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 more than 120,000 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.
Global Account Manager, Enterprise Sales
Remote - United States
About the role:
As the Global Account Manager of Enterprise Sales at Motive, you are responsible for developing and closing business with some of Motive’s largest accounts. You will own the end-to-end relationship with the parent account, while overseeing all sales into their contractor or franchise network. 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 Global Account Manager will primarily focus on a single account that operates using both a company owned fleet and a large network of independent contractors. They will lead a team of account executives selling into the long-tail of the contractor network, while building corporate level relationships and managing the pre and post sale operational complexities of the parent account. 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:
- Lead a world-class team of Account Executives that you’ll partner with on prospecting strategy, account planning, pipeline reviews, achieving revenue targets
- Indirectly oversee a cross-functional team of support resources to drive and optimize both pre and post-sale activities. Support teams include Business Operations, Customer Success, Sales Engineering and Marketing, among others.
- Develop champions within the partner both at the corporate level and among independent contractors to ensure that we are set up for success to grow contractual-based business
- Track progress and success of your team against various primary KPIs, coaching and enabling their success across short and long-term goals
- Cultivate a culture of high-performance and accountability
- Partner with our Sales Enablement team ad-hoc and on more formal Account Executive training and coaching programs to ensure consistency and effectiveness across the organization, and more specifically within your team
- Ensure use of CRM and other operational tools, processes, and best practices in pipeline planning, forecasting, and sales execution
- Constantly study and deepen understanding of market trends to enable consultative insights with the partner
- Develop a deep understanding of our technology platform and operations, using that understanding and market input to bring back iterations to our business
- Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions
About you:
- You have deep Enterprise sales experience partnering with F500 or F1000 clients
- 8-10 years of SaaS or industry relevant Enterprise field sales experience required
- 6+ years of managing a team of cross-functional stakeholders
- Telematics, SaaS, and Logistics experience a plus
- Ability to lead and motivate others to action, including best-in-class customer skills communication, empathy, and integrity
- A people-based mindset, with a passion for coaching and developing sales talent at all levels and a history of developing great sales cultures
- 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
- Ability to collaborate with internal cross-functional partners across Sales Development, Sales Engineering, Product, Marketing, Customer Success, Legal and Sales Ops
- Experience with Salesforce or other CRM and sales technologies and best practices enabling your team to forecast, manage their pipeline and accelerate wins
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.
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.
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