Mid-Market Account Executive

ProducePay; Nashville (TN); On-site; USD 142,000 - 197,000; Full time

Benefits offered by this job

Health benefits

Dental coverage

Vision coverage

Paid time off

Sick time off

Short-term disability

Long-term disability

Life insurance

401k

Job summary

Motive is seeking a Mid‑Market Account Executive to drive new business across the US and Canada. You will own the full sales cycle from prospecting to close, engaging with leaders at companies operating 50–174 trucks and educating them on Motive’s safety, operations and finance platform.

The role rewards a hunter mentality, quota achievement and collaborative cross‑functional teamwork with Sales Engineering and Customer Success.

Qualifications

• Bachelor’s degree or equivalent SaaS closing experience required.
• 2+ years of experience in a full cycle sales role, SaaS preferred.
• Must be located in/near Austin, TX.
• Proven track record of quota achievement in a new business, outbound sales role.
• Experience partnering with Sales Engineers, SDRs and trial experience a plus.
• Self‑starter in a fast‑paced environment with the ability to learn and adapt quickly.

Responsibilities

• Drive new business logos while meeting or exceeding monthly revenue quotas.
• Lead all aspects of the sales cycle including prospecting, meetings, discovery, qualification, negotiation and close.
• Maintain high outbound lead generation through cold calling and strategic outreach; hit KPIs.
• Lead discovery calls, demos and trials to understand potential customers' challenges and goals.
• Collaborate cross-functionally with Sales Development, Sales Engineering, Customer Success, etc.
• Maintain accurate sales forecasting and reporting.

Skills

SaaS sales

Prospecting

Quota attainment

Negotiation

Cross-functional collaboration

Education

Bachelor’s degree or equivalent SaaS closing experience

Job description

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.

About the Role: As a Mid‑Market Account Executive, you will be pivotal to the growth of our Mid‑Market sales segment, driving new business with companies operating 50‑174 trucks across the US and Canada. You will own the full sales cycle from prospecting to closing, working as a relentless “hunter” to identify opportunities, clearly articulate and educate our value proposition, and close key stakeholders. We are looking for driven and experienced sales individuals with a persuasive, natural sales ability and a strong commitment to results. This is an amazing opportunity to join our fastest growing sales segment with the ability to advance into the Upper Mid Market and Enterprise segments as well as sales leadership.

What You'll Do:

• Drive new business logos while meeting or exceeding monthly revenue quotas.
• Lead all aspects of the sales cycle including prospecting, sales campaign/meetings, discovery, qualification, negotiation and close.
• Maintain a high level of outbound lead generation through cold calling and strategic outreach, consistently hitting KPI metrics.
• Lead discovery calls, demos and trials to understand the business challenges and goals of potential customers.
• Work cross‑functionally and collaboratively with related departments (Sales Development, Sales Engineering, Customer Success, etc).
• Demonstrate a consistent attention to detail in accurate sales forecasting.

What We're Looking For:

• Bachelor’s degree or equivalent SaaS closing experience required.
• 2+ years of experience in a full cycle sales role, SaaS preferred.
• Must be located in/near Austin, TX.
• Proven track record of quota achievement in a new business, outbound sales role.
• Experience partnering with Sales Engineers, SDRs and trial experience a plus.
• Self‑starter comfortable with a fast‑paced environment, demonstrating a willingness to learn/ramp quickly and be a creative problem solver for the larger Motive team.
• Strong ownership attitude from prospecting, demonstrations, to negotiations and closing.
• Embodies a growth mindset and seeks out opportunities to constantly learn and grow. Extreme curiosity about the product, the industry and your customer’s businesses.
• “Do What It Takes” mentality – proactive and taking initiative to drive and cultivate new creative solutions.

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 and a 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.

On‑target earnings (base pay + commissions) for this position are:

• United States: $142,000 – $197,000 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.

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All job postings are for existing vacancies. Some interviews or new‑hire training sessions may be held in person at one of our global offices.