/or franchise customers with different sales motions
• Fitness, wellness, or vertical SaaS experience with familiarity with gym/studio operations, or experience selling into the fitness/wellness industry
• Competitor knowledge with direct experience with or selling against Mindbody, Glofox, Gympass, ClassPass, Arketa or similar platforms
• Start-up or scale-up experience that thrives in ambiguous, fast-paced environments where processes are still being built and iteration is constant
• New market expansion that has experience launching or scaling sales operations in new geographic regions (bonus if APAC or ANZ specifically)
• Required to be in our Rosebery office a minimum of 3 days per week

Why Join Hapana?

• Be part of an innovative team transforming the fitness and wellness space with a brand new platform.
• A culture that lives our values building trust, daring to be the best and supporting each other
• Opportunities to make a lasting impact and grow your career in a dynamic, global organisation.
• Competitive salary, benefits, wellness perks, birthday leave including fitness initiatives and work-life balance policies.

Hapana 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, colour, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, disability status, or other protected characteristics.

If you have the experience, happy to wear multiple hats we want to hear from you. We thank you in advance for taking the time to apply, please note that only shortlisted candidates will be contacted for an interview. No recruitment agencies please.