About this role.
Motive is hiring an Enterprise Account Executive to build and close strategic business with large State, Local, and Education public-sector organizations. The role owns prospect development, account planning, executive relationship management, RFP pursuits, complex proofs of concept, and quota attainment. This is a consultative enterprise sales position that requires close collaboration with sales engineering, product, and software engineering teams. The successful candidate will bring a proven record of exceeding enterprise sales targets, selling complex technology, and navigating public-sector buying processes. The role is remote within the United States, with a preference for candidates in Utah or Colorado.
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
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Core skills
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Sample interview questions
I would outline the customer’s operational problem, map the buying committee and procurement milestones, and build a mutual action plan covering security review, technical validation, budget approval, and contracting. I would quantify the result, including deal value, sales-cycle length, and the customer outcome delivered.
I start with the agency’s strategic priorities, current operating environment, funding sources, and procurement calendar. I then map stakeholders, identify a high-value use case, develop an executive value hypothesis, align internal resources, and maintain measurable next steps for every stage of the pursuit.
I would connect Motive’s platform to the organization’s outcomes: safer operations, stronger fleet visibility, reduced manual work, improved productivity, and more efficient spend management. I would validate the customer’s specific challenges before proposing relevant workflows, integrations, and measurable success metrics.
I would acknowledge the concern, clarify its underlying business or technical impact, and bring the right evidence and internal experts to address it. For example, for a security or integration objection, I would coordinate a focused technical session, document requirements, and agree on objective acceptance criteria with the customer.
I segment accounts by strategic fit, opportunity size, timing, and likelihood of access to executive sponsorship. I establish weekly activity and pipeline targets, review conversion data regularly, prioritize the highest-impact pursuits, and seek internal feedback early when a deal requires specialized support.
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, Public Sector at Motive, you are responsible for developing and closing business with Motive’s largest State, Local, and Education prospects. As one of our first Account Executives focused on the Public Sector market, you will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive.
The solutions Motive brings to market align very well with Public Sector organization’s values and priorities. Motive makes the world safer, increases productivity, and enhances cost efficiency. Our Enterprise Account Executives focusing on the Public Sector will be entrepreneurial, thoughtfully aggressive, and can truly articulate the value Motive brings to the Public Sector market. 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.
Candidate Locations: Utah, Arizona, New Mexico, Colorado, Kansas (Utah, Colorado preferred)
What you’ll do:
- Establish, develop and grow new business relationships with influential contacts within lighthouse Public Sector accounts
- Identify, partner and develop account plans for Motive’s Public Sector prospects, actively developing strategies that result in providing the best value to our customers
- Harness key Executive relationships to ensure RFP wins and grow contractual-based business
- Strong experience with complex Proof of Concepts or Trials
- Partner internally with Sales Engineering, Product, and Software Engineering to provide consistent feedback on product or security gaps that are crucial to win in a Public Sector environment
- 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 selling into the largest Public Sector organizations
- 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 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
$280,000—$280,000 USD
Other Locations in U.S.
$280,000—$280,000 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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