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 more than 120,000 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 a Premier Mid Market Account Executive, you will be pivotal to the growth of our Premier sales segment, driving new business sales with companies operating 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 on our value proposition, and close key stakeholders.
We are looking for driven and experienced SaaS 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 Enterprise segments as well as sales leadership.
- This is a work from home/remote job that would require travel to customer on-site meetings throughout the sales cycle (~20% travel)
- This job posting is inclusive of all of Motive's Premier Account Executive roles across North America
- Please apply regardless of location and your Recruiter will work with you to determine which region you would find the most most success based on Motive's needs, your home-base location, and a few other variables
What You'll Do:
- Responsible for driving new business logos, while meeting or exceeding monthly revenue quotas
- Ability to navigate a complex 4-6 month 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 with consistent ability to hit 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:
- 4+ years of SaaS closing experience in a new logo driven role required (hunter/heavy prospector)
- Experience closing complex /multithreaded deals and references to back this up
- Demonstrated success in achieving sales goals (President’s Club, Rep of the Year, etc.)
- Experience partnering with Sales Engineers, SDRs, and trial or POC experience highly preferred
- Strong professional consultative sales methodology and negotiation skills (MEDDIC/MEDDPICC a plus)
- Technical acumen: can learn to demonstrate a moderately technical product to prospects and lead trials
- 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
- Consultative nature and able to navigate the complexities and needs of clients across industries, sizes, and life cycles
- Strong ownership attitude from prospecting, demonstrations, to negotiations and closing
- You embody a growth mindset and seek out opportunities to constantly learn and grow. Extreme curiosity about the product, the industry, and your customer’s businesses.
- “Do What It Takes” mentality - you are proactive and take 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 as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.
The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:
Bay Area, California
$180,000—$215,000 USD
Other Locations in U.S.
$180,000—$215,000 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.
Please review our 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.
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What the Team is Saying
What We Do
Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. The Motive Automated Operations Platform combines IoT hardware with AI-powered applications to automate vehicle and equipment tracking, driver safety, compliance, maintenance, spend management, and more. Motive serves more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery. Visit gomotive.com to learn more.
Why Work With Us
We work hard, with humility and we see our efforts rewarded in tangible ways every day. At Motive, you’ll have the chance to make a difference for the drivers who keep our world moving. We trust each other to do great work because together we can achieve collective goals that reach beyond the physical economy.
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Employees work remotely.
