Senior Enterprise Account Manager

About the role

We are a hybrid company with a focus on in-person collaboration when necessary. 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.

Responsibilities

• Drive Account Strategy and Growth
• Own expansion and renewal targets for named accounts.
• Develop new relationships in strategic accounts through prospecting, networking, and partnership with BetterUp marketing team.
• Led commercial conversations with customers, ensuring end to end success of the contracting process.
• Generate and Nurture Enduring Customer Relationships
• Navigate complex, matrixed organizations and identify champions internally.
• Consult and coach customers on Talent and HR strategy and demonstrate how BetterUp aligns to our customer's business objectives.
• Serve as a primary point of contact to drive member engagement and demonstrable results.
• Internal Relationship Building and Management
• Expert level internal cross-functional collaboration.
• Work with the post-sales team, CSM, DM, to ensure optimal communications and alignment including collaboration on account strategy, account opportunities, politics, stakeholder identification, member utilization and adoption.
• Has the ability to keenly listen to the client and identify risks and opportunities with members and swiftly communicate to the BU account team.
• Collaborate with the BU Product and Engineering teams; follow processes and procedures when it comes to client asks.
• Roadmap prioritization. On the inverse, work with products to get them the beta customers they need.
• Uses AI-driven tools and insights to enhance client engagement, identify growth opportunities, and improve account performance (e.g., personalization, upsell targeting, churn prediction).
• Uses AI-generated insights and data analysis to quantify impact on client outcomes (e.g., retention, expansion, ROI) and inform strategic account recommendations.

Requirements

• Minimum of 10 years sales experience, with 5+ years of enterprise consultative selling.
• Track record of over-achieving, consistently ranking in the top 10-20% of the company.
• Experience personally leading and closing 6+ month, multi-buyer, $1M+ deals.
• An unrelenting drive to learn, succeed and lead by example.
• Prior experience selling into CHRO and Heads of L&D/Talent/Transformation work (ideal, not required).
• Exceptional executive presence (selling to CXO), compelling written and verbal communication.
• High emotional intelligence (EQ) that drives empathy, strong influence, negotiation, and problem-solving.
• Technical proficiency and specifically skilled using Salesforce to manage sales cycles.
• Ability to adapt and iterate on your sales motion in a startup selling environment.

Skills

• AI-driven tools and insights to enhance client engagement, identify growth opportunities, and improve account performance.
• AI-generated insights and data analysis to quantify impact on client outcomes.
• Strategic account recommendations based on AI insights.

Benefits

• Access to BetterUp coaching; one for you and one for a friend or family member.
• A competitive compensation plan with opportunity for advancement.
• Medical, dental and vision insurance.
• Flexible paid time off.
• All federal/statutory holidays observed.
• Four BetterUp Inner Work days (https://www.betterup.co/inner-work).
• Five volunteer days to give back.
• Learning and Development stipend.
• Company-wide Summer & Winter breaks.
• Year-round charitable contribution of your choice on behalf of BetterUp.
• 401(k) self-contribution.

Pay

Base Salary Range For This Role Is $165,600 – $207,000: New York City, SF Bay Area $149,040 – $186,300: Any other US Based Location

Schedule

We are a hybrid company with a focus on in-person collaboration when necessary. 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.