Account Executive, Enterprise – West

Remote from: USA
Salary, yearly, USD: 230,000 - 300,000
Department: Sales
Employment type: Full Time,
Job posted: 10 Jun 2026
Apply before: 10 Jul 2026
Experience level: Director
Views / Applies: 59 / 21

Motive creates software to help trucking companies improve safety and efficiency with products like Hours of Service monitoring and GPS tracking.

Computer Software
2013

Actively Hiring

AI Summary

Motive is seeking an Enterprise Account Executive for the West Coast to sell into large prospects across industries like trucking, oil & gas, and construction. The role involves developing executive relationships, prospecting and winning new business, and exceeding revenue quotas. The ideal candidate has 4+ years of enterprise SaaS sales experience and a track record of exceeding targets. This fast-paced role requires strong communication skills, a data-driven mindset, and the ability to work independently while collaborating with account teams.

Role DNA

Job Complexity

Easy Hard

Pace & Pressure

Relaxed Fast-paced

Autonomy Level

Guided Full Ownership

Communication Load

Independent Highly Collaborative

AI Insight Enterprise sales with large prospects and high quotas require significant skill and experience, but the role is supported by a team and resources, placing it at a 4 out of 5 in difficulty.

Salary Analysis

AI Insight The offered salary range of $230,000 to $300,000 is competitive for an Enterprise Account Executive role on the West Coast, aligning with market rates for experienced professionals in SaaS enterprise sales.

Key Skills

Enterprise Sales SaaS Executive Relationship Management Prospecting Revenue Growth Data-Driven Sales Fleet Management Communication Skills Negotiation CRM Software

Cover Letter Sample

Dear Hiring Manager,

I am excited to apply for the Enterprise Account Executive position at Motive. With over 5 years of enterprise SaaS sales experience and a proven track record of exceeding quotas, I am confident in my ability to drive growth for Motive's largest prospects. My background includes building executive relationships and winning complex deals in industries such as transportation and logistics. I thrive in fast-paced environments and am adept at using data to inform sales strategies.

I am particularly drawn to Motive's mission of empowering physical operations through innovative technology. I look forward to the opportunity to contribute to your Go-To-Market team and help expand Motive's footprint in the West region. Thank you for considering my application.

Sincerely,
John Doe

Possible Interview Questions

Describe a time you exceeded a sales quota by a significant margin. What strategies did you use?

In my previous role as an Enterprise Account Executive at a SaaS company, I exceeded my annual quota by 40% by focusing on high-value prospects and leveraging a consultative sales approach. I built strong relationships with C-level executives, identified their pain points, and demonstrated how our solution could improve their operational efficiency. I also used data analytics to prioritize leads and customize my pitches, which resulted in a higher win rate.

How do you approach developing executive relationships in a new territory?

I start by researching the key players and their business challenges. I then use a multi-channel outreach strategy, including personalized emails, LinkedIn messages, and warm introductions from existing contacts. I aim to provide value early by sharing industry insights or case studies. Once I engage an executive, I focus on understanding their priorities and aligning our solution to their strategic goals, building trust over time through consistent follow-up and delivering on promises.

Explain how you handle objections from a prospect who is price-sensitive.

When faced with price objections, I first acknowledge their concern and then refocus the conversation on value. I ask probing questions to understand their specific budget constraints and the cost of their current inefficiencies. I then present a compelling ROI analysis, highlighting how our solution can save them money or increase revenue in the long run. If necessary, I work with my manager to explore flexible pricing or payment terms that meet their needs while preserving the deal's profitability.

Describe a situation where you had to collaborate with internal teams to close a complex deal.

In a recent deal with a Fortune 500 client, we needed to integrate our software with their existing ERP system. I coordinated with our technical team to create a demo of the integration, worked with the legal team on contract terms, and looped in customer success to outline post-sale support. By aligning these resources and communicating a unified plan to the client, we were able to address their technical concerns and secure a three-year contract worth $2M.

How do you stay current with market trends to provide consultative insights to prospects?

I subscribe to industry publications like Fleet Owner and Transport Topics, attend webinars and conferences, and follow thought leaders on LinkedIn. Additionally, I regularly review analyst reports from Gartner and Forrester. I also leverage internal data from our customer success team to understand common challenges and success patterns. This knowledge allows me to speak knowledgeably about market shifts and position our solution as a strategic asset.

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 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 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 seizing the opportunity created by our strong product positioning in the market by heavily investing across all Go-To-Market (GTM) teams within our Enterprise segment. You will lead the charge, selling the value of our products and the business outcomes that can be achieved 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 are receptive to feedback, have a willingness to learn, a strong technical aptitude, and a high attention to detail. 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.

Open Territory: West Coast (Open to individuals located in California, Oregon or Washington)

What you’ll do:

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

About you:

- You have deep Enterprise sales experience partnering with F1000 clients
  - 4+ years of SaaS or industry relevant Enterprise field sales experience required
- You show a strong track record of exceeding quotas and rapidly growing your book over time backed up by data
- You have an ability to build rapport with executive decision-makers, influencing outcomes through both an understanding of the customer’s business and the unique solutions that Motive can deliver
- You show a history of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals
- You have best-in-class communication skills, with the ability to successfully convey key value propositions and quick manage objections

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 visitingMotive 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

$230,000—$300,000 USD

Other Locations in U.S.

$230,000—$300,000 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.

UK 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.

Apply now >