7+ years of SaaS or relevant Enterprise field sales experience required
Demonstrated success in exceeding quotas and growing accounts
Ability to build rapport with C-suite decision-makers
Data-driven approach to achieving sales goals
Excellent communication skills for conveying value propositions
Candidates must reside in the Central Time Zone
Responsibilities
Prospect and secure new Strategic business by building relationships with C-Suite executives
Cultivate champions within target accounts to drive RFP success and contractual growth
Collaborate with internal teams to leverage customer analytics for better decision-making
Identify and resolve issues, implementing optimal solutions
Showcase the benefits of integrations and partnerships to enhance product value
Develop strategic plans to meet and exceed business goals and revenue targets
Gain deep insights into Motive's technology and market dynamics for informed feedback
Benefits
Remote work flexibility with opportunities for on-site work at global offices
Strong company culture recognized with multiple awards
Inclusive workplace promoting diversity and varied perspectives
Supportive environment with a high employee net promoter score
Full Job Description
Director of Strategic Accounts, Central U.S.
Remote - United States - Central U.S. 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 Central U.S.
About Motive
Motive is a software company that provides cloud-based solutions for the automotive industry. The company's products include customer relationship management (CRM) software, sales and service applications, and data analytics tools. Motive was founded in 2003 and is headquartered in Emeryville, California. The company has a strong focus on innovation and has received numerous awards for its products and services. Motive has a small team of around 200 employees and is privately held.
