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Motive is a SaaS platform that empowers physical operations teams—including safety, operations, and finance—with tools to manage drivers, vehicles, equipment, and fleet spend in a single system. The company serves nearly 100,000 customers across transportation, logistics, construction, energy, field service, manufacturing, agriculture, food & beverage, retail, and public sector.
As an Enterprise Account Manager, you will drive growth and maintain strategic relationships with U.S.-based enterprise customers operating 150–999 vehicles. This role blends consultative sales with proactive account management, focusing on retention, upsells, cross-sells, renewals, and product adoption.
Key responsibilities include:
- Serve as the primary point of contact for assigned accounts, identifying needs, resolving issues, and managing account health
- Develop and execute strategic account plans aligned with client goals
- Lead discovery calls, product demos, and trials to understand business challenges
- Monitor account health and coordinate with internal teams to mitigate risks
- Maintain detailed CRM records and sales activity tracking
- Collaborate with Sales Engineering on technical inquiries and product integration
- Conduct regular business reviews to assess adoption and present tailored solutions
- Ensure accurate sales forecasting and KPI tracking
You bring 4+ years of SaaS sales experience in customer expansion or account management, ideally in enterprise or complex technical sales. You have a track record of achieving sales goals (President's Club, Rep of the Year), strong consultative and negotiation skills (MEDDIC/MEDDPICC preferred), and technical aptitude to demonstrate moderately complex products. Excellent communication, presentation, and organizational skills are essential, along with the ability to translate technical concepts for non-technical stakeholders. A Bachelor's degree is required. This is a remote role with ~20% travel to client sites.
