Director of Strategic Accounts, Eastern U.S.

About the role

The Director of Strategic Accounts at Motive is responsible for developing and closing business with Motive's largest prospects across the Eastern United States. 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.

Key facts

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.
• Own the end-to-end sales cycle for strategic accounts within the Eastern U.S. region, aligning internal stakeholders to deliver cohesive solutions.
• Articulate the total cost of ownership and return on investment for Motive's platform to executive stakeholders.
• Maintain accurate forecasting and pipeline management using our CRM to ensure predictable revenue growth.
• Collaborate with Product and Engineering teams to provide frontline insights that influence product roadmap decisions.
• Serve as a trusted advisor and strategic partner to C-level stakeholders in complex, multi-threaded selling environments.
• Drive adoption and expansion within existing strategic accounts to identify new use cases and upsell opportunities.
• Establish thought leadership through tailored content, executive briefings, and participation in industry events.
• Align quota attainment strategies with coaching and mentorship from senior leadership to sustain high performance.
• Leverage competitive intelligence to shape positioning and counter alternative solutions during the sales process.
• Coordinate cross-functional support for customer success initiatives that reinforce long-term retention and satisfaction.

Requirements

• 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 Eastern U.S. so we are considering only candidates that live on the East Coast for this particular position.
• You are authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.

Practical notes

• All interviews or new-hire training sessions may be held in person at one of our global offices.
• 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.
• Please review our Candidate Privacy Notice.
• UK Candidate Privacy Notice applies to relevant candidates.
• 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.