Director of Strategic Accounts - F500 Sales

This is a senior individual contributor Enterprise sales role targeting Fortune 500 accounts in one of the fastest-growing fleet-tech companies in the U.S. Motive's ~100,000 customer base and AI-driven platform signal a company at meaningful scale — well past early startup stage but still in aggressive growth mode, which typically means high earning potential through commissions.

Compensation context: No salary is disclosed, but Director of Strategic Accounts roles at similarly scaled SaaS companies (Series D+ or public) typically range from $150,000–$220,000 OTE
, with base salaries around $100,000–$140,000 and significant commission upside for quota-busting performers.

• C-suite relationship management and executive selling at F500 scale
• Complex RFP and consultative sales cycle management (6–18 months)
• Cross-functional Go-to-Market collaboration (SEs, CSMs, product)
• Fleet technology and physical operations domain expertise — a niche but growing market

Green flags: Motive is a well-funded, product-led company with strong upmarket momentum. The role offers autonomy, high commission ceilings, and exposure to a large book of strategic accounts.

Red flags to watch: A potential non-compete covenant could restrict future career moves. No mention of equity, PTO, or benefits. The lack of salary transparency at this seniority level is unusual — clarify OTE structure early in the process.

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.

Remote
- United States
- Western U.S.

As a Director of Strategic Accounts 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, the majority being in the Fortune 500. We are seizing the opportunity created by our strong product positioning and pushing up market. You will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive.

Our Directors of Strategic Accounts sell across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. 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.

• Prospect and win new Strategic business through developing key C-Suite and executive relationships within key prospects to drive expansion of that business with all key accounts
• Develop champions within our prospects to ensure RFP wins and grow contractual-based business
• Partner with the balance of your internal account team at Motive and leverage customer analytics and other available resources to optimize buying decisions to increase the perceived value of Motive
• Resolve problems,…