Account Executive, Federal

BetterUp•Arlington, VA

3d•Hybrid

About The Position

Let’s face it, a company whose mission is human transformation better have some fresh thinking about the employer/employee relationship. We do. We can’t cram it all in here, but you’ll start noticing it from the first interview. Even our candidate experience is different. And when you get an offer from us (and accept it), you get way more than a paycheck. You get a personal BetterUp Coach, a development plan, a trained and coached manager, the most amazing team you’ve ever met (yes, each with their own personal BetterUp Coach), and most importantly, work that matters. This makes for a remarkably focused and fulfilling work experience. Frankly, it’s not for everyone. But for people with fire in their belly, it’s a game-changing, career-defining, soul-lifting move. Join us and we promise you the most intense and fulfilling years of your career, doing life-changing work in a fun, inventive, soulful culture. If that sounds exciting—and the job description below feels like a fit—we really should start talking. 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. BetterUp Account Executives (AE) engage with decision-makers & executives within the Federal Government to generate new business revenue. AEs are quota-carrying reps responsible for the full sales cycle. They are expected to build rapport with senior-level Government executives, advising them on best practice solutions, and strategically manage the sales opportunity using a consultative sales approach to present solutions mapped to BetterUp offerings. Successful BetterUp AE’s are goal-oriented, driven professionals who are passionate about helping others realize their full potential through professional development, enterprise learning, and positive psychology. At BetterUp you’ll have an opportunity to work in an exciting culture, surrounded by talented, motivated, and intellectually stimulating colleagues who thrive on helping executives to solve their most pressing business challenges. 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.

Requirements

Minimum 4 years of sales experience (with 3+ years of quota carrying, large enterprise software sales experience) within the Federal government vertical
Experience with all aspects of of capture management, including developing and submitting winning proposals
In-depth knowledge of government contracting, acquisition trends, federal budget process and customer buying behaviors
Ability to multitask and manage multiple capture actions of opportunities encompassing diverse capabilities and various locations as a prime and as a subcontractor
Track record of over-achieving (top 10-20% of the company)
An unrelenting drive to learn, succeed and lead by example
Exceptional presentation, written and verbal communication skills, empathy, negotiation, and problem-solving skills
Technically savvy (familiarity with sales automation tools) and specifically skilled using Salesforce.com to manage sales cycles
Process-driven, meticulously organized, and self-motivated
Ability to adapt and iterate on your sales motion as you navigate a startup selling environment
Attention to creating agreements with prospects to build a project plan and represent that outcome via strong forecasting cadence

Nice To Haves

Familiarity with the Federal sales and HR consulting space is a huge asset- selling to CHRO/CLO/CFO is preferred
Prior sales methodology training (Challenger Sale preferred)

Responsibilities

Manage multiple Government opportunities through the entire cycle simultaneously, working with cross-functional teams as necessary, and serve as the primary customer contact for all adoption-related activities.
Lead senior Government decision-makers into purchasing and deploying BetterUp through a consultative sales approach.
Work with multiple acquisition program decision-makers to create demand in the agency as you leverage the buying cycle.
Execute a consultative sales methodology.
Proactively prospect, network, create the need, and build a pipeline.
Create and execute on a minimum of 11 first meetings per month.