Account Director, EMEA

About the role

This role is defined by the ambition to treat the employer-employee relationship as a primary strategic frontier, demanding fresh thinking and a holistic perspective from the very beginning. The hire owns the complete commercial lifecycle for a portfolio of the most strategic enterprise accounts in EMEA, integrating new sales, retention, and expansion into a single, cohesive strategy. You will operate as the chief orchestrator of the customer journey, aligning every touchpoint to deliver tangible business outcomes and reinforce the promise of human transformation. Success in this position means moving beyond transactional metrics to build enduring, mission-driven partnerships that redefine how organizations unlock human potential. The role requires a rare blend of executive presence and operational rigor, as you navigate complex ecosystems to ensure that BetterUp's value is realized, communicated, and amplified at every level. Ultimately, this is a position for a leader who views partnership as the foundation of growth and is committed to the deepest form of client stewardship.

Key facts

What you'll do

• Architect and own the comprehensive account strategy for flagship EMEA customers, conducting deep discovery sessions with customer executives and aligning with BetterUp leadership to define long-term commercial roadmaps.
• Assume full responsibility for the revenue lifecycle, owning and exceeding expansion, renewal, and retention targets for a portfolio of named strategic accounts.
• Spearhead proactive relationship development within new strategic accounts, leveraging sophisticated prospecting, targeted networking, and seamless collaboration with the marketing organization to uncover latent needs.
• Orchestrate and lead high-stakes commercial negotiations and contracting processes, acting as the primary advocate for customer interests while ensuring alignment with BetterUp's strategic objectives.
• Navigate intricate, matrixed organizational structures with agility, identifying and cultivating internal champions who will amplify the BetterUp value proposition.
• Function as a trusted advisor and primary point of contact for C-suite stakeholders, coaching them on Talent and Human Resource transformation strategies and articulating how BetterUp directly advances core business objectives.
• Drive member engagement and utilization to demonstrable levels of success, translating data and insights into actionable strategies that enhance the client's return on investment.
• Execute expert-level, cross-functional collaboration with the post-sales team, Customer Success Managers, Delivery Managers, and Business Development to ensure flawless communication, strategic alignment, and unified account direction.
• Partner intimately with Product and Engineering teams, providing critical frontline insights, managing roadmap prioritization based on client impact, and securing access to beta customers for solution validation.
• Continuously refine the sales motion and customer playbook, adapting tactics to the unique dynamics of a startup environment and embedding a mindset of relentless learning and innovation.

Requirements

• Possess a minimum of 10 years of cumulative sales experience, with at least 5 years dedicated to enterprise consultative selling methodologies.
• Demonstrate a proven history of selling complex solutions to Chief Experience Officers and other CXO-level decision-makers within Fortune 500 and similarly scaled organizations.
• Consistently rank in the top 10 to 20 percent of your peers in terms of performance, showcasing an unrelenting drive to over-achieve against demanding quotas.
• Have direct, personal experience leading and closing enterprise deals characterized by multiple buyers and complex decision cycles, with a value proposition exceeding one million dollars.
• Exhibit an insatiable appetite for growth, a commitment to leading by example, and the resilience to thrive in ambiguous and high-pressure situations.
• Bring prior, ideal experience selling into Chief Human Resources Officers and leaders of Talent Acquisition, Learning, and Development transformation initiatives.
• Maintain exceptional executive presence, with the ability to communicate compellingly and persuasively in both written and verbal formats at the highest organizational levels.
• Leverage high emotional intelligence to navigate complex stakeholder landscapes, influencing through empathy, negotiation, and sophisticated problem-solving.
• Operate in a process-driven manner, demonstrating meticulous organization and the self-motivation required to manage a complex portfolio of accounts without direct supervision.
• Achieve technical proficiency with core sales platforms, specifically Salesforce, to accurately manage the full sales cycle and derive actionable insights.
• Show a proven ability to adapt and iterate sales methodologies in response to the fast-paced, evolving dynamics of a startup selling environment.

Nice to have

• Prior experience selling into CHRO and Heads of L&D/Talent/Transformation work (ideal, not required).

Practical notes

Employees are expected to be available to work from one of our office hubs at least two days per week, or eight days per month. Our Europe hub locations are London, UK. Please ensure you can realistically commit to this structure before applying.