About this role.
Motive is seeking an Enterprise Account Executive for the Central region to sell their fleet management platform to large enterprises. The role involves developing executive relationships, exceeding quotas, and driving new business across multiple industries. Candidates need 4+ years of enterprise SaaS sales experience and a strong track record of overachievement. The position offers a competitive base salary plus commission in a fast-paced, collaborative environment.
Role DNA
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Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
I am writing to express my strong interest in the Enterprise Account Executive position at Motive. With over 5 years of experience in SaaS enterprise sales and a consistent record of exceeding quotas by 20% annually, I have developed deep expertise in building executive relationships and driving revenue growth. My background includes selling complex solutions to Fortune 1000 clients across transportation and logistics, which aligns perfectly with Motive's focus on the physical economy. I am excited about the opportunity to leverage my skills in consultative selling and strategic account management to deliver measurable value to your clients and contribute to Motive's market leadership.
Sample interview questions
I focused on understanding their pain points and built a tailored solution. I engaged multiple stakeholders, from IT to operations, and used ROI analysis to demonstrate value. The deal closed after 6 months and led to a 30% expansion.
I use a CRM to track leads and score them based on deal size, urgency, and fit. I allocate time weekly to review pipeline health and focus on high-probability deals, while also nurturing early-stage opportunities.
I previously sold fleet management software to trucking companies, where I helped clients reduce costs and improve safety. I understand the regulatory environment and operational challenges they face.
I listen carefully to identify the root cause, then address it with data and case studies. If they question ROI, I provide a custom business case. I also leverage internal champions to reinforce the value.
I involve solution engineers early for technical validation, and work with marketing to create targeted content. I regularly communicate with my manager and cross-functional teams to align on strategy and remove roadblocks.
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: Central timezone
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
- You have deep Enterprise sales experience partnering with F1000 clients
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:
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.
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