Director of Strategic Accounts, Eastern U.S.United States - Remote

Director Of Strategic Accounts, Eastern U.S.

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 more than 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.

Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. Motive combines IoT hardware with AI-powered applications to connect and automate physical operations. Motive is one of the fastest-growing software companies in the world, serving more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery.

Motive is built on four foundational attributes; Own It, Less but Better, Build Trust, and Unlock Potential. This has taken our company to great heights, including being recognized by Fortune for Best Workplaces, Forbes Best Startup Employers, and Comparably for our Best Global Culture, Sales Team, Leadership Team, Career Growth, and CEO for Diversity. We're proud to receive an employee net promoter score of 63 (according to Comparably) which places Motive in the top 5% of companies with 4,000 employees or more.

Today, our team is made up of more than 4,000 employees, located across the world, providing support to a wide range of customers. While most of our employees are remote, many have the opportunity to work on-site at any of our 8 global office locations.

About The Role

As a Director of Strategic Accounts at Motive, you are responsible for developing and closing business with Motive's largest prospects. You will sell into the most impactful companies in North America that power the physical economy, the majority being in the Fortune 500. We are seizing the opportunity created by our strong product positioning and pushing up market. You will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive.

Our Directors of Strategic Accounts sell across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. Because of the collaborative nature of our Go-to-Market team, a win-as-a-team mentality is a must. In this high-energy role, you should be comfortable working in a fast-paced environment with high standards of quality.

What You'll Do

Prospect and win new strategic business through developing key C-Suite and executive relationships within key prospects to drive expansion of that business with all key accounts.

Develop champions within our prospects to ensure RFP wins and grow contractual-based business.

Partner with the balance of your internal account team at Motive and leverage customer analytics and other available resources to optimize buying decisions to increase the perceived value of Motive.

Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions.

Work with technical resources to display to prospects the power of integrations & how our partner ecosystem increases the value of our hardware and software.

Effectively plan to meet and exceed your ongoing business goals and revenue quotas.

Develop a deep understanding of our technology platform and operations, using that understanding and market input to bring back iterations to our business.

Constantly study and deepen understanding of market trends to enable consultative insight.

About You

You have deep Enterprise sales experience partnering with F500 or F1000 clients.

7+ years of SaaS or industry relevant Enterprise field sales experience required.

You show a strong track record of exceeding quotas and rapidly growing your book over time backed up by data.

You have an ability to build rapport with C-suite & executive decision-makers, influencing outcomes through both an understanding of the customer's business and the unique solutions that Motive can deliver.

You show a history of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals.

You have best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections.

This role will be covering accounts in the Eastern U.S. so we are considering only candidates that live on the East Coast for this particular position.

The on-target earnings (base pay + commissions) for this role : $320,000 - $350,000 USD.