Senior Manager, Enterprise Sales

BetterHelp is an online therapy service focused on making mental health care more accessible. The Senior Manager, Enterprise Sales is a senior individual contributor responsible for owning an SMB and Mid-Market territory, building pipeline, developing client relationships, and managing the full new-business sales cycle through negotiation and close.

Responsibilities:

• Own and consistently deliver against an individual new-business bookings quota across an assigned SMB and Mid-Market territory
• Develop and execute a territory strategy that identifies priority accounts, market opportunities, key relationships, and the most effective paths to growth
• Build and maintain a healthy pipeline through outbound prospecting, inbound opportunities, broker and consultant relationships, partnerships, events, referrals, and other channels
• Partner with a variety of clients such as employers, non-profits, universities, government agencies, and both local and multinational organizations
• Own opportunities from initial engagement and discovery through negotiation, contracting, and signed agreement
• Lead thoughtful discovery conversations to understand prospective clients’ business needs, workforce challenges, decision criteria, and buying processes
• Deliver compelling presentations, business cases, and proposals that clearly connect BetterHelp’s solutions to each prospective client’s needs
• Navigate multiple decision-makers and influencers across opportunities of varying size and complexity
• Lead pricing discussions, contract negotiations, RFPs, and other critical stages of the sales process within established commercial parameters
• Build deep and meaningful relationships with employers, brokers, consultants, and other partners across the HR and Benefits ecosystem
• Maintain strong ownership of pipeline health, opportunity progression, CRM accuracy, KPI performance, and forecast reliability
• Use sales data, market intelligence, competitive insights, and pipeline trends to continuously evaluate and strengthen your territory and sales strategy
• Gain meaningful insight into client needs and work cross-functionally with Sales Leadership, Partnerships, Consultant Relations, Marketing, Product, Clinical, Operations, and other teams to develop the right solutions and advance opportunities
• Bring forward prospective client feedback, competitive intelligence, and market trends to help strengthen BetterHelp’s Enterprise sales approach
• Share successful approaches and lessons learned with the broader team as we continue to build and evolve our Enterprise business
• Have complete ownership of your opportunities and provide a thoughtful, responsive, and high-quality experience for prospective clients throughout the sales process

Requirements:

• experience and passion for prospecting new clients, building meaningful relationships, and closing new business
• The ideal candidate knows how to build a business, not simply manage a pipeline
• You're comfortable creating opportunities from the ground up, developing trusted relationships with employers, brokers, consultants, and other partners, and adapting your approach across both fast-moving SMB deals and more complex Mid-Market opportunities
• You bring strong commercial judgment, curiosity, accountability, and an entrepreneurial mindset to your work
• Bachelor's degree in Business, Marketing, Communications, or a related field, or an equivalent combination of education and relevant professional experience
• 8+ years of B2B sales experience, including experience owning new-business sales cycles and revenue targets within SMB and/or Mid-Market segments
• Demonstrated experience in Direct-to-Employer (D2E) sales and/or the HR and Benefits market
• A demonstrated track record of meeting or exceeding individual new-business bookings or revenue targets
• Experience developing meaningful relationships with brokers, consultants, channel partners, and/or employer decision-makers
• Strong prospecting and business development skills with the ability to create opportunities from the ground up
• Previous experience leading complex sales cycles involving multiple stakeholders, pricing discussions, negotiations, contracts, and/or RFPs
• Strong commercial judgment and the ability to independently prioritize accounts and opportunities based on business potential and likelihood to close
• Strong project management and organizational skills, from your email inbox habits and time management to keeping your CRM and pipeline up to date
• Entrepreneurial with an ability to create and follow plans while remaining flexible enough to respond to change and balance multiple opportunities and priorities
• Strong and efficient communicator, both written and verbal
• Ability to work independently while building strong relationships and collaborating effectively across teams
• Genuine curiosity about prospective clients and a relationship-driven approach to selling
• Passionate about the intersection of technology, healthcare, and expanding access to mental health support