• Research and identify target enterprise accounts using intent data, account signals, and MinIO's intelligence systems. • Build and execute personalized outbound sequences via email, phone, and LinkedIn targeting infrastructure, data engineering, and AI/ML personas. • Develop strategies to convert MinIO's open-source user base into commercial enterprise customers. • Collaborate with Enterprise AEs and marketing to align outbound efforts with account-based plays and active campaigns. • Qualify and respond to inbound MQLs from enterprise accounts within SLA. • Evaluate leads for ICP fit, workload, storage scale, environment, and project timing. • Schedule and confirm qualified discovery meetings for Enterprise Account Executives. • Maintain clear qualification notes in CRM to ensure strong AE handoffs. • Build multi-threaded outreach into target accounts, engaging both technical and business stakeholders. • Collaborate with field marketing and PMM on industry-specific messaging and event follow-up. • Craft creative, personalized email sequences that articulate the value of AIStor for enterprise data infrastructure. • Provide ongoing feedback to sales and marketing on prospect sentiment, objections, and market trends. • Maintain Salesforce, HubSpot, and Outreach with accurate, up-to-date activity and qualification data. • Track pipeline contribution, conversion rates, and outbound activity metrics. • Continuously optimize sequencing and messaging based on performance data.

• Manage an assigned list of mid-market and enterprise sales opportunities. • Build, evaluate, and implement sales strategies to generate new ARR for assigned opportunities. • Document all selling strategies, engagements, and activities within Salesloft and SFDC to allow for effective revenue forecasting in accordance with minimum forecast accuracy metrics. • Document all selling strategies, engagements, and activities within Salesloft and SFDC to meet minimum opportunity engagement metrics and qualify opportunities for quota retirement. • Collaborate with the Business Segment team to align enterprise sales activities to the broader segment strategies for assigned enterprise opportunities. • Collaborate with other cross-departmental stakeholders, including Revenue Operations and Partner Account Managers, to leverage internal sales systems in accordance with best practices and in a manner that allows for effective oversight. • Collaborate on RFX process when assigned enterprise opportunities are involved. • Develop a deep knowledge base of the telematics and fleet management industry and maintain top-of-mind awareness of trends and shifts. • Develop or maintain a subject matter expertise of the subsegment strategies (segment-specific solutions and sales narratives) for assigned enterprise opportunities. • Stay informed on the current competitive landscape in the category including leaders and startups. • Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership where it is deemed to be beneficial in pursuit of assigned enterprise opportunities. • Provide input on new business opportunities, competitive analysis, market trends, and business environment. • Collaborate with leadership to develop short and long term strategic revenue plans and forecasts.

• Responsible for driving account improvement and conversion of new business at key NA IS customer sites • Guaranteeing best practices are in place for existing business • Ensuring mill performance improves and/or new business is converted in a way that provides Solenis long term success. • Oversee the account stability by working with the local team to make sure key items are in place and being used.

Who are we and why should you join us? 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 a Senior Partnership Development Manager (Channel & Distribution) 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 seriously invest in our team’s well-being and professional development, because we know that business and individual growth go hand-in-hand. This role will focus on originating and closing strategic distribution partnerships across domestic and select international markets, with a priority focus on embedded ecosystem distribution (Top-of-Funnel, or TOF) and reseller/aggregator channels to drive contracted enterprise revenue and expand BetterHelp’s employer and member distribution footprint. 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. What are we looking for? We are looking for a highly commercial, sales-driven professional who can identify, pursue, and close new partnerships across priority domestic verticals. This role is focused exclusively on new partnership development and revenue generation, with Partnership Managers assuming post-contract relationship ownership. You will be responsible for building pipeline, developing market entry strategies across new categories, and structuring high-impact partnerships that expand BetterHelp’s distribution footprint. Priority will be placed on partnerships that embed BetterHelp within large enterprise ecosystems and scale distribution through reseller or aggregator models. Success in this role requires strong executive presence, critical thinking, and the ability to navigate complex, multi-stakeholder negotiations. You will collaborate closely with Marketing, Product, Clinical, and Legal teams to develop customized value propositions, partnership models, and commercial frameworks tailored to each vertical. This is a fast-moving, high-accountability role designed to accelerate expansion into new partner ecosystems and drive meaningful year-one revenue growth. What will you do? - Lead outbound business development efforts to identify, research, and engage prospective partners across targeted domestic verticals. - Develop vertical-specific partnership strategies across large enterprise ecosystems, PEO/HRIS platforms, ICHRA providers, and reseller partners with scaled employer networks. - Deliver partner-facing demos, onboarding sessions, and training presentations (virtual and occasional in-person), with a focus on executive-level commercial presentations and deal advancement.. - Collaborate with Marketing and internal stakeholders to build customized decks, value propositions, one-pagers, and integration models aligned to each partner’s unique needs. - Build and maintain a robust pipeline, advancing opportunities from early-stage conversations through contract execution. - Structure creative partnership models including white-label offerings, network extensions, embedded solutions, and other channel arrangements. - Lead complex commercial structuring including PEPM models, sponsored session constructs, multi-year enterprise agreements, revenue modeling, and executive-level contract negotiation in partnership with Legal and Finance. - Work cross-functionally with Product and Technical teams to evaluate feasibility of new partnership constructs and integration requirements. - Operate with urgency and adaptability, testing new categories quickly and pivoting based on market feedback. - Transition closed partnerships to Partnership Managers for ongoing account management post-launch. - Represent emerging partner verticals internally, informing product roadmap considerations and category expansion strategy. - Originate and structure embedded ecosystem partnerships that integrate BetterHelp within large employer or consumer-facing platforms to drive eligibility-based member acquisition at scale. - Identify and evaluate international distribution opportunities where embedded ecosystem or reseller models can accelerate BetterHelp’s global employer and member reach. What will you NOT do? - 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. Can I work remotely? 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. Requirements - 7+ years of experience in enterprise sales, partnership development, or business development, ideally within healthcare, digital health, health benefits, or adjacent B2B ecosystems. - Demonstrated success building and closing complex, multi-stakeholder deals with high-touch clients or partners. - Strong operational and problem-solving skills, with the ability to navigate ambiguity and lead cross-functional initiatives. - Exceptional written and verbal communication skills, with confidence presenting to internal leadership and external partner teams. - Proven track record of originating and closing new partnerships that drive meaningful revenue impact. - Familiarity with mental health care delivery, or healthcare compliance (e.g., HIPAA) is a plus. - Ability to thrive in a fast-paced, remote-first environment, comfortable operating independently with high accountability and limited structure. - Experience navigating Fortune 1000 or similarly complex enterprise environments with multi-stakeholder decision processes. - Experience structuring partnerships across multiple geographies or navigating international regulatory and operational considerations is a plus. Bonus (nice to have): - Established relationships within one or more priority verticals, including PEO/HRIS platforms, ICHRA providers, health systems, PBMs, or other large-scale distribution partners. - Experience launching new product categories or building new revenue channels from zero. Benefits - Remote work with regular in-person bonding experiences sponsored by the company - Competitive compensation - Holistic perks program (including free therapy, employee wellness, and more) - Excellent health, dental, and vision coverage - 401k benefits with employer matching contribution - The chance to build something that changes lives – and that people love - Any piece of hardware or software that will make you happy and productive - An awesome community of co-workers The on-target earnings (OTE) range for this position is $229,000 - $271,000. In addition to the total compensation package, this position is eligible for the extensive benefits listed here (subject to eligibility requirements): Teladoc Health Benefits 2026. Total compensation is based on several factors – including, but not limited to, type of position, location, education level, work experience, and certifications. This information is applicable to all full-time positions. At BetterHelp we thrive on difference and individuality, and as part of the Teladoc Health family, we are proud to be an Equal Opportunity Employer. We never have and never will discriminate against any job candidate or employee due to age, race, ethnicity, religion, sex, color, national origin, gender, gender identity, sexual orientation, medical condition, marital status, parental status, disability, or Veteran status.