Senior Manager, Enterprise Sales

BetterHelp is on a mission to remove the traditional barriers to therapy and make mental health care more accessible to everyone. Founded in 2013, we are now the world’s largest online therapy service, providing affordable and convenient therapy across the globe. Our network of over 30,000 licensed therapists has helped millions of people take ownership of their mental health and change their lives forever. And we’re not stopping there – as the unmet need for mental health services continues to grow, BetterHelp is committed to being part of the solution.

As the Senior Manager, Enterprise Sales at BetterHelp, you’ll join a diverse team of licensed clinicians, engineers, product pros, creatives, marketers, and business leaders who share a passion for expanding access to therapy. And as a mental health company, we take employee mental health just as seriously as we do our mission. We deeply invest in our team’s well-being and professional development, because we know that business and individual growth go hand-in-hand. At BetterHelp, you’ll carve your own path, make an immediate impact, and be challenged every day – with a supportive community behind you the whole way.

BetterHelp is looking for a Senior Manager, Enterprise Sales with experience and passion for prospecting new clients, building meaningful relationships, and closing new business.

This is a senior individual contributor role with ownership of a defined SMB and Mid-Market territory and the full new-business sales cycle, from building pipeline and opening new doors to developing opportunities, navigating key stakeholders, negotiating, 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.

• 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.

• You will NOT worry about "runway", "cash left", or "how much time we have until the next round". We have the startup DNA but we're fully backed and funded, all the way to success.
• You will NOT be confined to your "job". You will get involved in product, marketing, business strategy, and almost everything we do.
• You will NOT be bogged down by office politics, ego, or bad attitude. Only positive, pleasure-to-work-with people are allowed here!
• You will NOT get yourself burned out. We work hard but we believe in maintaining a sustainable work/life balance. Really.

Yes. We operate on PST and candidates in any time zone are welcome to apply. We ask employees to travel to our San Jose, CA office up to three times per year plus one company-wide offsite to collaborate in person and strengthen working relationships. Travel expenses are covered and reasonable accommodations are made for those under unique circumstances who cannot travel.

• 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.