What are the responsibilities and job description for the New Business Account Executive, Premier Mid-Market (MST) position at Motive?
About the Role:
As a Premier Mid-Market Account Executive, you will be pivotal to the growth of our Premier sales segment, driving new business sales with companies operating trucks across the US and Canada. You will own the full sales cycle from prospecting to closing, working as a relentless “hunter” to identify opportunities, clearly articulate and educate on our value proposition, and close key stakeholders.
We are looking for driven and experienced SaaS sales individuals with a persuasive, natural sales ability and a strong commitment to results. This is an amazing opportunity to join our fastest growing sales segment with the ability to advance into Enterprise segments as well as sales leadership.
- This is a work from home/remote job that would require travel to customer on-site meetings throughout the sales cycle (~20% travel)
- This job posting is inclusive of all of Motive's Premier Mid-Market Account Executive roles across North America
- Please apply regardless of location and your Recruiter will work with you to determine which region you would find the most most success based on Motive's needs, your home-base location, and a few other variables
What You'll Do:
- Responsible for driving new business logos, while meeting or exceeding monthly revenue quotas
- Ability to navigate a complex 4-6 month sales cycle including prospecting, sales campaign/meetings, discovery, qualification, negotiation, and close
- Maintain a high level of outbound lead generation through cold calling and strategic outreach with consistent ability to hit KPI metrics
- Lead discovery calls, demos, and trials to understand the business challenges and goals of potential customers
- Work cross functionally and collaboratively with related departments (Sales Development, Sales Engineering, Customer Success, etc)
- Demonstrate a consistent attention to detail in accurate sales forecasting
What We're Looking For:
- Bachelor's degree required
- 4 years of SaaS closing experience in a new logo driven role required (hunter/heavy prospector)
- Experience closing complex /multithreaded deals and references to back this up
- Must be able to work MST, CST or EST (in your time zone)
- Demonstrated success in achieving sales goals (President’s Club, Rep of the Year, etc.)
- Experience partnering with Sales Engineers, SDRs, and trial or POC experience highly preferred
- Strong professional consultative sales methodology and negotiation skills (MEDDIC/MEDDPICC a plus)
- Technical acumen: can learn to demonstrate a moderately technical product to prospects and lead trials
- 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
- Consultative nature and able to navigate the complexities and needs of clients across industries, sizes, and life cycles
- Strong ownership attitude from prospecting, demonstrations, to negotiations and closing
- 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.
- “Do What It Takes” mentality - you are proactive and take initiative to drive and cultivate new creative solutions
- We have openings in Premier MM in all times zones within the USA
