Mid-Market Account Executive

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.

About The Role

As a Mid-Market Account Executive, you will be pivotal to the growth of our Mid-Market sales segment, driving new business with companies operating 50-174 trucks across the US and Canada. You will own the full sales cycle from prospecting to closing, working as a relentless “hunter” to identify opportunities, clearly articulate and educate our value proposition, and close key stakeholders. This is an amazing opportunity to join our fastest growing sales segment with the ability to advance into the Upper Mid Market and Enterprise segments as well as sales leadership.

Responsibilities

• Responsible for driving new business logos, while meeting or exceeding monthly revenue quotas
• Ability to lead all aspects of the sales cycle including prospecting, sales campaign/meetings, discovery, qualification, negotiation, and close
• Maintain a high level of outbound lead generation through cold calling and strategic outreach with consistent ability to hit KPI metrics
• Lead discovery calls, demos, and trials to understand the business challenges and goals of potential customers
• Work cross functionally and collaboratively with related departments (Sales Development, Sales Engineering, Customer Success, etc.)
• Demonstrate a consistent attention to detail in accurate sales forecasting

Requirements

• Bachelor's degree or equivalent SaaS closing experience required
• 2+ years of experience in a full cycle sales role, SaaS preferred
• Must be able to come into the Nashville office 3 days a week
• Proven track record of quota achievement in a new business, outbound sales role
• Experience partnering with Sales Engineers, SDRs, and trial experience a plus
• Self-starter comfortable with a fast-paced environment, demonstrating a willingness to learn/ramp quickly and be a creative problem solver for the larger Motive team
• Strong ownership attitude from prospecting, demonstrations, to negotiations and closing
• You embody a growth mindset and seek out opportunities to constantly learn and grow
• Extreme curiosity about the product, the industry, and your customer’s businesses
• “Do What It Takes” mentality - You are proactive and take initiative to drive and cultivate new creative solutions

Benefits

• Health, pharmacy, optical and dental care benefits
• Paid time off and sick time off
• Short term and long term disability coverage
• Life insurance
• 401k contribution (all benefits are subject to eligibility requirements)

Pay

Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are: United States $142,500—$197,500 USD.