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Enterprise Account Executive, Equipment Monitoring United States - Remote

Enterprise Account Executive, Equipment Monitoring United States - Remote

MotiveMission Viejo, CA, US
23 hours ago
Job type
  • Full-time
  • Remote
Job description

Product Specialist, Equipment Monitoring

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.

As the in-house expert for Motive's Equipment Monitoring solutions (asset gateways, beacons, telematics), you will partner closely with Account Executives (AEs) to drive specialized product conversations and support the full sales cycle. This role requires a consultative, customer-centric approach combined with deep technical fluency, meticulous follow-through, and seamless collaboration across Sales, Product, and Implementation teams.

  • Serve as the in-house expert for Motive's Equipment Monitoring solutions.
  • Collaborate with Account Executives (AEs) mid-funnel to drive specialized product discussions.
  • Collaborate with AEs to identify whitespace accounts.
  • Balance a consultative, customer-centric approach with deep technical / functional knowledge.

Required Skills & Qualifications

Preferred Qualifications

  • Previous experience in fleet management, heavy equipment, or construction tech environments.
  • Familiarity with ROI-based solution selling in both mid-market and enterprise segments.
  • Background working in a quota-carrying overlay or specialized sales role.

    • Comfortable using typical sales tech stacks and presentation software.

    Technical Fluency

  • Ability to understand and confidently discuss device setup, network connectivity, and integration with cloud-based platforms.
  • Strongly preferred : prior experience with telematics, IoT hardware, or equipment monitoring solutions.

    • Sales Acumen

  • Proven success in consultative or solution-based selling environments.
  • Skilled at ROI presentation, TCO analysis, and business value articulation.

    • Communication & Presentation

  • Adept at distilling complex technical concepts into clear, digestible terms.
  • Comfort with adjusting tone and content on-the-fly.

    • Collaboration & Partnership

  • Demonstrated ability to work smoothly within a "co-sell" or overlay model.
  • Strong teaming mindset.

    • Organization & Follow-Up

  • Detail-oriented approach to tracking outstanding questions.
  • Consistent record of effective pipeline management.

    • Credibility & Integrity

  • Trustworthy demeanor.
  • Honest assessment of feasibility.

    • Key Responsibilities

    Product Expertise & Demonstrations

  • Become the go-to authority on our Equipment Monitoring suite.
  • Conduct tailored product demos and technical deep-dives.
  • Consult with Product team on features and new product roadmap.

    • Consultative Customer Engagement

  • Listen to and dissect customer challenges.
  • Adapt conversations to customer needs.
  • Communicate product gaps or advanced requests.

    • Collaboration with AEs

  • Work hand-in-hand with the AE, aligning on deal strategy.
  • Support the AE by adding credibility.
  • Share ownership of the Equipment Monitoring deal pipeline.

    • Proposal & Presentation Development

  • Customize decks, data sheets, or ROI calculators.
  • Provide clarity on cost-benefit models.

    • Detailed Follow-Through

  • Capture every customer question and ensure it's addressed.
  • Coordinate with internal stakeholders.
  • Maintain comprehensive notes and action items.

    • Implementation Handoff & Post-Sale Transition

  • Guide customers through initial onboarding steps.
  • Facilitate a seamless handoff to Implementation and CS teams.

    • The on-target earnings (base pay + commissions) for this role :

    $112,000 - $172,000 USD

    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.

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    Enterprise Account Executive • Mission Viejo, CA, US