New Business Account Executive, Emerging Mid-Market

As an Emerging Mid-Market Account Executive at Motive, you are responsible for driving new business by managing the entire sales cycle from prospecting to closing. This includes cold calling, leading discovery calls, and maintaining high levels of outbound lead generation. You’ll also work closely with Sales Engineers and Customer Success teams to provide tailored solutions for businesses operating 30-79 trucks across the US and Canada.

To be a successful candidate for the Emerging Mid-Market Account Executive role at Motive, you should have a Bachelor's degree or equivalent SaaS closing experience, along with at least 2 years in a full-cycle sales role, preferably in SaaS. Additionally, a proven track record of meeting or exceeding quota numbers in outbound sales is essential.

Success as an Emerging Mid-Market Account Executive at Motive is measured through meeting or exceeding monthly revenue quotas and successfully acquiring new business logos. Consistent lead generation, effective collaboration with related departments, and maintaining accurate sales forecasting are also critical for achieving success in this role.

At Motive, you will be part of a fast-paced and innovative sales environment where a growth mindset is valued. You'll collaborate with a motivated team, and your creativity in solving business challenges will be embraced as you drive new business opportunities. The company encourages personal and professional development, offering plenty of avenues for advancement.

Motive offers a competitive compensation package for Emerging Mid-Market Account Executives, including an OTE range of $130,000 - $155,000, uncapped commissions, and equity opportunities. Additionally, you will have access to comprehensive benefits, including health and dental care, 401k contributions, paid time off, and more.

When discussing your experience with the full sales cycle, highlight specific instances where you successfully managed each phase—from prospecting and qualifying leads to negotiations and closing deals. Share metrics or outcomes that demonstrate your success and include how you’ve adapted your approach to meet various customer needs.

In your answer, discuss your strategies for prospecting, such as researching potential clients, utilizing social media, and leveraging networking opportunities. Explain how you personalize your outreach and the importance of maintaining a consistent follow-up strategy to nurture leads.

During discovery calls, it's essential to ask open-ended questions that encourage the potential customer to share their pain points and goals. Emphasize your listening skills and how you tailor your product presentation based on the insights gathered from the discussion.

When faced with objections, demonstrate your empathy and provide clear, factual responses to address their concerns. Use your product knowledge to articulate how Motive’s solutions can specifically resolve their issues, ensuring you remain calm and professional throughout.

Choose a specific example where your persistence and strategy led to exceeding your sales quota. Detail the actions you took, the challenges you faced, and what was the impact of your success on the overall team or company objectives, using metrics wherever possible.

Effective pipeline management requires organization and strategic prioritization. Talk about the tools and methods you utilize to track opportunities and how you determine which prospects to focus on based on their potential and stage in the buying cycle.

Collaboration is crucial in the sales process as it helps align various teams towards a common goal. Discuss how you've worked with Sales Engineers or Customer Success teams to deliver value to the client and drive sales success through teamwork.

Share a situation where you adjusted your sales strategy to meet the differing needs of various clients, emphasizing your adaptability and understanding of diverse industries. Highlight how this approach helped you close more deals or maintain strong client relationships.

Your response should reflect your alignment with Motive's values, your passion for the industry, and your commitment to achieving results. Discuss your relevant skills, experiences, and how your proactive nature fits well with the fast-paced environment they promote.

When answering, focus on intrinsic and extrinsic motivators, such as the satisfaction of helping clients solve problems, your passion for technology, or the excitement of hitting targets and earning commissions. Be genuine about what drives your success in sales.