ENT Account Executive

Motive; Greater London; Hybride; GBP 75 000 - 370 000; Plein temps

Résumé du poste

Motive is hiring an Enterprise Account Executive to close large UK/EMEA deals. You will build executive-level relationships, drive multi-faceted, multi-month cycles, and lead teams to win complex opportunities that leverage Motive’s hardware and software platform.

You’ll work in a hybrid London role, collaborating across product, sales, and customer success to maximize revenue and drive strategic outcomes for customers in trucking, construction, and other fleet-based industries.

Qualifications

• 5+ years of enterprise-level, full-cycle sales experience in startup or high growth environments.
• Comfort navigating ambiguity and complex multi-BU deals.
• Proven hunter with new logo focus and pipeline development.
• Experience selling to VP+, C-Suite audiences in 6–12 month cycles.
• Strong communication and value-based messaging for executives.

Responsabilités

• Prospect and win enterprise business by building executive relationships.
• Drive expansion across key accounts and grow share of wallet.
• Lead multi-threaded deals across multiple BUs and stakeholders.
• Coordinate with account teams and customer analytics to optimize buying decisions.
• Articulate the value of Motive’s platform and integrations to customers.

Connaissances

Enterprise sales

Account planning

Executive engagement

Medicc

Data-driven mindset

Description du poste

Hybrid - United Kingdom; London, England

Who we are:

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.

Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.

As an Enterprise Account Executive at Motive, you are responsible for developing and closing business with Motive's largest prospects across the UK and EMEA. You will sell into the most impactful companies that power the physical economy, leading complex deals across multiple business units and stakeholders with sales cycles of 6- 12 months.

We are seizing the opportunity created by our strong product positioning in the market by heavily investing across all Go-To-Market (GTM) teams within our Enterprise segment. You will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive.

Our Enterprise Account Executives sell across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. You are receptive to feedback, have a willingness to learn, a strong technical aptitude, and a high attention to detail. Because of the collaborative nature of our Go-to-Market team, a win-as-a-team mentality is a must. In this high-energy role, you should be comfortable working in a fast-paced environment with high standards of quality.

This is a hybrid role based in our London office, with in-office attendance required 3x per week and travel to customer sites up to 2x per month to win large deals.

What you’ll do:

• Prospect and win new Enterprise business through developing key executive relationships within key prospects, driving expansion across all key accounts and growing share of wallet through a deep understanding of each client's business
• Harness key executive (VP+ and C-Suite) relationships to ensure RFP wins and grow contractual-based business
• Run complex, multi-threaded deals selling to multiple business units and executive-level stakeholders, managing 6- 12 month sales cycles end-to-end
• Partner with the balance of your account team and leverage customer analytics and other available resources to optimize buying decisions
• Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions
• Work with technical resources to display to prospects the power of integrations and how our partner ecosystem increases the value of our hardware and software
• Effectively plan to meet and exceed your ongoing business goals and revenue quotas
• Develop a deep understanding of our technology platform and operations, using that understanding and market input to bring back iterations to our business
• Constantly study and deepen understanding of market trends to enable consultative insight
• Travel to customer sites up to 2x per month to win large deals

About you:

• 5+ years of relevant Enterprise-level experience in full cycle sales at a start-up or high growth company (6+ years required for senior levels); comfort navigating ambiguity
• Experience running complex deals selling to multiple BUs/stakeholders and executive-level (VP+, C-Suite) audiences that take 6- 12 months to close
• Core AE experience partnering with an account team and leading all initiatives of the entire deal cycle
• Extensive experience in a hunter role within greenfield territory; primarily new logo seller with an entrepreneurial mindset for pipeline-generation rigor
• Polished and professional in front of an executive audience, demonstrating comprehension of messaging to higher-level buyers and how to convey a relevant, value-based message
• Experience aligning stakeholders across all levels, with complex multithreading across business groups as part of a deal cycle
• Experience closing £75,000- £370,000 GBP ARR deals with long-term, multi-year contracts; 2- 3 month sales cycles minimum
• Formal training in a relevant sales methodology (MEDDICC, MEDDPIC preferred), successfully demonstrating correct application of value-based training in sales cycles
• Strong track record of achievement: ideal candidate is a President's Club winner, promoted from within
• History of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals
• Best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections

Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.

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The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.

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Non-compete covenant terms in all other jurisdictions will be subject to the applicable statutory requirements, including but not limited to, procedures, industry related prohibitions, or salary and compensation thresholds.

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