Director of Strategic Accounts, Western U.S.

gomotive

United States - Remote · Remote · United States

Posted Jun 23, 2025

Full-time
Remote
Sales ENT NL

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Job description

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.

Visit gomotive.com to learn more.

Director of Strategic Accounts, Western U.S.

Remote - United States - Western U.S.

About the role:

As a Director of Strategic Accounts at Motive, you are responsible for developing and closing business with Motive’s largest prospects. You will sell into the most impactful companies in North America that power the physical economy, the majority being in the Fortune 500. We are seizing the opportunity created by our strong product positioning and pushing up market. You will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive.

Our Directors of Strategic Accounts sell across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. 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.

What you’ll do:

Prospect and win new Strategic business through developing key C-Suite and executive relationships within key prospects to drive expansion of that business with all key accounts
Develop champions within our prospects to ensure RFP wins and grow contractual-based business
Partner with the balance of your internal account team at Motive and leverage customer analytics and other available resources to optimize buying decisions to increase the perceived value of Motive
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

About you:

You have deep Enterprise sales experience partnering with F500 or F1000 clients

7+ years of SaaS or industry relevant Enterprise field sales experience required

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 C-suite & 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 quickly manage objections
This role will be covering accounts in the Western/Central U.S.. so we are considering only candidates that live in the Pacific or Mountain Time Zones for this particular position.

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.

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The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.

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