SMB Account Manager, Expansion

Who we are:

Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. Motive combines IoT hardware with AI-powered applications to connect and automate physical operations. Motive is one of the fastest-growing software companies in the world, serving more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery.

Motive is built on four foundational attributes; Own It, Less but Better, Build Trust, and Unlock Potential. This has taken our company to great heights, including being recognized by Fortune for Best Workplaces, Forbes Best Startup Employers, and Comparably for our Best Global Culture, Sales Team, Leadership Team, Career Growth, and CEO for Diversity. We're proud to receive an employee net promoter score of 63 (according to Comparably) which places Motive in the top 5% of companies with 4,000 employees or more.

Today, our team is made up of more than 3,000 employees, located across the world, providing support to a wide range of customers. While most of our employees are remote, many have the opportunity to work on-site at any of our 8 global office locations. Visit our careers website to learn more about opportunities at Motive.

About the Role:

As an SMB Expansion Account Executive, you have an exciting opportunity to shape the way we build relationships, and upsell our products, while ensuring customer expectations are being met. We are looking for strong communicators who have a natural sales instinct to be the face and voice for our Motive customers. You will have the opportunity to educate fleet managers and owner/operators about Electronic Logging Devices, Fleet Management, Vehicle GPS Tracking, Driver Vehicle Inspection Reports, IFTA Reporting, Electronic Logs, and basically every solution that Motive offers

SMB Expansion Account Executives understand the importance of providing a superb customer experience and are committed to ensuring it happens during each customer interaction. You are an exceptionally clear communicator and have strong interpersonal and organizational skills, which enables you to build trust with potential Motive customers.

What You'll Do:

• Consistently achieve monthly and quarterly quota expectations
• Proactively consult with customers in an outbound effort to uncover their unique needs and help advise on the best solutions for their business
• Demo Motive software and drive business reviews with existing customers
• Be a crucial component of the Expansion sales process and work in partnership with SDRs, CSMs, Support, OM, and other relevant departments to ensure an efficient and enjoyable customer experience
• Adhere to daily KPIs, such as calls/demos/emails per day and attending customer meetings on time
• While it is primarily a remote role, you may be required for in-office meetings, team huddles etc. occasionally

What We're Looking For:

• 2+ years in an outbound/upselling sales role, using both phone and email
• Experience consulting with B2B customers in the United States and Canada is highly preferred
• Experience with pricing and deal structure negotiations
• Strong ownership attitude from prospecting, demonstrations, to negotiations and closing
• The desire to work in a fast paced environment that requires initiative and autonomy
• Highly organized and attach great importance to being punctual

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.

Please review our Candidate Privacy Notice here.

The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.

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