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Salary: USD 142,000 - 197,000 / annual
Motive is a SaaS platform that empowers operations teams at physical businesses—transportation, logistics, construction, energy, field service, manufacturing, agriculture, food & beverage, retail, and public sector—with tools for fleet management, safety, and finance. The platform serves nearly 100,000 customers, from Fortune 500 enterprises to small businesses, and combines AI-driven visibility with automation to reduce manual workloads.
As a Mid-Market Account Executive, you will drive new business growth in the mid-market segment, targeting companies operating 50–175 trucks across the US and Canada. You own the full sales cycle: prospecting, qualification, discovery, demos, trials, negotiation, and close. This is a hunter-focused role with clear advancement potential into upper mid-market, enterprise, and sales leadership.
Key responsibilities:
- Drive new business logos and meet or exceed monthly revenue quotas
- Lead all aspects of the sales cycle, from cold outreach through close
- Maintain high-velocity outbound lead generation via cold calling and strategic outreach, hitting KPI metrics consistently
- Conduct discovery calls, demos, and trials to understand customer pain points and goals
- Collaborate cross-functionally with Sales Development, Sales Engineering, Customer Success, and other teams
- Maintain accurate sales forecasting and pipeline management
The role is hybrid, based in San Francisco. You will work from the office three days per week with flexibility to work remotely two days. Candidates must be located within commutable distance or willing to relocate.
Requirements:
- Bachelor's degree or equivalent SaaS closing experience
- 2+ years in a full-cycle sales role (SaaS preferred)
- Proven track record of quota achievement in new business, outbound sales
- Must be located in San Francisco, CA
- Experience partnering with Sales Engineers and SDRs; trial experience a plus
- Self-starter comfortable in fast-paced environments, quick to ramp and solve problems creatively
- Strong ownership mindset from prospecting through closing
- Growth mindset with extreme curiosity about product, industry, and customer businesses
- "Do What It Takes" mentality—proactive, initiative-driven, creative problem-solver
