About this Account Executive, Mid-Market - MX role at Motive
Who we are:
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
Visit gomotive.com to learn more.
About the Role
What You'll Do
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Drive Full-Cycle Revenue Growth: Own the entire sales lifecycle from target account identification and initial outbound prospecting to discovery, solution demonstration, negotiation, and contract execution.
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Build & Manage Pipeline: Actively self-source new opportunities through targeted outbound outreach (phone, email, social) while effectively qualifying inbound interest to maintain a healthy 3x–4x pipeline coverage.
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Execute Consultative & Value-Based Selling: Conduct thorough business discovery to uncover operational inefficiencies, safety risks, and cost drivers. Quantify Motive's ROI using structured sales methodologies (MEDDPICC / BANT).
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Navigate Multi-Stakeholder Deals: Engage and build consensus across diverse decision-makers within mid-sized businesses, including C-suite executives, directors of operations, safety managers, and fleet directors.
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Maintain CRM & Forecast Accuracy: Keep meticulous records of all sales activities, account intelligence, and opportunity stages in Salesforce to deliver accurate monthly and quarterly revenue forecasts.
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Collaborate Cross-Functionally: Partner closely with Pre-Sales, Customer Success, Legal, and Implementation teams to ensure seamless client onboarding and long-term retention.
What We're Looking For
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Relevant Sales Experience: 3–5+ years of full-cycle B2B closing experience, ideally selling complex software, SaaS, IoT, hardware, or technology solutions to Mid-Market businesses.
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The "Corporate Chameleon" Persona: Exceptional interpersonal adaptability with the ability to build rapport with operational field leaders while commanding authority in executive meetings.
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Proven Outbound Prospecting Discipline: A track record of generating a significant portion of your own pipeline without relying solely on SDRs or marketing inbound leads.
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Bilingual Proficiency: Professional fluency in both Spanish and English (written and verbal).
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Track Record of Overachievement: Demonstrated history of consistently meeting or exceeding quota targets ($50K+ average deal size / ACV experience preferred).
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Adaptability & Grit: High resilience, street-smart problem-solving skills, and the drive to thrive in a fast-paced, high-growth startup environment.
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Education: Bachelor’s degree required.
Work Environment
Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.
Please review our Candidate Privacy Notice here.
UK Candidate Privacy Notice here.
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
