Account Executive, Enterprise – Great Lakes

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: 22 / 4

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 to sell into the Great Lakes region, targeting Fortune 500 companies in industries like transportation, construction, and manufacturing. The role involves developing executive relationships, winning new business, and exceeding revenue quotas. This position requires 4+ years of SaaS enterprise field sales experience and a track record of overachievement. The ideal candidate is data-driven, consultative, and thrives in a fast-paced, collaborative environment.

Role DNA

Job Complexity

Easy Hard

Pace & Pressure

Relaxed Fast-paced

Autonomy Level

Guided Full Ownership

Communication Load

Independent Highly Collaborative

AI Insight The role demands deep enterprise sales expertise, building executive relationships, and consistently exceeding quotas, which is challenging but manageable for experienced professionals.

Salary Analysis

AI Insight The offered salary range of $230,000 to $300,000 is above the typical market range for Enterprise Account Executives, which usually spans $150,000 to $280,000. This reflects Motive's competitive compensation for top talent.

Key Skills

Enterprise Sales SaaS Executive Relationship Management RFP Strategic Partnerships Sales Quota Achievement Territory Management Consultative Selling CRM Data-Driven Sales

Cover Letter Sample

Dear Hiring Manager,

I am excited to apply for the Enterprise Account Executive position at Motive. With over 5 years of SaaS enterprise sales experience and a consistent record of exceeding quotas, I am confident in my ability to drive growth in the Great Lakes region. My expertise in building executive relationships and consultative selling aligns perfectly with Motive's mission to empower physical operations.

I have a deep understanding of the fleet management industry and have successfully navigated complex RFP processes to secure multimillion-dollar contracts. I am eager to leverage market insights and data-driven strategies to help Motive expand its enterprise footprint.

Thank you for considering my application. I look forward to discussing how I can contribute to your team.

Sincerely, [Your Name]

Possible Interview Questions

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

In my previous role, I exceeded my annual quota by 120% by focusing on strategic account planning and building strong C-level relationships. I identified upsell opportunities through regular business reviews and leveraged customer success stories to close larger deals.

How do you approach building relationships with executive decision-makers in a large enterprise?

I research each executive's priorities and personalize my outreach to address their specific business challenges. I focus on being a trusted advisor by providing industry insights and data-driven value propositions, and I ensure consistent follow-up to maintain engagement.

Tell us about a complex RFP you won. What was your approach?

I managed an RFP for a Fortune 500 logistics company by assembling a cross-functional team to address technical and contractual requirements. I coordinated with legal, product, and support teams to ensure a compelling proposal, and I conducted executive briefings to demonstrate ROI. We won the deal, resulting in a $2M contract.

How do you stay motivated and organized in a fast-paced sales environment?

I prioritize high-value activities using CRM tools and time-blocking. I set weekly goals and track progress against targets. I also stay motivated by focusing on customer success stories and the impact of our solutions.

How do you handle objections from prospects about pricing or competition?

I listen to understand the objection thoroughly, then reframe the conversation around total cost of ownership and unique value. I use case studies and ROI calculators to demonstrate long-term savings. For competition, I highlight our differentiators like AI-driven insights and integration capabilities.

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: IN, MI

Must be located within one of the 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 >