Enterprise Account Management

About the role

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.

Responsibilities

• Serve as the primary point of contact for assigned accounts, proactively identifying needs, resolving issues, and managing overall account health to drive retention and revenue growth.
• Develop and implement strategic account plans that align with client goals, focusing on upsells, cross-sells, and renewals.
• Lead discovery calls, product demos, and trials to understand business challenges and align Motive’s solutions to customer goals.
• Maintain detailed account records, tracking key interactions, customer feedback, and sales activities in CRM.
• Collaborate closely with Sales Engineering to address technical inquiries and ensure smooth product integration and adoption.
• Conduct regular business reviews to assess product adoption, gather feedback, and present tailored solutions that drive value.
• Demonstrate a consistent attention to detail in accurate sales forecasting and KPI tracking.

Requirements

• Bachelor's degree required.
• 4+ years of SaaS sales experience in a customer expansion or account management role, ideally within a enterprise, complex SaaS or technical sales environment.
• Demonstrated success in achieving sales goals, such as President’s Club or Rep of the Year.
• Strong consultative sales methodology and negotiation skills (MEDDIC/MEDDPICC experience is a plus).
• Technical aptitude with the ability to demonstrate a moderately complex product effectively.
• Excellent communication and presentation skills, capable of translating technical concepts to non-technical stakeholders.
• Self-starter who thrives in a fast-paced, dynamic environment and takes initiative to solve complex problems.
• Strong organizational skills with the ability to manage multiple accounts and competing priorities effectively.
• Growth-oriented with a passion for continuous learning and a drive to understand customer business models.

Qualifications

• Must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations.

Skills

• Strategic account management
• Customer relationship management
• Product demonstration and trial facilitation
• Technical problem solving
• Communication and presentation skills
• CRM proficiency
• Account planning and forecasting
• Collaboration with Sales Engineering
• Business review and solution presentation

Benefits

Not specified.

Pay

Not specified.

Schedule

Remote position with occasional travel (~20%) to client sites for relationship building and support.