Account Executive, Enterprise – MidSouth

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, a company empowering physical operations with AI-driven fleet management solutions, seeks an Enterprise Account Executive for the MidSouth territory. This role involves developing and closing business with Fortune 1000 prospects, building executive relationships, and driving revenue growth. The ideal candidate has 4+ years of enterprise field sales experience, a track record of exceeding quotas, and strong communication skills. This is a high-energy, fast-paced position requiring travel 2x per month and a win-as-a-team mentality.

Role DNA

Job Complexity

Easy Hard

Pace & Pressure

Relaxed Fast-paced

Autonomy Level

Guided Full Ownership

Communication Load

Independent Highly Collaborative

AI Insight Requires managing complex enterprise sales cycles, building strong executive relationships, and a data-driven approach to exceed quotas, making it challenging.

Salary Analysis

AI Insight The offered OTE of $230,000-$300,000 is competitive for an enterprise sales role, with a median of $265,000. This is above the typical market range for similar roles, reflecting the high expectations and impact of the position.

Key Skills

SaaS Enterprise Sales Account Executive Customer Relationship Management Negotiation Strategic Planning Fleet Management IoT Hunting F1000 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 enterprise field sales experience in the SaaS industry, I have consistently exceeded quotas by developing strategic relationships with Fortune 1000 clients. My ability to understand client needs and articulate value propositions has driven significant revenue growth for previous employers.

I am particularly drawn to Motive's mission to empower physical operations through AI-driven solutions. My experience selling into industries like transportation and logistics has given me insights into the challenges you address. I thrive in fast-paced environments and am adept at collaborating with cross-functional teams to close complex deals.

I am confident that my results-driven mindset and deep enterprise sales expertise make me a strong fit for this role. I look forward to the opportunity to contribute to Motive's continued success.

Sincerely,
[Your Name]

Possible Interview Questions

Describe your experience with enterprise sales cycles exceeding $1M in annual contract value.

I have managed multi-million dollar enterprise deals by building strong relationships with C-level executives. For example, at my previous company, I closed a $1.5M deal with a Fortune 500 logistics firm by demonstrating how our solution could reduce their operational costs by 20%.

How do you approach prospecting into a new territory like the MidSouth region?

I start by researching the key industries and companies in the territory, leveraging tools like LinkedIn and ZoomInfo to identify potential prospects. I then craft personalized outreach messages highlighting how our solution addresses their specific pain points, and use a multi-channel approach including calls, emails, and social selling.

Tell me about a time you exceeded your quota by a significant margin. What strategies did you use?

In Q3 last year, I exceeded my quota by 150% by focusing on expanding within existing accounts. I identified upsell opportunities by analyzing usage data and conducting quarterly business reviews. I also engaged decision-makers early with ROI-focused presentations.

How do you handle objections from senior executives during a sales process?

I listen carefully to understand the root of the objection, then address it with data and case studies. For instance, when a CFO questioned our pricing, I provided a TCO analysis showing long-term savings and ROI, which led to approval.

Describe a challenging sales situation where you had to collaborate with technical resources to close a deal.

I worked with our solutions engineer to conduct a live demo for a prospect concerned about integration complexity. By showing a seamless integration with their existing ERP system, we alleviated their concerns and closed a six-figure deal.

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.

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
- Ability to travel 2x a month
- Territory: AL, AR, KY, LA, MS, TN

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 >