Account Executive, Enterprise - Great Lakes - job 2 of 2

As an Enterprise Account Executive at Motive, you will be responsible for developing and closing business with our largest prospects. This includes building key executive relationships, winning RFPs, and growing contractual business within the Great Lakes region. You will work closely with your account team, utilizing customer analytics to drive strategic decisions, and collaborate with technical resources to showcase the unmatched capabilities of our telematics solutions.

To excel as an Enterprise Account Executive at Motive, candidates must have a minimum of 4 years of SaaS or industry-relevant Enterprise field sales experience, particularly with F1000 clients. A background in telematics, logistics, or a related industry is preferred. Additionally, strong communication skills, a data-driven approach to sales, and a proven history of exceeding sales quotas are essential.

Motive takes care of its team members by offering a comprehensive benefits package that includes health, pharmacy, optical and dental care, paid time off, short and long-term disability coverage, and life insurance. They also provide a 401k contribution and a competitive compensation package that reflects your experience and value, ensuring that you're well-supported in your career.

The sales process for an Enterprise Account Executive at Motive involves prospecting new Enterprise business, identifying key decision-makers, and nurturing relationships to develop a deep understanding of each client’s business needs. You will leverage customer analytics, conduct effective planning to meet revenue quotas, and collaborate with various teams for optimal results, all while harnessing the power of our technology platform to enhance client interactions.

Motive fosters a dynamic and inclusive culture that encourages collaboration and innovation. As an Enterprise Account Executive, you'll be part of a high-energy team that values open feedback, continuous learning, and a win-as-a-team mentality. The company’s commitment to diversity, inclusion, and professional growth creates an environment where every team member can thrive and make a significant impact.

When discussing your experience with enterprise clients, focus on specific examples showcasing your ability to build rapport with executive decision-makers and how your strategies led to successful partnerships. Highlight any complex sales cycles you've navigated and the outcomes you achieved.

Explain your approach to account management, emphasizing tools or methods you use to stay organized. Discuss how you assess the potential of each account, prioritize activities, and tailor your communication strategies to maintain strong relationships with all key stakeholders.

Share a specific story that illustrates your success in exceeding sales targets. Outline the strategies you employed, how you tracked your progress, and any innovative tactics that contributed to your achievement.

Detail your process for research and analysis to understand a client's business. Discuss how you engage with clients, ask probing questions, and leverage customer analytics to spot opportunities for upselling or deepening relationships.

Discuss your method for addressing objections, highlighting your active listening skills and how you empathize with concerns. Provide specific strategies you use to turn objections into discussions that highlight the value of your solutions.

Outline your complete sales process, from initial research and prospecting to presenting solutions and closing deals. Emphasize your ability to adapt to different client needs and the importance of follow-up to ensure satisfaction post-sale.

Detail any sales tools or CRM systems you're proficient in, explaining how they help streamline your sales activities and improve communication with prospective clients. Discuss how you leverage data from these tools to inform your strategies.

Talk about resources you rely on, such as industry publications, networking events, and online courses, to stay informed. Emphasize your commitment to continuous learning and how you integrate new insights into your sales approach.

Articulate your aspirations in sales, focusing on how the role of Enterprise Account Executive at Motive aligns with your interests. Discuss your desire for professional growth and your commitment to becoming a leading voice in the industry.

Detail your experiences working within a team, emphasizing communication strategies and how you leverage each team member's strengths. Discuss how collaboration has led to significant wins and enhanced team performance.