Account Executive, Enterprise - Northeast

As an Account Executive, Enterprise - Northeast at Motive, your key responsibilities include developing and closing new enterprise business, building executive relationships, and identifying opportunities for collaboration within key accounts. You'll work closely with your account team and utilize customer analytics to drive buying decisions, ensuring RFP wins, and growing business through strategic partnerships.

Candidates for the Account Executive, Enterprise - Northeast role at Motive should have deep enterprise sales experience, particularly with Fortune 1000 clients, and at least 4 years of relevant SaaS or field sales experience. Additionally, familiarity with telematics and logistics is advantageous, along with a proven track record of exceeding sales quotas and strong communication skills.

The Account Executive, Enterprise - Northeast plays a crucial role in advancing Motive’s mission by empowering organizations with the tools they need to optimize their operations. By selling our innovative products, you will help customers achieve greater safety, productivity, and profitability, thereby reinforcing Motive’s standing as a leader in the industry.

Expect a dynamic and collaborative work environment as an Account Executive at Motive. With a focus on teamwork and open communication, you will be supported by various teams, enabling you to leverage resources effectively and tackle challenges in a fast-paced setting where high standards of quality are the norm.

The compensation range for the Account Executive, Enterprise - Northeast position at Motive varies by location. For this role, on-target earnings, including base pay and commissions, are between $230,000 and $300,000 USD, depending on your residency within the U.S.

Building relationships with executive decision-makers involves understanding their business needs, demonstrating value through consultative insights, and effectively communicating how Motive’s solutions can address their specific challenges. Share examples of successful relationships you've nurtured in the past and the strategies you used to maintain them.

To exceed sales quotas, I prioritize a strategic approach that includes thorough market research, identifying key prospects, and developing tailored sales presentations based on data insights. I also focus on nurturing existing relationships to expand business opportunities. Preparing concrete examples of past successes can illustrate your capability in this area.

My process for managing and optimizing a sales pipeline includes using CRM tools to track leads, setting clear deadlines for follow-ups, and regularly reviewing analytics to adjust my sales strategy as needed. I ensure to qualify leads properly so that I can focus on high-potential opportunities effectively. Sharing a specific situation where your process led to a successful closing would be impactful.

I stay updated with industry trends and competitor activities by subscribing to relevant industry publications, attending trade shows, and actively participating in professional networks. Additionally, I follow key influencers on social media platforms and engage in continuous learning through webinars. Emphasizing how staying informed has impacted your sales strategy could provide strong evidence of your proactive approach.

When faced with complex client issues, I first take the time to thoroughly understand their concerns before proposing a tailored solution. In my previous role, I once resolved a significant operational challenge for a logistics company by collaborating with technical teams and using data analytics to provide actionable insights. Highlighting the resolution process can demonstrate your problem-solving capabilities.

Handling rejection involves maintaining a positive attitude and viewing it as a learning opportunity. I analyze why a prospect may not have converted and refine my approach for future engagements. Sharing specific examples of how you turned rejection into improvement can resonate well with interviewers.

Identifying upselling opportunities requires a deep understanding of customer needs and staying attentive to their evolving business landscape. Techniques include regular check-ins, conducting satisfaction surveys, and analyzing usage data to uncover potential enhancement opportunities. Providing concrete examples can showcase your analytical skills and customer-centric approach.

I prioritize accounts based on potential value and strategic alignment with company goals. I often create a tiered priority system and schedule time blocks to ensure I’m consistently focusing on high-impact opportunities. Discussing time management tools you use can add more credibility to your strategy.

My approach to teamwork involves open communication, sharing insights, and leveraging each member's strengths to achieve collective goals. In my previous role, I initiated regular alignment meetings to discuss strategies and share updates, resulting in improved collaboration and success rates. Citing specific outcomes demonstrates your leadership in a team setting.

I want to work as an Account Executive at Motive because I am passionate about technology that drives efficiency and safety in operations. The company’s commitment to innovation aligns with my career goals, and I am eager to contribute my expertise to help clients realize significant value from Motive's solutions. Be sure to include personal motivation in your answer to connect with the interviewer.