Account Executive, Enterprise – Mid-Atlantic (MD, NJ, PA, NY,)

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: 26 / 8

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

This is an Enterprise Account Executive role at Motive, a company that provides a platform for managing physical operations. The role involves selling to large prospects (F1000) across industries like trucking, oil & gas, and construction. The territory covers the Mid-Atlantic region (MD, NJ, PA, NY). Candidates need 4+ years of SaaS enterprise sales experience and a track record of exceeding quotas. The position is fast-paced and requires strong executive relationship building.

Role DNA

Job Complexity

Easy Hard

Pace & Pressure

Relaxed Fast-paced

Autonomy Level

Guided Full Ownership

Communication Load

Independent Highly Collaborative

AI Insight Selling to enterprise clients (F1000) requires deep expertise, complex decision-making, and relationship-building with C-level executives, making it a high-difficulty role.

Salary Analysis

AI Insight The offered salary range of $230,000 to $300,000 is competitive and aligns well with the market for experienced Enterprise Account Executives at leading SaaS companies. It reflects the high earning potential through base salary and commission.

Key Skills

Enterprise Sales SaaS F1000 Consultative Selling Executive Relationship Management Quota Attainment Territory Management Salesforce Negotiation Solution Selling

Cover Letter Sample

Dear Hiring Manager,

I am writing to express my strong interest in the Enterprise Account Executive position at Motive. With over 5 years of experience selling SaaS solutions to Fortune 1000 companies, I have consistently exceeded quota and built lasting executive relationships. My background in driving revenue growth in the physical economy sectors aligns perfectly with Motive's mission.

I thrive in fast-paced environments and have a proven ability to navigate complex sales cycles. I am adept at leveraging technical resources and partner ecosystems to deliver value. I am eager to bring my consultative sales approach to Motive and help expand its enterprise footprint in the Mid-Atlantic region.

Thank you for considering my application. I look forward to the opportunity to discuss how I can contribute to Motive's success.

Sincerely,
[Your Name]

Possible Interview Questions

Describe a time when you successfully navigated a complex sales cycle with multiple stakeholders to close a large deal.

At my previous company, I targeted a Fortune 500 logistics firm. I identified the key decision-makers, built relationships with each, and arranged a pilot. After addressing their concerns about integration, I presented a tailored ROI analysis. The deal closed in 9 months at $1.2M ARR.

How do you prioritize and manage your pipeline to consistently exceed quota?

I use a data-driven approach, segmenting accounts by potential value and time-to-close. I maintain a weighted pipeline with stages, and weekly I review progress with my manager. I also allocate time for prospecting new accounts to ensure a balanced pipeline.

Can you give an example of how you built an executive relationship that led to business expansion?

I established a relationship with the VP of Operations at a retail client. Through regular check-ins, I identified a need for fleet optimization. I collaborated with our product team to propose a custom solution, resulting in a $500K upsell and a long-term partnership.

How do you handle objections from a prospect who is satisfied with their current vendor?

I acknowledge their satisfaction and then ask probing questions to uncover unmet needs. For example, I might say, 'I understand you're happy with Vendor X. What areas of your current solution could be improved?' This often reveals pain points we can address, like integration or analytics.

Describe your experience with using technology and data to improve your sales process.

I heavily use Salesforce to track activities and analyze win/loss patterns. I also leverage tools like LinkedIn Sales Navigator for prospecting. By analyzing data, I refined my pitch to focus on ROI, which increased my close rate by 20%.

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: (DC, DE, MD, NJ, NY, PA, VA)

Must be located within one of the Northeast states listed above

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 >