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Premier Mid-Market Account Executive, Expansion



Sales & Business Development
United States · Remote
Posted on Friday, March 8, 2024

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 to learn more.

Who we are:

Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. Motive combines IoT hardware with AI-powered applications to connect and automate physical operations. Motive is one of the fastest-growing software companies in the world, serving 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.

Motive is built on four foundational attributes; Own It, Less but Better, Build Trust, and Unlock Potential. This has taken our company to great heights, including being recognized by Fortune for Best Workplaces, Forbes Best Startup Employers, and Comparably for our Best Global Culture, Sales Team, Leadership Team, Career Growth, and CEO for Diversity. We’re proud to receive an employee net promoter score of 63 (according to Comparably) which places Motive in the top 5% of companies with 4,000 employees or more.

Today, our team is made up of more than 3,000 employees, located across the world, providing support to a wide range of customers. While most of our employees are remote, many have the opportunity to work on-site at any of our 8 global office locations. Visit our careers website to learn more about opportunities at Motive.

About the Role:

As a Premier Mid-Market Account Executive, you will be pivotal to the growth of our Premier sales segment, driving to increase revenue within our current customer base of Premier Mid Market accounts with 80-399 trucks across the US and Canada. You will own the full sales cycle from prospecting to closing, working as a relentless “hunter” to identify expansion 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 this fast 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 Mid-Market 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 expansion sales within a defined set of customer accounts, while meeting or exceeding monthly revenue quotas
  • Ability to navigate a complex 2-4 month sales cycle including prospecting, sales campaign/meetings, discovery, qualification, negotiation, and close
  • Maintain a focus on 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 Engineering, Customer Success, etc)
  • Demonstrate a consistent attention to detail in accurate sales forecasting

What We're Looking For:

  • Bachelor's degree required
  • 4+ years of SaaS closing experience in an expansion sales role required
  • Demonstrated success in achieving sales goals (President’s Club, Rep of the Year, etc.)
  • Experience partnering with Sales Engineers, Customer Success, 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
$145,000$160,000 USD
Other Locations in U.S.
$145,000$160,000 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.