Description:
As a AEIII/Senior Outbound Account Executive on SMB Sales, you’ll have the opportunity to work with Motive's largest line of revenue. SMB customers make up the majority of Motive's customer base and are our largest revenue stream. We are looking for sales professionals who are competitive, driven, strong communicators and consistently practice refining their skillset.
A successful Senior Account Executive is coachable, receptive to feedback, has a willingness to learn and is open to embracing continuous improvement. Strong interpersonal skills, a strong technical aptitude, a high attention to detail and a natural ability to convey and relate ideas to others are required for this role. 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, quota-driven environment and be flexible to change.
What You'll Do
- Prospect and win new business for Motive through developing strong executive relationships within key prospects to drive expansion of that business with all major accounts, growing share of wallet through developing a deep understanding of each client’s business and identifying opportunities for additional collaboration.
- Survey prospects to understand pain points within their business so you can align those business needs with the Motive solution.
- Demo Motive software to prospective fleet managers and drivers.
- Partner with the balance of your account team, including Account Managers and Freight Ops, 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
- 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
What We're Looking For
- 3+ years of outbound sales experience preferably with B2B international clients (US/Canada/UK)
- Repeated success with a complex sales motion - strong track record of hunting, exceeding quotas and rapidly growing your book over time, backed up by data
- Strong end-to-end ownership attitude from prospecting, demonstrations, to closing.
- 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
- Best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections
- Bachelor's Degree (preferably an overseas degree from US/UK/Canada) and/or in-depth exposure to US/Canada/UK B2B customers.