Enterprise Account Executive

About the role

BetterUp is reimagining how organizations unlock human potential through a fundamentally different employer and employee relationship, and this role sits at the heart of that innovation. You will own the end-to-end sales cycle for strategic enterprise clients, acting as the primary champion for their transformation journey from initial contact to long-term success. This position demands that you operate with the autonomy of an owner, making critical decisions on strategy, stakeholder engagement, and commercial outcomes. You will challenge conventional thinking about work and performance by embedding BetterUp's mission directly into every conversation you have. Ultimately, your work will define the client experience and prove that investing in human development delivers measurable business value. This is a role for a visionary who sees sales not as a transaction, but as a partnership in transformation.

Key facts

What you'll do

Identify and engage prospective enterprise clients through a diversified portfolio of activities, including networking, industry events, cold calling, email campaigns, and strategic social media outreach to build a robust pipeline.

Employ a consultative selling methodology to deeply understand complex business priorities and tailor our SaaS solutions to address specific client challenges, positioning yourself as a trusted advisor to executive stakeholders.

Develop enduring relationships with key stakeholders such as C-level executives, department heads, and key influencers, mapping organizational structures and understanding intricate decision-making processes and buying cycles.

Deliver compelling executive-level presentations and product demonstrations, utilizing strong business and financial acumen to articulate a clear and measurable return on investment for our product offerings.

Lead intricate negotiation processes concerning pricing and contract terms, while collaborating seamlessly with internal functions such as legal, finance, and implementation to ensure efficient and successful deal closure.

Orchestrate cross-functional alignment with teams including marketing, customer success, product, and executive leadership to ensure cohesive messaging, high customer satisfaction, and active participation in shaping the product roadmap.

Leverage AI-driven tools and insights to elevate client engagement, uncover new growth opportunities, and enhance account performance through personalization, targeted upsell strategies, and predictive churn analysis.

Utilize data analysis to quantify the impact of our solutions on client outcomes, measuring critical metrics such as retention, expansion, and ROI to inform strategic account recommendations.

Maintain meticulous pipeline management and forecasting accuracy within Salesforce, ensuring that all sales activities are documented and progress is transparent to stakeholders.

Proactively seek and incorporate field feedback to influence future product enhancements, ensuring that product development remains aligned with real-world client needs and market demands.

Embrace a flexible and adaptive approach to sales motions, iterating quickly in a dynamic startup environment where agility and resilience are essential for sustained growth.

Create and manage structured agreements with prospects, translating their strategic objectives into concrete project plans and maintaining rigorous forecasting cadences to ensure predictability.

Exceed assigned sales quotas and revenue targets through disciplined execution, consistent follow-through, and a relentless focus on achieving and surpassing performance goals.

Act as the primary point of contact for enterprise clients, safeguarding the customer experience and ensuring alignment between the client's vision and BetterUp's capabilities.

Requirements

Possess a minimum of 5 years of full-cycle direct sales experience, specifically focused on selling multi-product SaaS solutions to Fortune 500 organizations.

Demonstrate a consistent history of over-achieving, regularly ranking in the top 10-20% of your company's performance metrics across key sales indicators.

Have direct experience leading and closing complex deals valued at $1M or more, involving a minimum of six buyers and extending over a timeline of six months or longer.

Show a proven ability to partner effectively and sell to C-level executives, establishing credibility and trust at the highest organizational levels.

Exhibit an unrelenting drive to learn, succeed, and lead by example, maintaining high standards of performance even in challenging circumstances.

Showcase exceptional presentation, written, and verbal communication skills, specifically tailored for engaging executive-level audiences and conveying complex concepts clearly.

Maintain a high level of emotional intelligence (EQ), utilizing this skill to drive empathy, sophisticated negotiation, and effective problem-solving with diverse stakeholders.

Demonstrate technical proficiency in utilizing Salesforce as a core tool to meticulously manage and analyze sales cycles and pipeline data.

Operate in a process-driven manner, exhibiting meticulous organization and strong self-motivation to manage multiple priorities and deadlines efficiently.

Show comfort with outbound metrics, cold-calling, and aggressive pipeline generation activities necessary for enterprise sales success.

Display the ability to adapt and iterate on your sales approach within a fast-paced startup environment that demands rapid learning and flexibility.

Possess experience in creating formal agreements with prospects, developing structured project plans, and representing these outcomes accurately through a disciplined forecasting cadence.

Be willing to travel up to 50% of the time as required to meet client needs and fulfill business development objectives.

Practical notes

This position requires a willingness to travel up to 50% of the time. The role operates under an at-will employment arrangement and is subject to the terms and conditions of the company's policies. All applicants must meet the eligibility requirements outlined in the job description. The hiring team is committed to building a diverse team and welcomes applications from qualified candidates of all backgrounds.