Public Sector Account Executive- West

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 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 organizations' 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 able to 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.

Locations: Northern California, Washington, and Oregon

Responsibilities

• 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 the best available solutions
• Work with technical resources to display to prospects the power of integrations and 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

Requirements

• Deep Enterprise sales experience selling into the largest Public Sector organizations
• Strong track record of exceeding quotas and rapidly growing your book over time backed up by data
• 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
• History of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals
• Best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections

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

For this role, the on-target earnings (base pay + commissions) are:

• Bay Area, California: $280,000 USD
• Other Locations in U.S.: $280,000 USD