Mid-Market Account Executive

About the role

You own the end-to-end sales cycle for mid-market fleets operating 50 to 174 trucks across the United States and Canada, driving new business growth from initial prospecting through to contract close. You are a relentless hunter who identifies hidden opportunities, educates key stakeholders, and clearly articulates how the Motive platform makes operations safer, more productive, and more profitable. You partner closely with Sales Engineering and Sales Development to run compelling discovery calls, live demos, and trials that directly address customer challenges. You bring a persuasive, natural sales ability and a strong commitment to results, enabling you to cut through operational noise and win trust at every level. You will translate complex product capabilities into clear business outcomes, building the confidence needed to secure commitment from fleet managers, operations leaders, and finance stakeholders. This role places you at the forefront of Motive's fastest-growing segment, with a clear path to advancing into Upper Mid-Market, Enterprise, and eventually sales leadership positions.

Key facts

What you'll do

Identify and pursue new mid-market business across the transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and public sector industries.

Lead the full sales cycle, including prospecting, discovery, needs analysis, solution positioning, negotiation, and deal closure.

Generate high-quality outbound leads through cold calling, strategic outreach, and targeted account-based campaigns while consistently hitting or exceeding key performance indicators.

Conduct in-depth discovery calls, product demonstrations, and live trials to uncover pain points and align Motive's capabilities with specific customer goals.

Collaborate cross-functionally with Sales Development, Sales Engineering, Customer Success, and internal stakeholders to ensure seamless handoffs and coordinated execution.

Maintain rigorous attention to detail in pipeline management, documentation, and accurate sales forecasting at every stage of the funnel.

Champion the customer's objectives by presenting clear value propositions, ROI stories, and tailored use cases that resonate with fleet managers and operations leaders.

Leverage Motive's AI-powered platform to showcase how safety, productivity, and profitability improvements can be achieved through integrated fleet visibility and automation.

Build and maintain strong relationships with multiple stakeholders within target accounts, influencing both operational and executive sponsors.

Continuously refine your approach by tracking outcomes, gathering feedback, and applying insights to improve conversion rates and long-term customer success.

Requirements

Hold a Bachelor's degree or equivalent SaaS closing experience with a proven ability to sell complex technology solutions.

Bring a minimum of 2+ years of full-cycle sales experience, with a strong preference for prior SaaS background.

Be prepared to work from the Nashville office three days per week to foster collaboration and alignment with the team.

Demonstrate a consistent, proven track record of quota and pipeline achievement in new business, outbound sales roles.

Show experience partnering effectively with Sales Engineers, SDRs, and trial teams to move complex deals forward.

Embrace a self-starting mindset within a fast-paced environment, ramping quickly, learning continuously, and solving problems creatively alongside a larger Motive team.

Exhibit a strong ownership attitude from initial prospecting through demonstrations, negotiations, and final contract close.

Embody a growth mindset, actively seeking personal and professional development while displaying extreme curiosity about the product, industry trends, and customer business challenges.

Adopt a "Do What It Takes" mentality, remaining proactive and initiative-driven to develop innovative solutions and overcome obstacles.

Be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations, in alignment with Motive's compliance policies.

Nice to have

Prior experience working with fleet management, telematics, or transportation technology platforms is beneficial.

Familiarity with AI-driven operations and safety solutions that support logistics, construction, energy, and field service markets.

Experience selling to public sector or regulated industries, including food and beverage, retail, manufacturing, and agriculture.

Practical notes

This is a full-time position based in Nashville, Tennessee, with a hybrid schedule requiring three days per week in the office.

Applicants must meet U.S. export control and regulatory authorization requirements.

Interviews and new-hire training sessions may be conducted in person at global Motive offices.