Motive Software
Senior Enterprise Account Executive
Motive Software, San Francisco, California, United States, 94199
Let’s face it, a company whose mission is human transformation better have some fresh thinking about the employer/employee relationship. We don’t cram it all in here, but you’ll start noticing it from the first interview.
Our candidate experience is different. When you get an offer from us (and accept it), you get more than a paycheck: a personal BetterUp Coach, a development plan, a trained and coached manager, and the most amazing team you’ve ever met – each with their own personal BetterUp Coach. Plus, work that matters. This creates a remarkably focused and fulfilling experience, not for everyone, but for people with fire in their belly it’s a game‑changing, career‑defining, soul‑lifting move.
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. Please ensure you can realistically commit to this structure before applying. This position is open to a limited amount of exceptions for Remote work – these will be evaluated based on business need and not guaranteed.
What You’ll Do
Prospecting and Business Development: Identify and engage prospective enterprise clients through a variety of channels, including networking, industry events, cold calling, email campaigns, and social media.
Consultative Selling: Employ a structured and consultative sales process to understand the customer’s business priorities and tailor our SaaS solutions to address their specific challenges. Establish yourself as a trusted advisor to gain access to C‑level stakeholders. Articulate the value proposition and ROI of our product offerings to a range of stakeholders.
Relationship Building: Build strong and long‑lasting relationships with key stakeholders, including C‑level executives, department heads, and influencers within target organizations. Develop a comprehensive understanding of their organizational structure, decision‑making processes, and buying cycles.
Solution Presentation: Deliver executive‑level presentations and product demonstrations by leveraging effective storytelling and your business and financial expertise, establishing a measurable and compelling ROI for the customer.
Negotiation and Closing: Lead the negotiation process, including pricing and contract terms. Collaborate with internal teams, such as legal, finance, and implementation, to ensure smooth deal closure. Meet or exceed assigned sales quotas and revenue targets.
Cross‑functional Collaboration: Orchestrate a cross‑functional BetterUp team, including marketing, customer success, product, and executives to ensure alignment in messaging, customer satisfaction, and product roadmap development. Provide valuable feedback from the field to shape future product enhancements.
Qualifications & Experience
Minimum of 8 years sales experience, with 5+ years of full‑cycle direct Enterprise sales experience, selling multi‑product SaaS solutions to Fortune 500 companies.
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.
Demonstrated success in partnering with and selling to CxOs.
An unrelenting drive to learn, succeed, and lead by example.
Exceptional presentation, written, and verbal communication skills for executive communication.
High emotional intelligence (EQ) that drives empathy, negotiation, and problem‑solving.
Technical proficiency and specifically skilled using Salesforce to manage sales cycles.
Process driven, meticulously organized and self‑motivated.
Comfortable with outbound metrics, cold‑calling and pipeline generation.
Ability to adapt and iterate on your sales motion in a startup selling environment.
Experience creating agreements with prospects to build a project plan and representing that outcome via strong forecasting cadence.
Willing to travel up to 50% of the time required.
AI at BetterUp Our team thrives at the intersection of human expertise and AI capability. As an AI‑forward company, adaptation and continuous learning are part of our daily work. We’re looking for teammates who are excited to evolve alongside technology – people who experiment boldly, share their discoveries openly, and help define best practices for AI‑augmented work. These professionals thoughtfully integrate AI into their work to deliver exceptional results while maintaining the human judgment and creativity that drives real innovation. During our interview process, you’ll have opportunities to showcase how you harness AI to learn, iterate, and amplify your impact.
Benefits
Access to BetterUp coaching for you and a friend or family member.
A competitive compensation plan with opportunity for advancement.
Medical, dental, and vision insurance.
Flexible paid time off.
Per year:
All federal/statutory holidays observed.
4 BetterUp Inner Workdays (https://www.betterup.co/inner-work).
5 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.
BetterUp Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, disability, genetics, gender, sexual orientation, age, marital status, veteran status. In addition to federal law requirements, BetterUp Inc. complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Base salary is determined by job‑related experience, education/training, residence location, as well as market indicators. The range below is representative of base salary only and does not include equity, sales bonus plans (when applicable) and benefits. This range may be modified in the future.
New York City and San Francisco: $138,000 – $189,750
All other locations: $120,000 – $165,000
We value your privacy. Your personal data will be processed in accordance with our Privacy Policy. If you have any questions about the privacy of your personal data or your rights with regards to your personal data, please reach out to support@betterup.co.
#J-18808-Ljbffr
Our candidate experience is different. When you get an offer from us (and accept it), you get more than a paycheck: a personal BetterUp Coach, a development plan, a trained and coached manager, and the most amazing team you’ve ever met – each with their own personal BetterUp Coach. Plus, work that matters. This creates a remarkably focused and fulfilling experience, not for everyone, but for people with fire in their belly it’s a game‑changing, career‑defining, soul‑lifting move.
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. Please ensure you can realistically commit to this structure before applying. This position is open to a limited amount of exceptions for Remote work – these will be evaluated based on business need and not guaranteed.
What You’ll Do
Prospecting and Business Development: Identify and engage prospective enterprise clients through a variety of channels, including networking, industry events, cold calling, email campaigns, and social media.
Consultative Selling: Employ a structured and consultative sales process to understand the customer’s business priorities and tailor our SaaS solutions to address their specific challenges. Establish yourself as a trusted advisor to gain access to C‑level stakeholders. Articulate the value proposition and ROI of our product offerings to a range of stakeholders.
Relationship Building: Build strong and long‑lasting relationships with key stakeholders, including C‑level executives, department heads, and influencers within target organizations. Develop a comprehensive understanding of their organizational structure, decision‑making processes, and buying cycles.
Solution Presentation: Deliver executive‑level presentations and product demonstrations by leveraging effective storytelling and your business and financial expertise, establishing a measurable and compelling ROI for the customer.
Negotiation and Closing: Lead the negotiation process, including pricing and contract terms. Collaborate with internal teams, such as legal, finance, and implementation, to ensure smooth deal closure. Meet or exceed assigned sales quotas and revenue targets.
Cross‑functional Collaboration: Orchestrate a cross‑functional BetterUp team, including marketing, customer success, product, and executives to ensure alignment in messaging, customer satisfaction, and product roadmap development. Provide valuable feedback from the field to shape future product enhancements.
Qualifications & Experience
Minimum of 8 years sales experience, with 5+ years of full‑cycle direct Enterprise sales experience, selling multi‑product SaaS solutions to Fortune 500 companies.
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.
Demonstrated success in partnering with and selling to CxOs.
An unrelenting drive to learn, succeed, and lead by example.
Exceptional presentation, written, and verbal communication skills for executive communication.
High emotional intelligence (EQ) that drives empathy, negotiation, and problem‑solving.
Technical proficiency and specifically skilled using Salesforce to manage sales cycles.
Process driven, meticulously organized and self‑motivated.
Comfortable with outbound metrics, cold‑calling and pipeline generation.
Ability to adapt and iterate on your sales motion in a startup selling environment.
Experience creating agreements with prospects to build a project plan and representing that outcome via strong forecasting cadence.
Willing to travel up to 50% of the time required.
AI at BetterUp Our team thrives at the intersection of human expertise and AI capability. As an AI‑forward company, adaptation and continuous learning are part of our daily work. We’re looking for teammates who are excited to evolve alongside technology – people who experiment boldly, share their discoveries openly, and help define best practices for AI‑augmented work. These professionals thoughtfully integrate AI into their work to deliver exceptional results while maintaining the human judgment and creativity that drives real innovation. During our interview process, you’ll have opportunities to showcase how you harness AI to learn, iterate, and amplify your impact.
Benefits
Access to BetterUp coaching for you and a friend or family member.
A competitive compensation plan with opportunity for advancement.
Medical, dental, and vision insurance.
Flexible paid time off.
Per year:
All federal/statutory holidays observed.
4 BetterUp Inner Workdays (https://www.betterup.co/inner-work).
5 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.
BetterUp Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, disability, genetics, gender, sexual orientation, age, marital status, veteran status. In addition to federal law requirements, BetterUp Inc. complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Base salary is determined by job‑related experience, education/training, residence location, as well as market indicators. The range below is representative of base salary only and does not include equity, sales bonus plans (when applicable) and benefits. This range may be modified in the future.
New York City and San Francisco: $138,000 – $189,750
All other locations: $120,000 – $165,000
We value your privacy. Your personal data will be processed in accordance with our Privacy Policy. If you have any questions about the privacy of your personal data or your rights with regards to your personal data, please reach out to support@betterup.co.
#J-18808-Ljbffr