[All remote jobs](https://jobicy.com/jobs.md)[![Motive logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/5cfcac16-221.jpg)](https://jobicy.com/company/motive.md)[Motive](https://jobicy.com/company/motive.md) # Director of Strategic Accounts, Western U.S. AI Summary Motive is seeking a Director of Strategic Accounts to win and expand large enterprise customers across the Western/Central United States. The role focuses on complex, consultative SaaS sales to Fortune 500 and Fortune 1000 organizations operating vehicle fleets and physical operations. The successful candidate will build C-suite relationships, navigate RFPs, coordinate internal technical and account teams, and consistently exceed revenue quotas. Candidates need at least seven years of relevant enterprise field-sales experience, a data-driven approach, and a demonstrated record of growing strategic accounts independently.[Apply for this job](#job-application)[View company](https://jobicy.com/company/motive.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished7 Nov 2026Apply before7 Dec 2026Listing views37Application actions0Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. Who we are: [Motive](https://jobicy.com/company/motive.md) 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](http://gomotive.com) to learn more. ### Director of Strategic Accounts, Western U.S. Remote – United States – Western U.S. ### About the role: As a Director of Strategic Accounts 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, the majority being in the Fortune 500. We are seizing the opportunity created by our strong product positioning and pushing up market. You will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive. Our Directors of Strategic Accounts sell across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. 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 Strategic business through developing key C-Suite and executive relationships within key prospects to drive expansion of that business with all key accounts * Develop champions within our prospects to ensure RFP wins and grow contractual-based business * Partner with the balance of your internal account team at Motive and leverage customer analytics and other available resources to optimize buying decisions to increase the perceived value of Motive * 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 F500 or F1000 clients * 7+ 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 C-suite & 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 quickly manage objections * This role will be covering accounts in the Western/Central U.S.. so we are considering only candidates that live in the Pacific or Mountain Time Zones for this particular position. 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](https://drive.google.com/file/d/1X9AbvQHki8zZCyjDjip1g0NtdZHcykJc/view?usp=drive_link). UK Candidate Privacy Notice [here](https://drive.google.com/file/d/1nqdWTJ7WJJikhj1Yhlo4jxDRA_6yXZbd/view). 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. Regarding US-based roles, depending on your role and primary work location, Motive Technologies, Inc. (“Employer”) discloses candidates may be required to execute a non-compete covenant with the Employer. This requirement does not apply to lawyers, interns, or employees working in CA, MN, MT, ND, OK, or where otherwise prohibited by law. Non-compete covenant terms in all other jurisdictions will be subject to the applicable statutory requirements, including but not limited to, procedures, industry related prohibitions, or salary and compensation thresholds. 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. Show more [Apply now >](https://jobicy.com/jobs/159570-director-of-strategic-accounts-western-u-s.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,PHN2ZyB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciIHdpZHRoPSI2NSIgaGVpZ2h0PSI2NSIgZmlsbD0ibm9uZSIgeG1sbnM6dj0iaHR0cHM6Ly92ZWN0YS5pby9uYW5vIj48ZyBjbGlwLXBhdGg9InVybCgjQSkiPjxwYXRoIGQ9Ik0wIDBINjVWNjVIMFYwWiIgZmlsbD0iIzAyOWFlYiIvPjxnIGZpbGw9IiNmZmYiIHN0cm9rZT0iI2ZmZiIgc3Ryb2tlLXdpZHRoPSIyIj48cGF0aCBkPSJNMzMuMDQ5IDE1LjQ1NGExLjQzIDEuNDMgMCAwIDAtMi4wOTcgMGwtNy41NzkgOC4xNDdhMS4zOCAxLjM4IDAgMCAwIC4wOSAxLjk3MyAxLjQ0IDEuNDQgMCAwIDAgMi4wMDgtLjA4OGw1LjEwOS01LjQ5MnYyMC42MWExLjQxIDEuNDEgMCAwIDAgMS40MjEgMS4zOTdjLjc4NSAwIDEuNDIxLS42MjUgMS40MjEtMS4zOTd2LTIwLjYxbDUuMTA5IDUuNDkyYTEuNDQgMS40NCAwIDAgMCAyLjAwOC4wODggMS4zOCAxLjM4IDAgMCAwIC4wOS0xLjk3M2wtNy41NzktOC4xNDZ6TTE2Ljc2OSAzOC40YzAtLjc3My0uNjItMS40LTEuMzg1LTEuNFMxNCAzNy42MjcgMTQgMzguNHYuMTAybC4yMTUgNi4yMjljLjIyMyAxLjY4LjcwMSAzLjA5NSAxLjgxMyA0LjIxOHMyLjUxIDEuNjA3IDQuMTcyIDEuODMzYzEuNi4yMTggMy42MzYuMjE4IDYuMTYuMjE4aDExLjI4bDYuMTYtLjIxOGMxLjY2Mi0uMjI2IDMuMDYxLS43MDkgNC4xNzItMS44MzNzMS41ODktMi41MzggMS44MTMtNC4yMThDNTAgNDMuMTEzIDUwIDQxLjA1NSA1MCAzOC41MDNWMzguNGMwLS43NzMtLjYyLTEuNC0xLjM4NS0xLjRzLTEuMzg1LjYyNy0xLjM4NSAxLjRsLS4xOSA1Ljk1OGMtLjE4MiAxLjM3LS41MTUgMi4wOTUtMS4wMjYgMi42MTJzLTEuMjI4Ljg1My0yLjU4MyAxLjAzOGMtMS4zOTUuMTktMy4yNDMuMTkzLTUuODkzLjE5M0gyNi40NjJjLTIuNjUgMC00LjQ5OC0uMDAzLTUuODkzLS4xOTMtMS4zNTUtLjE4NC0yLjA3Mi0uNTIxLTIuNTgzLTEuMDM4cy0uODQ0LTEuMjQyLTEuMDI2LTIuNjEyYy0uMTg3LTEuNDEtLjE5MS0zLjI3OS0uMTkxLTUuOTU4eiIvPjwvZz48L2c+PGRlZnM+PGNsaXBQYXRoIGlkPSJBIj48cGF0aCBmaWxsPSIjZmZmIiBkPSJNMCAwaDY1djY1SDB6Ii8+PC9jbGlwUGF0aD48L2RlZnM+PC9zdmc+) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior enterprise sales role involving complex, high-value deals, executive stakeholders, long sales cycles, and demanding quota attainment. Success requires independent territory strategy, strong commercial judgment, and cross-functional influence. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$200,000US market range (per year)$160k–$240k0$264k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer base-pay amount is disclosed. The yearly cadence and USD market estimate are inferred for a full-time U.S.-based strategic enterprise SaaS sales director role; estimates reflect base salary only and exclude commission, bonuses, and equity. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise SaaS Sales](https://jobicy.com/jobs?search_keywords=Enterprise%20SaaS%20Sales.md)[Strategic Account Management](https://jobicy.com/jobs?search_keywords=Strategic%20Account%20Management.md)[C-suite Relationship Building](https://jobicy.com/jobs?search_keywords=C-suite%20Relationship%20Building.md)[Consultative Selling](https://jobicy.com/jobs?search_keywords=Consultative%20Selling.md)[Complex Deal Negotiation](https://jobicy.com/jobs?search_keywords=Complex%20Deal%20Negotiation.md)[RFP Management](https://jobicy.com/jobs?search_keywords=RFP%20Management.md)[Pipeline Management](https://jobicy.com/jobs?search_keywords=Pipeline%20Management.md)[Revenue Quota Attainment](https://jobicy.com/jobs?search_keywords=Revenue%20Quota%20Attainment.md)[Account Planning](https://jobicy.com/jobs?search_keywords=Account%20Planning.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[Cross-functional Collaboration](https://jobicy.com/jobs?search_keywords=Cross-functional%20Collaboration.md)[Customer Analytics](https://jobicy.com/jobs?search_keywords=Customer%20Analytics.md)[Value Proposition Development](https://jobicy.com/jobs?search_keywords=Value%20Proposition%20Development.md)[Objection Handling](https://jobicy.com/jobs?search_keywords=Objection%20Handling.md)[Market Analysis](https://jobicy.com/jobs?search_keywords=Market%20Analysis.md) Sample interview questionsDescribe a complex enterprise deal you closed with a Fortune 500 or similarly large customer.I would outline the account context, stakeholder map, business problem, competitive landscape, sales strategy, and measurable outcome. I would emphasize how I built executive sponsorship, aligned internal resources, navigated procurement, and closed the opportunity while protecting long-term account value. How do you create and execute a strategic account plan for a new enterprise prospect? I begin with research into the customer’s business model, operational priorities, financial drivers, and executive structure. I identify high-value use cases, map decision-makers and champions, define mutual success outcomes, and maintain a disciplined plan for engagement, technical validation, commercial alignment, and expansion. How do you handle an RFP where the buyer appears focused primarily on price? I first clarify the business outcomes and risks behind the stated requirements, then help the buying team quantify the total cost and value of each option. I use executive alignment, differentiated capabilities, relevant proof points, and a clear implementation plan to shift the conversation from unit price to measurable business impact. What is your approach to meeting aggressive revenue quotas in a competitive market? I maintain strong pipeline coverage through targeted prospecting, rigorous qualification, and regular deal reviews. I prioritize opportunities with clear business pain, executive access, and a credible path to value, while using data to identify deal risks early and mobilize internal resources effectively. How do you collaborate with technical teams during an enterprise sales cycle? I align technical resources around the customer’s highest-priority use cases and ensure every demonstration or integration discussion supports a defined business outcome. I provide clear account context, coordinate next steps, and translate technical capabilities into value that resonates with executive and operational stakeholders. 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