[Hiring] Senior Enterprise Account Manager @Motus

Role Description

The Motus Business Development group is looking for a customer-focused sales professional to join the team as a Senior Enterprise Account Manager. In this role, you will be responsible for the overall success of a book of business made up of some of our largest and most sophisticated accounts, each representing at least $150k in annual recurring revenue (ARR). This is a quota-carrying position, and you will drive revenue through renewals, upsells, and account growth.

Our ideal candidate has a proven history of exceeding revenue targets with complex, multi-divisional accounts with diverse stakeholders, outstanding organization and influencing skills, and a high level of personal accountability and independence.

Position Duties

• Maintain and grow the revenue base for your book of business by driving expansion and upsells for new products at time of renewal and off-cycle.
• Develop trusting relationships with stakeholders across your customer base as well as a deep understanding of their business landscape and goals; proactively anticipate future needs and risks.
• Apply a consistent sales process like MEDDPICC to document and drive forward sales opportunities effectively.
• Consult with customers on new features and product offerings to drive upsell revenue and deliver presentations on new product offerings and enhancements.
• Establish and lead a defined sequence of events for each customer opportunity through accurate and timely pipeline management.
• Drive full-cycle sales process for upsell and expansion opportunities.
• Maintain detailed customer and prospect information in Salesforce, with the goal being that management can quickly understand the status of customer relationships and the sales pipeline.
• Partner with Customer Success Managers to ensure positive engagement with the Motus platform, evaluate program changes, and successfully navigate expansion and upsell opportunities.
• Travel up to 25% for customer meetings, onsite visits, and team events.

Qualifications

• 5+ years of experience in a customer-facing, quota-carrying role such as Account Executive or Account Manager, including at least 3 years focused on large-scale enterprise accounts where primary responsibility is exponential growth of revenue in the customer base.
• Experience selling subscription-based software, with a strong understanding of recurring revenue, renewals, and account expansion.
• Demonstrated experience exceeding quota, successfully closing six-figure opportunities and managing contract renewals.
• Proven ability to lead the full sales cycle - discovery, qualification, value presentations, objection handling, negotiations, contracting, and closing – while navigating multiple decision-makers across various departments in a customer organization.
• Training and practical experience using Challenger, Sandler, MEDDPICC, or another established sales methodology to qualify and advance opportunities.
• Experience selling fleet management technology and/or using Motus a plus.
• High emotional intelligence and empathy; communicating clearly, confidently, and with conviction to build credibility with executive leaders and lead strategic conversations focused on business outcomes.
• Outstanding communication (written and verbal) and presentation skills.
• Demonstrated ability and desire to work and excel in a fast-paced environment.
• Excellent multitasking, organizational, and project management skills; close attention to detail.
• Ability to understand and articulate technical concepts and derive solutions.
• Willing and able to travel up to 25% for customer meetings, onsite visits, and team events.
• Proficiency in Sales tools and technology including MS Office, Salesforce, Gong, Outreach, HighSpot.

Benefits

• Medical Insurance, Dental Insurance​, Vision Insurance​ (effective day one).
• Open Paid Time Off​.
• Flexible Spending Accounts & Health Savings Accounts​.
• Motus-Fidelity 401K Plan​.
• Company-paid Short/Long-term Disability & Basic Life Insurance Plans.
• Family Planning and Parenting Support Benefits through Maven.
• $1000 Home Office Reimbursement Program​.
• $2000 Internal Referral Program​.
• WorkAnywhere Reimbursement of Internet and Cellular Costs​.
• 16 weeks maternity and adoption leave.
• 12 weeks paternity​ leave.