New Business Account Executive, Mid-Market

As a New Business Account Executive at Motive, you'll take charge of the entire sales process from prospecting through to closing new business deals. Your primary focus will be on engaging companies that operate 50-99 trucks, making it essential to communicate our platform's value clearly. You will conduct discovery calls, manage strategic outreach, and maintain a high volume of outbound lead generation while exceeding monthly revenue quotas.

To thrive as a Mid-Market Account Executive at Motive, candidates should possess a Bachelor’s degree or equivalent SaaS closing experience, along with 2+ years in a full-cycle sales role. Having a proven track record of meeting or exceeding sales quotas in new business and outbound roles is critical, as well as being a resident of or near Austin, TX.

Successful New Business Account Executives at Motive display exceptional sales acumen with strong negotiation skills, a self-starter mentality, and creativity. Key abilities include effective prospecting, conducting engaging product demos, and the capacity to work collaboratively across departments to ensure client needs are met effectively.

At Motive, growth potential is significant for a Mid-Market Account Executive. You’ll have the chance to advance into Upper Mid-Market and Enterprise segments as well as pursue sales leadership roles, reflecting our commitment to professional development and career progression for our employees.

Motive offers a competitive compensation package for New Business Account Executives, with a base salary range of $130,000 to $155,000 OTE, plus uncapped commissions and equity. Additional benefits include health care, a 401(k) plan, and various perks aimed at maintaining a happy and productive work environment.

When discussing your full-cycle sales experience, be sure to highlight specific instances where you've successfully chased leads from prospecting to closing. Discuss the strategies you employed and any quantifiable results, such as revenue generated or quotas exceeded, demonstrating your effectiveness in a sales environment.

In your response, focus on your methodical approach to lead prioritization. Explain any frameworks you use—like assessing potential value, level of engagement, or strategic alignment. Sharing examples of how this approach has led to successful conversions will showcase your thought process.

Demonstrating knowledge of Motive's offerings is crucial. Outline how the platform enhances safety, productivity, and profit, providing a clear explanation of its benefits to various sectors. This shows your interest in the company and aligns with the role you're applying for.

In this question, focus on a specific challenge, detailing the client's concerns and how you addressed them. Emphasize your problem-solving skills and ability to maintain a positive relationship, which are crucial for success as a New Business Account Executive.

Handling rejection is a key skill in sales. Share a positive mindset approach, emphasizing how you view rejection as a learning opportunity. Discuss strategies you might employ to bounce back and adjust your selling techniques moving forward.

Identify metrics that are critical to sales success, like lead conversion rates, average deal size, or sales cycle length. Detail how you track these metrics and adapt your strategies based on data insights, demonstrating a results-oriented mindset.

Share your techniques and scripts for successful outreach and cold calling. Comment on how you tailor your approach based on your target's industry and specific challenges, showcasing your research efforts as part of your preparation.

In your answer, discuss common challenges like maximizing conversions or overcoming objections. Share personal experiences that illustrate how you've navigated these challenges, showcasing your resilience and adaptability.

Explain your strategy for maintaining clear communication throughout the sales process, whether with prospects or internal teams. Mention tools or practices you utilize to ensure that everyone involved stays informed and engaged.

Highlight intrinsic motivators such as a passion for helping clients solve their problems or a drive to consistently learn and grow. Tailor your response to the specific atmosphere at Motive, linking your motives to the company's values.