Enterprise Account Executive, Networks

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 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 to learn more.

Open Territory: Central Region

About the role:

As an Enterprise Account Executive of Networks at Motive, you are responsible for developing and closing business with some of Motive’s largest, most complex accounts. You will own the end-to-end relationship with the parent account, while overseeing all sales into their associated network (e.g., portfolio companies, franchises, independent contracts, etc). Leveraging Motive’s strong product positioning and innovative technology, you’ll accelerate adoption and business outcomes for our partners, driving both strategic and operational success.

The Account Executive will primarily focus on entities that operate using a long-tail network of associated businesses. They will guide a team of account executives selling into the long-tail, while building corporate level relationships and managing the pre and post sale operational complexities of the parent account. 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 very fast-paced environment with high standards of quality. 

What you’ll do:

• Guide a world-class team of Account Executives that you’ll partner with on prospecting strategy, account planning, pipeline reviews and achieving revenue targets across distributed account networks
• Collaborate closely with cross-functional teams - including Sales Engineering for technical discovery and demos, as well as Business Operations, Account Management, and Marketing - to drive and optimize pre- and post-sale activities.
• Develop champions within the partner both at the corporate level and among independent contractors to ensure that we are set up for success to grow contractual-based business
• Track, analyze, and report on progress and success of your team against various primary KPIs, coaching and enabling their success across short and long-term goals
• Cultivate a culture of high-performance and accountability
• Partner with our Sales Enablement team on Account Executive training and coaching programs to ensure consistency and effectiveness across the organization, and more specifically within your team
• Ensure use of CRM and other operational tools, processes, and best practices in pipeline planning, forecasting, and sales execution
• Continuously deepen your understanding of market trends, client operations, and Motive’s technology platform in order to bring consultative insights to our partners and loop feedback back into Motive’s strategy
• Develop a deep understanding of our technology platform and operations, using that understanding and market input to bring back iterations to our business
• Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions

About you:

• You have deep Enterprise sales experience partnering with F500 or F1000 clients
• 8-10 years of SaaS or industry relevant Enterprise field sales experience required
• 6+ years of managing a team of cross-functional stakeholders
• Telematics, SaaS, and Logistics experience a plus
• Experience guiding teams targeting franchise, channel, or long-tail account models is a strong plus
• Ability to lead and motivate others to action, including best-in-class customer skills communication, empathy, and integrity
• A people-based mindset, with a passion for coaching and developing sales talent at all levels and a history of developing great sales cultures
• 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 
• Ability to collaborate with internal cross-functional partners across Sales Development, Sales Engineering, Product, Marketing, Customer Success, Legal and Sales Ops
• Operating experience and / or leading a team of sellers in a dynamic environment is a plus
• Experience with Salesforce or other CRM and sales technologies and best practices enabling your team to forecast, manage their pipeline and accelerate wins