Account Executive, Strategic

About the Role

Motive is searching for an Account Executive that will be instrumental in building the sales organization from the ground up in our newest regional market, Mexico. As a member of our founding team, you will lead the charge, seizing the opportunity created by our strong product positioning and selling the value of the business outcomes that can be achieved in partnership with Motive. As an Account Executive you are a highly motivated self-starter, possess willingness to learn and embrace continuous improvement, and have a demonstrated history of overachievement in previous sales roles. You have closed large, complex deals in the past, relying on strong interpersonal skills, a deep technical aptitude, and high attention to detail. You have a natural ability to convey and relate ideas to others. Because of the collaborative nature of our Sales 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 position based in México City, with occasional travel required for client meetings.

What you'll do

• While supported by a steady stream of inbound leads from SDRs, marketing campaigns, and trade shows, you will be expected to leverage your experience to independently self-prospect and close at least 60% of your sales pipeline.
• Prospect and win new business by developing strong relationships with key prospects
• Thrive in a performance based environment, consistently achieving above and beyond your KPI targets. 
• Partner with sales leadership to enhance country-specific playbooks, pitches, and processes. 
• Provide recommendations based on a prospect’s business needs and negotiate contract terms. 
• Proactively identify customer issues and process blockers, and drive cross functional support to implement best available solutions. 
• Effectively plan, in order to meet and exceed ongoing business goals and revenue quotas.
• Demonstrated experience consistently applying the MEDDICC framework in daily sales activities. 
• Constantly study and deepen understanding of market trends to enable consultative insight

What We’re Looking For

• Possess a true sales-hunter mindset—highly disciplined, structured, and capable of executing effectively under pressure
• Deep Enterprise sales experience partnering with F1000 clients
• 7+ years of Enterprise Field Sales experience required
• B2B Transportation operations software + hardware, IOT , AI, GPS, Telematics, Fleet management software, Freight, Brokerage, and/or Logistics experience is highly desirable
• Skilled at navigating complex organizations and multithreaded sales cycles, with a proven ability to identify, develop, and leverage internal champions to build consensus and drive deals forward
• Repeated success in an Enterprise Sales role - strong track record of exceeding quotas and rapidly growing your book over time backed up by data
• Strong 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.
• History of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals.
• Proven ability to independently generate at least 60% of the sales pipeline through outbound prospecting and personal efforts.
• Best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections.