Account Executive II/III, Expansion Sales (SMB)

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 more than 120,000 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 a Expansion Account Executive (AE), you’ll have the opportunity to work with Motive's largest line of revenue. SMB customers make up the majority of Motive's customer base and are our largest revenue stream. We are looking for professionals who have a proven track record of success, are highly motivated, have international exposure to US-customers and culture and consistently practice refining their skillset.

A successful AE is coachable, receptive to feedback, has a willingness to learn and is open to embracing continuous improvement. Strong interpersonal skills, a strong technical aptitude, a high attention to detail and a natural ability to convey and relate ideas to others are required for this role. Because of the collaborative nature of our Sales team, a win-as-a-team mentality is a must. In this high-energy role, you should be comfortable working in a fast-paced, quota-driven environment and be flexible with changing processes.

What You'll Do

• Develop strong executive relationships and a deep understanding of each client’s business in order to identify opportunities for growth and expansion for your customers.
• Survey prospects to understand pain points within their business so that you can align those business needs with the Motive solution.
• Demo Motive software and solutions to fleet managers or our larger more strategic customers.
• Partner with your account team, including customer success managers, support, product specialist, sales engineers and data analytics and more to support and grow your customers.
• Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions.
• 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.
  
  

What We're Looking For

• Bachelor's Degree (preferably an overseas degree from US/UK/Canada) and/or in-depth exposure to US/Canada/UK B2B customers.
• A proven track record of success with 3+ years of relevant or transferable work experience (post a higher education degree).
• Strong end-to-end ownership attitude from identifying opportunities, running point on demos, to looping in partner teams, to closing large complex deals.
• Leadership and or management experience with the ability to influence both internal stakeholders and key decision makers externally
• Strong 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
• Best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections
  
  

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.

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.