ENT Account Executive in London

Who we are: Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks. Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.

About the Role: As an Enterprise Account Executive at Motive, you are responsible for developing and closing business with Motive's largest prospects across the UK and EMEA. You will sell into the most impactful companies that power the physical economy, leading complex deals across multiple business units and stakeholders with sales cycles of 6-12 months. You will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive. Our Enterprise Account Executives sell across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. You are receptive to feedback, have a willingness to learn, a strong technical aptitude, and a high attention to detail. 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. This is a hybrid role based in our London office, with in-office attendance required 3x per week and travel to customer sites up to 2x per month to win large deals.

What you’ll do:

• Prospect and win new Enterprise business through developing key executive relationships within key prospects, driving expansion across all key accounts and growing share of wallet through a deep understanding of each client's business.
• Harness key executive (VP+ and C-Suite) relationships to ensure RFP wins and grow contractual-based business.
• Run complex, multi-threaded deals selling to multiple business units and executive-level stakeholders, managing 6-12 month sales cycles end-to-end.
• 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 and 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.
• Travel to customer sites up to 2x per month to win large deals.

About you:

• 5+ years of relevant Enterprise-level experience in full cycle sales at a start-up or high growth company (6+ years required for senior levels); comfort navigating ambiguity.
• Experience running complex deals selling to multiple BUs/stakeholders and executive-level (VP+, C-Suite) audiences that take 6-12 months to close.
• Platform SaaS sales experience required.
• Core AE experience partnering with an account team and leading all initiatives of the entire deal cycle.
• Extensive experience in a hunter role within greenfield territory; primarily new logo seller with an entrepreneurial mindset for pipeline-generation rigor.
• Polished and professional in front of an executive audience, demonstrating comprehension of messaging to higher-level buyers and how to convey a relevant, value-based message.
• Experience aligning stakeholders across all levels, with complex multithreading across business groups as part of a deal cycle.
• Experience closing £75,000-£370,000 GBP ARR deals with long-term, multi-year contracts; 2-3 month sales cycles minimum.
• Formal training in a relevant sales methodology (MEDDICC, MEDDPIC preferred), successfully demonstrating correct application of value-based training in sales cycles.
• Strong track record of achievement: ideal candidate is a President's Club winner, promoted from within.
• History of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals.
• Best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections.

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.