Enterprise Account Management - Central

Motive; Illinois; Remote; USD 120,000 - 190,000; Full time

Benefits offered by this job

Remote work

Travel approximately 20%

Job summary

Motive is hiring an Enterprise Account Manager to drive growth with US-based customers, managing 150-999 vehicles. You will own strategic accounts, conduct discovery calls, product demos, and trials, and collaborate with Sales Engineering to ensure adoption and success.

This remote role requires 4+ years in SaaS sales, a consultative approach, and strong negotiation skills. Travel ~20% to client sites for relationship-building and support.

Qualifications

• Bachelor's degree required.
• 4+ years of SaaS sales experience in enterprise or complex sales environments.
• Experience achieving sales goals and familiarity with MEDDIC/MEDDPICC is a plus.
• Strong consultative sales and negotiation skills; ability to demonstrate a complex product.

Responsibilities

• Serve as the primary contact for assigned enterprise accounts and drive retention and revenue growth.
• Develop strategic account plans focusing on upsells, cross-sells, and renewals.
• Lead discovery calls, product demos, and trials to map Motive solutions to client goals.
• Monitor account health, coordinate with internal teams to mitigate risks and ensure satisfaction.
• Maintain detailed CRM records of interactions and sales activities.

Education

Bachelor's degree

Tools

Salesforce

CRM tools

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:

As an Enterprise Account Manager, you will be integral to driving growth and maintaining strong relationships within our Enterprise sales segment, focusing on U.S.-based customers with 150-999 vehicles. This role combines strategic sales practices with proactive account management, ensuring that clients receive exceptional service while identifying opportunities for revenue expansion through upsells, cross-sells, renewals, and product adoption. We are looking for driven and experienced SaaS sales professionals with a consultative approach, strong problem-solving skills, and the ability to execute strategic account plans while navigating complex sales cycles. This is a remote position with occasional travel (~20%) to client sites for relationship building and support.

What You'll Do:

• Serve as the primary point of contact for assigned accounts, proactively identifying needs, resolving issues, and managing overall account health to drive retention and revenue growth.
• Develop and implement strategic account plans that align with client goals, focusing on upsells, cross-sells, and renewals.
• Lead discovery calls, product demos, and trials to understand business challenges and align Motive’s solutions to customer goals.
• Monitor account health, addressing potential issues swiftly and coordinating with internal teams to mitigate risks and ensure customer satisfaction.
• Maintain detailed account records, tracking key interactions, customer feedback, and sales activities in CRM.
• Collaborate closely with Sales Engineering to address technical inquiries and ensure smooth product integration and adoption.
• Conduct regular business reviews to assess product adoption, gather feedback, and present tailored solutions that drive value.
• Demonstrate a consistent attention to detail in accurate sales forecasting and KPI tracking.

What We're Looking For:

• Bachelor's degree required.
• 4+ years of SaaS sales experience in a customer expansion or account management role, ideally within a enterprise, complex SaaS or technical sales environment.
• Demonstrated success in achieving sales goals, such as President’s Club or Rep of the Year.
• Strong consultative sales methodology and negotiation skills (MEDDIC/MEDDPICC experience is a plus).
• Technical aptitude with the ability to demonstrate a moderately complex product effectively.
• Excellent communication and presentation skills, capable of translating technical concepts to non-technical stakeholders.
• Self-starter who thrives in a fast-paced, dynamic environment and takes initiative to solve complex problems.
• Strong organizational skills with the ability to manage multiple accounts and competing priorities effectively.
• Growth-oriented with a passion for continuous learning and a drive to understand customer business models.

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.

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.