Director of Strategic Accounts, Eastern U.S.
Summary
Lead enterprise sales for Motive’s fleet-management platform, selling AI-powered safety and operations software to Fortune 500 prospects across logistics, mobility, and climate-related industries.
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 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.
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Director of Strategic Accounts, Eastern U.S.
Remote - United States - East Coast
About the role:
As a Director of Strategic Accounts at Motive, you are responsible for developing and closing business with Motive’s largest prospects. You will sell into the most impactful companies in North America that power the physical economy, the majority being in the Fortune 500. We are seizing the opportunity created by our strong product positioning and pushing up market. You will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive.
Our Directors of Strategic Accounts sell across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. 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.
What you’ll do:
- Prospect and win new Strategic business through developing key C-Suite and executive relationships within key prospects to drive expansion of that business with all key accounts
- Develop champions within our prospects to ensure RFP wins and grow contractual-based business
- Partner with the balance of your internal account team at Motive and leverage customer analytics and other available resources to optimize buying decisions to increase the perceived value of Motive
- Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions
- Work with technical resources to display to prospects the power of integrations & 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
About you:
- You have deep Enterprise sales experience partnering with F500 or F1000 clients
- 7+ years of SaaS or industry relevant Enterprise field sales experience required
- You show a strong track record of exceeding quotas and rapidly growing your book over time backed up by data
- 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
- You show a history of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals
- You have best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections
- This role will be covering accounts in the Eastern U.S. so we are considering only candidates that live on the East Coast for this particular position.
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.
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.
UK 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.
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
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First Name, Last Name, Email, Phone, Resume/CV, Cover Letter, Location
- LinkedIn Profile
- Other Website optional
- What tangible factors are most important to you when considering a job opportunity? choose any
- What about Motive makes it an appealing place to work? And why this particular opportunity (Strategic Account Executive-Sales/Net New Logos)? written answer
- Are you legally authorized to work in the United States? choose one
- In the future will you require immigration sponsorship by Motive to work in the United States? choose one
- How did you hear about this opportunity? choose one
- 1. Did a Motive employee refer you into Motive and/or this position (if yes please share name/s and how you know them)? Do you know anyone that works at Motive and if yes please share name/s and how you know them. written answer
- PAST 5 YEARS: How many greenfield accounts (prospects or potential customers with no install base or prior usage of your company's products/services) have been in your book of business? Please specify the number or share an estimated percentage. written answer
- PAST 5 YEARS: Please share your three largest sales deals that were "net new logos" only. Additionally, please indicate the percentage of your net new deals that have been over $1 million. written answer
- PAST 5 YEARS: In your book of business, what percentage of deals have been greenfield, install base, and renewals? How % or # for your yearly quota attainment is: Net New, Install-upsell/cross sell/expansion and Renewals? written answer · optional
- Preferred First Name