Account Executive, Enterprise - Northeast; CT, MA, ME, NH, OH, MI - Remote

Overview

Account Executive, Enterprise - Northeast (CT, MA, ME, NH, OH, MI) — 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 nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across 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 investing across all GTM teams within our Enterprise segment. You will lead the charge, selling the value of our products and the business outcomes achievable 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 should be receptive to feedback, have a willingness to learn, strong technical aptitude, and high attention to detail. Because of the collaborative nature of our Go-to-Market team, a win-as-a-team mentality is essential.

In this high-energy role, you should be comfortable working in a fast-paced environment with high standards of quality.

• Prospect and win new Enterprise business through developing key executive relationships within prospects to drive expansion of that business with all key accounts, growing share of wallet by understanding 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 resources to optimize buying decisions
• Resolve problems by identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions
• Work with technical resources to demonstrate the power of integrations and how our partner ecosystem increases the value of hardware and software
• Plan effectively to meet and exceed ongoing business goals and revenue quotas
• Develop a deep understanding of our technology platform and operations to inform iterations to our business
• Study and deepen understanding of market trends to enable consultative insight

• You have deep Enterprise sales experience partnering with Fortune 1000 or large enterprise clients
• 4+ years of SaaS or industry-relevant Enterprise field sales experience
• Strong track record of exceeding quotas and growing your book of business with data-backed results
• Ability to build rapport with executive decision-makers and influence outcomes through understanding the customer’s business and Motive’s solutions
• History of working independently with a data-driven mindset to chart short-, medium-, and long-term sales goals
• Strong communication skills and the ability to manage objections effectively
• Ability to travel 2x a month
• Territory:
  Northeast (CT, MA, ME, NH, OH, MI)

Pay Transparency:
Your compensation may be based on 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 401k contributions (benefits subject to eligibility).

Compensation ranges vary by location. On-target earnings (base pay + commissions) for this role are:

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