Public Sector Account Executive

About the role

You own the end-to-end sales cycle for Public Sector customers within your assigned territory, driving new business growth and strategic account development. You translate complex platform capabilities into clear operational outcomes that align with agency priorities around safety, productivity, and cost efficiency. You act as the primary Motive advocate within customer organizations, shaping procurement decisions and influencing executive stakeholders at every level. You rigorously manage the sales pipeline, forecasting revenue, and documenting every interaction to ensure predictable deal progression. You collaborate closely with internal teams to tailor demonstrations, address security and compliance questions, and overcome objections with evidence-based messaging. You own the post-sale transition, ensuring a smooth onboarding experience that reinforces long-term partnership and expansion opportunities. You consistently represent Motive with professionalism, owning the narrative of operational transformation in the public sector.

Key facts

What you'll do

Establish, develop and grow new business relationships with influential contacts within lighthouse Public Sector accounts.

Identify, partner and develop account plans for Motive's Public Sector prospects, actively developing strategies that result in providing the best value to our customers.

Harness key Executive relationships to ensure RFP wins and grow contractual-based business.

Demonstrate strong experience with complex Proof of Concepts or Trials.

Partner internally with Sales Engineering, Product, and Software Engineering to provide consistent feedback on product or security gaps that are crucial to win in a Public Sector environment.

Partner with the balance of your account team and leverage customer analytics and other available resources to optimize buying decisions.

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.

Serve as the primary point of contact for all commercial discussions, ensuring consistent, high-quality communication throughout the procurement lifecycle.

Own forecasting and pipeline management activities with rigorous attention to detail and accuracy.

Champion internal alignment between Customer Success, Implementation, and Product teams to support smooth onboarding and retention.

Maintain up-to-date knowledge of Public Sector compliance, regulatory, and procurement processes to better guide customers through evaluation cycles.

Requirements

You have deep Enterprise sales experience selling into the largest Public Sector organizations.

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 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 quick manage objections.

You are authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.

You are comfortable working in a fast-paced environment with high standards of quality and a strong sense of urgency.

You demonstrate resilience and adaptability when navigating complex stakeholder landscapes and long sales cycles.

You are willing to travel as required for customer meetings, product demonstrations, and industry events.

You have a high attention to detail and the ability to manage multiple priorities simultaneously without losing accuracy or focus.

You are receptive to feedback, have a willingness to learn, and show initiative in developing new skills relevant to the Public Sector market.

You maintain strict confidentiality regarding customer data, pricing, and strategic initiatives at all times.

You align with Motive's core values of safety, ownership, and collaboration in every interaction.

You have experience working with procurement and legal teams to navigate contract negotiations and compliance reviews.

You are comfortable presenting technical concepts to both technical and non-technical audiences.

Practical notes

Work hours are full-time.

Travel is required as needed for customer meetings, product demonstrations, and industry events.

Visa sponsorship is not available for this role.

The applicant must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.

All job postings are for existing vacancies. Some interviews or new-hire training sessions may be held in person at one of our global offices.