Account Executive, Enterprise - Great Lakes United States - Remote

Motive; United States; Remote; USD 230,000 - 300,000; Full time

Job summary

An established industry player is seeking a dynamic Enterprise Account Executive to drive growth in the Great Lakes region. In this pivotal role, you will leverage your extensive sales experience to build relationships with key decision-makers across various industries, including transportation and logistics, construction, and manufacturing. You will be responsible for developing strategic partnerships, optimizing client engagements, and exceeding revenue targets. This position offers a unique opportunity to work in a fast-paced environment with a collaborative team, where your contributions will significantly impact the company's success. Join a forward-thinking organization that values diversity and inclusion, and be part of a mission to empower businesses through innovative solutions.

Benefits

Health insurance

401k contribution

Paid time off

Sick leave

Life insurance

Short and long-term disability coverage

Qualifications

• 4+ years of SaaS or relevant Enterprise field sales experience required.
• Strong track record of exceeding quotas and growing client portfolios.

Responsibilities

• Develop and close business with Motive’s largest prospects.
• Build executive relationships to drive expansion and RFP wins.
• Collaborate with account teams to optimize buying decisions.

Skills

Enterprise sales experience

SaaS sales

Communication skills

Data-driven mindset

Relationship building

Education

Bachelor's degree or equivalent experience

Job description

United States - Remote

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 more than 120,000 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. You will sell into the most impactful companies in North America that power the physical economy. 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.

Territory: Great Lakes (MI/OH/IN/KY/TN; must be located in one of these states)

What you’ll do:

• Prospect and win new Enterprise business through developing key executive relationships within key prospects to drive expansion of that business with all key accounts, growing share of wallet through developing a deep understanding of each client’s business and identifying opportunities for additional collaboration
• Harness key Executive relationships to ensure RFP wins and grow contractual-based business
• 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 & 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

About you:

• You have deep Enterprise sales experience partnering with F1000 clients
  • 4+ years of SaaS or industry relevant Enterprise field sales experience required
• You show a strong track record of exceeding quotas and rapidly growing your book over time backed up by data
• You have an ability to build rapport with executive decision-makers, influencing outcomes through both an understanding of the customer’s business and the unique solutions that Motive can deliver
• You show a history of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals
• You have best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections
• Ability to travel 2x a month
• Territory: Great Lakes (MI/OH/IN/KY/TN; must be located in one of these states)

Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.

The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:

Bay Area, California: $230,000 - $300,000 USD

Other Locations in U.S.: $230,000 - $300,000 USD

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.

Apply for this job

* indicates a required field

First Name *

Last Name *

Email *

Phone

Location (City)

Resume/CV *

Education

School * Select...

Degree * Select...

LinkedIn Profile *

Other Website

What tangible factors are most important to you when considering a job opportunity? *

Work-life Balance

Remote Work

Leadership

Compensation

PTO

Culture

Company Outlook

Select your top 3.

What about Motive makes it an appealing place to work? *

Pronouns Select...

Are you legally authorized to work in the United States? * Select...

In the future will you require immigration sponsorship by Motive to work in the United States? * Select...

How did you hear about this opportunity? * Select...

Do you know anyone at Motive and/or did anyone refer you into this role or Motive (and if yes please list their name/s? *

Over the past 3 years, please provide the following information for Net New Logos only: Your three largest deal sizes (SaaS & ACV). Your average deal size (SaaS & ACV). The segment these deals were in (e.g., SMB, Mid-Market, Enterprise). *

What percentage of your deals over the past 3 years have come from each of the following categories: Net New Logos, Expansions, and Renewals? Additionally, which area do you excel in the most, and why? *

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Motive’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.