Account Executive, Enterprise - Central - job 1 of 2

The Account Executive, Enterprise - Central at Motive will be responsible for developing and closing business with our largest prospects, focusing on multiple industries including trucking and construction. Key responsibilities include building relationships with executive decision-makers, winning RFPs, and collaborating with account teams to optimize buying decisions.

Candidates for the Account Executive, Enterprise - Central role at Motive should have at least 4 years of SaaS or relevant field sales experience, with a strong track record of exceeding quotas. A solid understanding of enterprise sales dynamics and the ability to communicate value propositions effectively are also critical.

Ideal candidates for the Account Executive, Enterprise - Central role at Motive should possess deep enterprise sales experience, particularly partnering with F1000 clients. A demonstrated ability to rapidly grow a book of business backed by data will greatly enhance your success in this position.

Motive is committed to supporting the career growth of its team members, including the Account Executive, Enterprise - Central. This includes a collaborative work environment, opportunities for ongoing training, access to valuable customer analytics, and support from a dedicated account team to help achieve business goals.

For the Account Executive, Enterprise - Central position at Motive, the compensation range varies based on location. On-target earnings, which include base pay and commissions, are between $230,000 to $300,000 USD, reflecting the significant impact and responsibility of the role.

When prospecting new enterprise clients, focus on developing key executive relationships. Start by researching the client's business and identifying their unique needs. Then, tailor your approach to effectively communicate how Motive’s solutions can drive specific business outcomes.

Managing my sales pipeline involves regular assessment and prioritization of leads based on their potential value to Motive. I use CRM systems for tracking interactions and set reminders for follow-ups, ensuring I’m consistently engaged with prospects throughout the sales cycle.

I utilize a consultative approach to client conversations, actively listening to their challenges and goals. By understanding their evolving needs, I can identify additional services or solutions that Motive offers, presenting them as value-adds that align with their objectives.

Key metrics for measuring sales success include revenue growth, quota attainment, and customer retention rates. Additionally, I pay attention to my conversion rates from meetings to closed deals to continually refine my sales approach.

Building rapport with executive decision-makers involves demonstrating a deep understanding of their business challenges and priorities. I focus on establishing trust by being transparent, providing valuable insights, and showing a genuine interest in their goals and success.

I have over four years of experience selling SaaS solutions to enterprise clients, which has equipped me with a strong technical aptitude. Understanding how SaaS solutions like Motive’s can streamline operations and drive efficiencies is critical in my sales strategy.

During sales calls, I view objections as opportunities for deeper dialogue. I actively listen to the client's concerns, validate their feelings, and use insights from previous successful implementations to demonstrate how Motive’s solutions can address their hesitations.

In a previous role, I encountered a highly competitive environment. I resolved it by leveraging detailed market analysis and customizing my pitch to emphasize the unique benefits our solution provided that others did not, ultimately winning crucial contracts.

I stay updated on market trends through various channels—reading industry publications, participating in webinars, and networking with peers. This ongoing education helps me provide informed, consultative insights during client interactions.

I believe that resilience is key for an Account Executive at Motive. The ability to adapt to changes, learn from experiences, and remain focused on goals despite challenges is critical for success in a fast-paced sales environment.