Senior Enterprise Account Manager

About the role

This role is built for a sales leader who thrives in a fast-paced, mission-driven environment where human transformation is the ultimate product. You will own the full sales cycle for strategic enterprise clients, acting as the primary driver of revenue and expansion within your portfolio. The position demands a consultative approach where you partner directly with CXOs to solve complex talent and leadership challenges. You will leverage data and AI not as replacements for human connection, but as tools to deepen relationships and quantify impact. Success in this role requires a rare blend of strategic foresight, operational discipline, and genuine care for client outcomes. You will be expected to navigate intricate corporate landscapes to uncover hidden champions and build lasting advocacy. Ultimately, this is a role for a high-energy architect who shapes the future of work by aligning BetterUp's capabilities with the most critical business objectives of our clients.

Key facts

What you'll do

Develop and execute multi-year account strategies in direct collaboration with customer executives and BetterUp leadership to align on shared objectives.

Own and exceed expansion and renewal targets for a portfolio of named strategic accounts, ensuring consistent growth and retention.

Proactively prospect and network within strategic accounts to identify new opportunities and forge partnerships with the BetterUp marketing team.

Lead complex commercial conversations, guiding customers through the contracting process to ensure a seamless and successful end-to-end experience.

Navigate intricate, matrixed organizational structures to identify and cultivate internal champions who will advocate for BetterUp's value.

Consult and coach customers on holistic Talent and HR strategy, clearly demonstrating how BetterUp directly aligns with and advances core business objectives.

Serve as the primary point of contact for key accounts, driving member engagement and delivering demonstrable, quantifiable results.

Practice expert-level internal cross-functional collaboration, working closely with the post-sales team, Customer Success Managers, and Delivery Managers.

Act as a critical liaison with the BU Product and Engineering teams, following established processes while advocating for client needs in roadmap prioritization.

Leverage AI-driven tools and insights to enhance client engagement, identify precise growth opportunities, and improve overall account performance.

Utilize AI-generated data analysis to quantify impact on client outcomes such as retention, expansion, and ROI, thereby informing strategic account recommendations.

Continuously adapt and iterate on your sales motion to thrive in a startup selling environment that values agility and innovation.

Maintain a meticulous and process-driven approach to managing the sales pipeline, ensuring forecasts are accurate and actionable.

Champion the adoption and utilization of BetterUp's platform within client organizations to maximize member value and realize transformative outcomes.

Requirements

Bring a minimum of 10 years of cumulative sales experience to the table, with at least 5 years dedicated to enterprise consultative selling.

Demonstrate a proven track record of over-achieving, consistently ranking in the top 10-20% of your company's performance metrics.

Showcase experience personally leading and closing complex deals spanning 6 or more months, involving multiple buyers and exceeding $1,000,000 in value.

An unrelenting drive to learn, succeed, and lead by example must be a core characteristic of your professional identity.

Possess prior experience selling into CHROs and Heads of L&D or Talent Transformation roles, although this is ideal rather than mandatory.

Exhibit exceptional executive presence, particularly when selling to C-suite stakeholders, coupled with compelling written and verbal communication skills.

Operate with high emotional intelligence (EQ), which fuels empathy, strong influence, sophisticated negotiation, and robust problem-solving abilities.

Approach your work in a process-driven manner, being meticulously organized and highly self-motivated to manage multiple priorities.

Maintain technical proficiency, specifically demonstrating mastery of Salesforce to effectively manage complex sales cycles.

Display a demonstrated ability to adapt and iterate your sales motion to meet the demands of a fast-paced startup selling environment.

Nice to have

Prior experience selling into CHRO and Heads of L&D/Talent/Transformation work is preferred but 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 US hub locations include: Austin, TX; New York City, NY; San Francisco, CA; and the Arlington, VA metro area.

Please ensure you can realistically commit to this structure before applying.

At BetterUp, we are obsessed with delivering an exceptional employee experience. We believe that when people bring their whole selves to work, they can do their best work. That's why we offer a comprehensive benefits package that supports your mental, physical, and financial wellness. You'll have access to a BetterUp Coach to support your personal and professional growth, competitive medical, dental, and vision insurance, generous paid time off, a 401(k) with company match, and paid parental leave. We also offer employee discounts, learning and development opportunities, and a vibrant, inclusive community. Join us and we promise you the most intense and fulfilling years of your career, doing life-changing work in a fun, inventive, soulful culture.

If that sounds exciting - and the job description below feels like a fit - we really should start talking.