Account Executive, Mid-Market – MX

Motive; United States; Hybrid; USD 70,000 - 110,000; Full time

Job summary

Motive seeks a Mid-Market Account Executive to drive net-new revenue in Mexico City, targeting mid-sized commercial fleets with a sophisticated value proposition. You will source your own pipeline, conduct client discovery, and demonstrate ROI to CFOs and operations leaders.

The role is hybrid, based in Mexico City, requiring 3–4 days in the office weekly, with a focus on building trusted, multi-stakeholder relationships to close deals and transform physical operations.

Qualifications

• 3–5+ years of full-cycle B2B closing experience selling complex software/IoT/technology solutions to mid-market businesses.
• Ability to present ROI and financial impact to CFOs and to field operations managers.
• Proven outbound prospecting discipline with self-sourced pipeline; not just inbound.
• Fluency in English and Spanish (written and spoken).
• Track record of consistently meeting or exceeding quota targets with sizable average deal sizes.

Responsibilities

• Own the entire sales lifecycle from target account identification to discovery, negotiation, and contract execution.
• Build and manage a healthy 3x–4x pipeline through outbound outreach and qualified inbound interest.
• Conduct thorough business discovery to uncover operational inefficiencies, safety risks, and cost drivers.
• Quantify Motive's ROI using MEDDPICC/BANT methodologies.
• Engage multiple stakeholders including C-suite, operations, safety, and fleet leaders to build consensus.
• Maintain Salesforce records and deliver accurate monthly/quarterly revenue forecasts.
• Collaborate with Pre-Sales, Customer Success, Legal, and Implementation for onboarding and retention.

Skills

Full-cycle sales

Outbound prospecting

CRM & forecasting

Bilingual (EN/ES)

MEDDPICC

Education

Bachelor's degree

Tools

Salesforce

Job description

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.

Visit gomotive.com to learn more.

About the Role

How do you build a world-class sales organization? By assembling a team of rugged, adaptable, and highly consultative sales professionals.

We are actively looking for a Mid-Market Account Executive (MX) to join our growing team in Mexico City.

In this role, you will drive net-new business revenue by targeting mid-sized commercial fleets - companies that require a sophisticated value proposition paired with strong, trust-based relationship building.

The ideal Mid-Market AE is a corporate chameleon: someone with advanced business acumen who can seamlessly present ROI and financial impact to CFOs in a boardroom, and just as easily connect with fleet owners and operations managers on the ground.

You will operate with an owner mindset, self-sourcing your pipeline, conducting deep consultative discovery, and navigating multi-stakeholder sales cycles to help transform physical operations across Mexico.

What You'll Do

• Drive Full-Cycle Revenue Growth: Own the entire sales lifecycle from target account identification and initial outbound prospecting to discovery, solution demonstration, negotiation, and contract execution.
• Build & Manage Pipeline: Actively self-source new opportunities through targeted outbound outreach (phone, email, social) while effectively qualifying inbound interest to maintain a healthy 3x-4x pipeline coverage.
• Execute Consultative & Value-Based Selling: Conduct thorough business discovery to uncover operational inefficiencies, safety risks, and cost drivers.
• Quantify Motive's ROI using structured sales methodologies (MEDDPICC / BANT).
• Navigate Multi-Stakeholder Deals: Engage and build consensus across diverse decision-makers within mid-sized businesses, including C-suite executives, directors of operations, safety managers, and fleet directors.
• Maintain CRM & Forecast Accuracy: Keep meticulous records of all sales activities, account intelligence, and opportunity stages in Salesforce to deliver accurate monthly and quarterly revenue forecasts.
• Collaborate Cross-Functionally: Partner closely with Pre-Sales, Customer Success, Legal, and Implementation teams to ensure seamless client onboarding and long-term retention.

What We're Looking For

• Relevant Sales Experience: 3-5+ years of full-cycle B2B closing experience, ideally selling complex software, SaaS, IoT, hardware, or technology solutions to Mid-Market businesses.
• The "Corporate Chameleon" Persona: Exceptional interpersonal adaptability with the ability to build rapport with operational field leaders while commanding authority in executive meetings.
• Proven Outbound Prospecting Discipline: A track record of generating a significant portion of your own pipeline without relying solely on SDRs or marketing inbound leads.
• Bilingual Proficiency: Professional fluency in both Spanish and English (written and verbal).
• Track Record of Overachievement: Demonstrated history of consistently meeting or exceeding quota targets ($50K+ average deal size / ACV experience preferred).
• Adaptability & Grit: High resilience, street-smart problem-solving skills, and the drive to thrive in a fast-paced, high-growth startup environment.
• Education: Bachelor's degree required.

Work Environment

This is a hybrid role based out of our Mexico City office (2-3 days per week in-office). Candidates must reside in or be willing to commute to the Mexico City area.

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.

Please review our Candidate Privacy Notice here. UK Candidate Privacy Notice here.

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.

Regarding US-based roles, depending on your role and primary work location, Motive Technologies, Inc. ("Employer") discloses candidates may be required to execute a non-compete covenant with the Employer. This requirement does not apply to lawyers, interns, or employees working in CA, MN, MT, ND, OK, or where otherwise prohibited by law. 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.

All job postings are for existing vacancies.

Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.