RVP Account Management, Emerging Enterprise

About the role

The Regional Vice President, Account Partners leads, builds, and develops a high-performing team of Account Partners who deepen strategic partnerships and drive growth across our Fortune 1000 customer base. This leader owns the strategic direction for an Enterprise and Emerging Enterprise book of business, guiding Account Partners through the full customer journey from renewal and expansion to new business development.

Responsibilities

• Lead, mentor, and develop a team of Account Partners (Account Managers), creating a culture of accountability, craft, and continuous growth.

• Recruit, hire, onboard, and retain top talent for the Account Partner team and future roles at the organization.

• Model and reinforce best practices for managing the full customer journey — from prospecting within current customers and expansion to renewal and executive engagement.

• Monitor weekly activity, pipeline health, and forecast accuracy across the team; report results to BetterUp leadership.

• Serve as the primary escalation point for Account Partners and customers navigating complex issues.

• Align the team to BetterUp's Behavioral Science capabilities and mission-aligned selling approach.

• Drive Account Strategy & Revenue Growth:

  • Own expansion and renewal targets for both individually held accounts and direct report portfolios.
  • Develop account strategies in close collaboration with customer executives and BetterUp leadership.
  • Guide commercial conversations and ensure end-to-end success of contracting processes.
  • Partner with BetterUp Marketing and cross-functional leaders to develop new relationships in strategic accounts through prospecting and networking.
  • Coach Account Partners on strategic account planning, pipeline development, and executive engagement.

• Generate & Nurture Enduring Customer Relationships:

  • Navigate complex, matrixed Fortune 1000 organizations; identify, develop, and maintain executive-level champions.
  • Consult customers on talent, HR, and L&D strategy, demonstrating how BetterUp's coaching platform aligns to business objectives.
  • Serve as a senior point of escalation and executive sponsor for strategic accounts.

• Internal Collaboration & Cross-Functional Leadership:

  • Partner closely with Customer Success, Deployment Management, and other post-sales teams to ensure seamless account coordination, member utilization, and adoption outcomes.
  • Collaborate with Product, Engineering, Legal, and Finance on roadmap prioritization, deal approvals, and customer program design.
  • Contribute to BetterUp's GTM strategy through thought leadership, feedback loops, and cross-functional alignment.

Requirements

• 8+ years of enterprise account management, client management, or consultative sales experience — with 5+ years in a people management or team leadership role.

• Demonstrated ability to lead and develop high-performing sales or account management teams.

• Consistent track record of exceeding renewal and expansion quota targets.

• Experience selling into Fortune 500/1000 organizations with complex, multi-stakeholder buying processes.

• Deep executive presence — comfortable engaging and influencing C-suite and VP-level buyers and champions.

• Strong coaching instincts; ability to diagnose skill gaps and develop Account Partners across the full customer journey.

• High emotional intelligence (EQ) driving empathy, influence, negotiation, and problem-solving.

• Process-driven, analytically rigorous, and skilled at managing pipeline forecasting and team performance metrics.

• Excellent written and verbal communication skills, including executive-level presentations.

• Experience with Salesforce CRM for pipeline and performance management.

• Ability to thrive in a fast-paced, evolving startup environment and adapt your playbook accordingly.

Qualifications

• Shapes functional AI strategy that aligns with business objectives and creates measurable competitive advantage.

• Builds organizational muscle for continuous AI learning by embedding experimentation into operating rhythms.

Skills

• Thoughtful integration of AI into work to deliver exceptional results while maintaining human judgment and creativity.

• Experience with AI in a professional setting.

Benefits

At BetterUp, we provide a competitive compensation plan with opportunity for advancement, medical, dental, and vision insurance, flexible paid time off, and a variety of additional benefits including access to BetterUp coaching, volunteer days, and charitable contributions.