[Hiring] Director of Strategic Accounts @Motive

Role Description

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
• 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.

Qualifications

• Deep Enterprise sales experience partnering with F500 or F1000 clients.
• 7+ years of SaaS or industry relevant Enterprise field sales experience required.
• Strong track record of exceeding quotas and rapidly growing your book over time backed up by data.
• 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.
• History of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals.
• Best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections.

Requirements

• 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.

Benefits

• Health, pharmacy, optical and dental care benefits.
• Paid time off.
• Sick time off.
• Short term and long term disability coverage.
• Life insurance.
• 401k contribution (all benefits are subject to eligibility requirements).

Pay Transparency

Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. The on-target earnings (base pay + commissions) for this role: $320,000 — $350,000 USD.

Company Description

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.