Senior Manager, Enterprise Sales

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of and consistently achieve an individual new-business bookings target within a designated SMB and Mid-Market territory.

• Formulate and implement territory strategies to identify priority accounts, market opportunities, key relationships, and pathways for growth.

• Develop and sustain a robust pipeline through outbound prospecting, inbound leads, broker and consultant partnerships, events, referrals, and other avenues.

• Collaborate with employers, non-profits, universities, government entities, and both local and international organizations.

• Manage opportunities from the initial engagement and discovery phase through to negotiation, contracting, and securing signed agreements.

• Conduct discovery discussions to comprehend prospective clients' business requirements, workforce challenges, decision-making criteria, and purchasing processes.

• Present solutions, business cases, and proposals that align BetterHelp’s offerings with the needs of prospective clients.

• Navigate through multiple decision-makers and influencers across opportunities of differing sizes and complexities.

• Lead pricing discussions, contract negotiations, RFP processes, and other critical stages of the sales cycle.

• Cultivate relationships with employers, brokers, consultants, and other partners in the HR and Benefits ecosystem.

• Ensure pipeline health, opportunity advancement, CRM accuracy, KPI performance, and reliable forecasting.

• Leverage sales data, market intelligence, competitive insights, and pipeline trends to enhance territory and sales strategies.

• Collaborate cross-functionally with Sales Leadership, Partnerships, Consultant Relations, Marketing, Product, Clinical, Operations, and various other teams.

• Provide feedback from prospective clients, competitive insights, and market trends to enhance BetterHelp’s Enterprise sales strategy.

• Share successful strategies and lessons learned with the wider team.

• Manage opportunities and deliver responsive, high-quality experiences for prospective clients throughout the sales journey.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, Communications, or a related field, or a comparable combination of education and relevant professional experience.

• Over 8 years of B2B sales experience, including responsibility for new-business sales cycles and revenue goals in the SMB and/or Mid-Market segments.

• Proven experience in Direct-to-Employer (D2E) sales and/or within the HR and Benefits sector.

• A solid record of meeting or surpassing individual new-business bookings or revenue objectives.

• Experience in building relationships with brokers, consultants, channel partners, and/or employer decision-makers.

• Strong skills in prospecting and business development.

• Experience in leading intricate sales cycles that involve multiple stakeholders, pricing discussions, negotiations, contracts, and/or RFPs.

• Excellent commercial judgment and the ability to independently prioritize accounts and opportunities.

• Strong project management and organizational abilities.

• An entrepreneurial mindset with the capability to create and execute plans while adapting to changes.

• Exceptional written and verbal communication skills.

• Ability to work autonomously, foster relationships, and collaborate across teams.

• A genuine curiosity about prospective clients and a relationship-driven sales approach.

• A passion for the intersection of technology, healthcare, and enhancing access to mental health resources.

🏝️ Benefits

• Remote work with regular in-person bonding activities sponsored by the company.

• Competitive salary.

• Comprehensive perks program, including free therapy and employee wellness initiatives.

• Outstanding health, dental, and vision coverage.

• 401k benefits with employer matching contributions.

• Commission based on performance.

• Performance bonuses.

• Any hardware or software that enhances your productivity and happiness.

• Company-covered travel expenses for necessary office visits and company-wide offsite events.

• Reasonable accommodations for employees facing unique circumstances that prevent travel.