About this role.
This is a senior enterprise SaaS sales role focused on winning and expanding business with large North American physical-operations companies. The Account Executive will prospect executive stakeholders, manage complex RFP and contract-based opportunities, and coordinate with technical and account-team resources to demonstrate Motive’s platform. Success depends on exceeding revenue quotas, building consultative relationships, and translating fleet, operations, and integration needs into business outcomes. The territory is remote within selected Central U.S. states and requires at least five years of relevant enterprise field-sales experience.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would outline the target account, the business hypothesis that guided outreach, the executive stakeholders engaged, and the discovery process used to quantify the customer’s problem. I would explain how I coordinated internal specialists, managed procurement and legal, addressed risk, and advanced a mutual action plan. I would close with measurable results such as contract value, sales-cycle length, and expansion potential.
I prepare by researching the company’s operating model, fleet or field-service environment, strategic initiatives, and financial drivers. In conversations, I lead with relevant business outcomes rather than product features, ask concise diagnostic questions, and validate the cost of inaction. I then connect the solution to measurable improvements in safety, utilization, compliance, or operating efficiency.
I would first determine the decision criteria, stakeholder map, timeline, and whether Motive can influence the requirements through discovery. I would coordinate a response team with clear owners, tailor evidence to the customer’s priority outcomes, and use executive alignment to address concerns beyond the written RFP. Throughout the process, I would maintain a mutual action plan and proactively surface procurement, security, and implementation risks.
I manage to leading indicators as well as closed revenue: target-account coverage, executive meetings, qualified pipeline creation, stage conversion, and next-step quality. I segment accounts by fit and opportunity, maintain multiple paths to quota, and review pipeline health rigorously each week. When a deal slips, I diagnose the root cause quickly and redirect activity toward the highest-probability opportunities.
I translate technical capabilities into the customer’s operational and financial priorities before bringing in specialists. I set clear expectations for discovery, demos, and validation so technical resources can focus on the highest-value questions. Afterward, I synthesize the findings into an executive narrative that connects integrations and ecosystem capabilities to a compelling business case.
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 (Open to individuals located in IL, KS, MN, MO, ND, SD, WI)
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
- 5+ 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
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 visiting Motive 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.
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
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