MM Account Executive

About the role

<div class="content-intro"><p><strong>Who we are:</strong></p> <p>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.</p> <p>Motive serves nearly 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.</p> <p>Visit <a href="http://gomotive.com">gomotive.com</a> to learn more.</p></div><p><strong>About the Role:<br><br></strong>As a Mid-Market Account Executive at Motive, you will be pivotal to the growth of our Mid-Market sales segment in the UK, driving new business with companies operating 50- 174 trucks. You will own the full sales cycle from prospecting to closing, working as a relentless "hunter" to identify opportunities, clearly articulate and educate our value proposition, and close key stakeholders. We are looking for driven and experienced sales individuals with a persuasive, natural sales ability and a strong commitment to results.</p> <p>This is an amazing opportunity to join our fastest growing sales segment with the ability to advance into the Upper Mid-Market and Enterprise segments as well as sales leadership. This is a hybrid role based in our London office, with in-office attendance required 3x per week and travel to customer sites up to 3x per month to win large deals.</p> <p><strong>What You'll Do:</strong></p> <ul> <li>Responsible for driving new business logos, while meeting or exceeding monthly revenue quotas</li> <li>Lead all aspects of the sales cycle including prospecting, sales campaign/meetings, discovery, qualification, negotiation, and close</li> <li>Maintain a high level of outbound lead generation through cold calling and strategic outreach with consistent ability to hit KPI metrics; self-source 60% of leads</li> <li>Lead discovery calls, demos, and trials (POCs/pilots) to understand the business challenges and goals of potential customers</li> <li>Work cross-functionally and collaboratively with related departments (Sales Development, Sales Engineering, Customer Success, Professional Services)</li> <li>Demonstrate a consistent attention to detail in accurate sales forecasting</li> <li>Travel to customer sites up to 3x per month to win large deals</li> </ul> <p><strong>What We're Looking For:</strong></p> <ul> <li>Bachelor's degree or equivalent SaaS closing experience required</li> <li>2+ years of full sales cycle experience in a new logo role (3+ years preferred for senior levels)</li> <li>Platform SaaS sales experience required</li> <li>Experience working at a start-up or high growth company; comfort navigating ambiguity</li> <li>Experience closing £20,000- £45,000+ GBP ARR deals with long-term, multi-year contracts; 2- 3 month sales cycles minimum</li> <li>Formal training in a sales methodology (MEDDICC, MEDDPIC preferred)</li> <li>Strong track record of achievement: ideal candidate is a President's Club winner, promoted from within</li> <li>Self-starter comfortable with a fast-paced environment, demonstrating a willingness to learn/ramp quickly and be a creative problem solver for the larger Motive team</li> <li>You embody a growth mindset and seek out opportunities to constantly learn and grow. Extreme curiosity about the product, the industry, and your customer's businesses</li> <li>"Do What It Takes" mentality - you are proactive and take initiative to drive and cultivate new creative solutions</li> </ul><div class="content-conclusion"><p data-pm-slice="1 1 []"><em>Creating a diverse a

Skills