Account Executive, Public Sector
At a glance
Mid-level Account Executive role at Motive. Remote, United States · $280,000 OTE.
Growth Roles summary, based on the employer's posting.
What you'll do
- Build relationships with influential contacts and create new business across major state, local, and education accounts
- Shape account strategies, use executive connections to win RFPs, and expand contract-based opportunities
- Run complex product proofs or trials while coordinating Sales Engineering, Product, and Software Engineering input
- Show prospects how integrations and partner capabilities strengthen Motive’s hardware and software value
- Manage quota plans, solve deal obstacles, and turn market feedback into product and business improvements
What you bring
- Deep enterprise selling experience with the largest public sector organizations
- A documented record of exceeding quotas and expanding your book of business, supported by data
- Experience influencing executive buyers through customer understanding and clear solution value
- Independent, data-led planning across near-, medium-, and long-term sales objectives
- Strong communication skills for presenting value and handling objections quickly
Who this fits
You’ll suit a self-directed enterprise seller who can work with executive public sector buyers, navigate complex proofs of concept, and collaborate closely with technical and account teams. The role is remote within the United States, with candidate locations listed as Utah, Arizona, New Mexico, Colorado, and Kansas, and Utah or Colorado preferred. You must be authorized to receive and access technology governed by U.S. export rules, and some interviews or new-hire training may take place in person.
From the employer
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.
About the Role:
As an Enterprise Account Executive, Public Sector at Motive, you are responsible for developing and closing business with Motive’s largest State, Local, and Education prospects. As one of our first Account Executives focused on the Public Sector market, you will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive.
The solutions Motive brings to market align very well with Public Sector organization's values and priorities. Motive makes the world safer, increases productivity, and enhances cost efficiency. Our Enterprise Account Executives focusing on the Public Sector will be entrepreneurial, thoughtfully aggressive, and can truly articulate the value Motive brings to the Public Sector market. 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.
Candidate Locations: Utah, Arizona, New Mexico, Colorado, Kansas (Utah, Colorado preferred)
What you’ll do:
- Establish, develop and grow new business relationships with influential contacts within lighthouse Public Sector accounts
- Identify, partner and develop account plans for Motive’s Public Sector prospects, actively developing strategies that result in providing the best value to our customers
- Harness key Executive relationships to ensure RFP wins and grow contractual-based business
- Strong experience with complex Proof of Concepts or Trials
- Partner internally with Sales Engineering, Product, and Software Engineering to provide consistent feedback on product or security gaps that are crucial to win in a Public Sector environment
- 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 & 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 selling into the largest Public Sector organizations
- 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 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 quick manage objections
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.
The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:Bay Area, California$280,000—$280,000 USDOther Locations in U.S.$280,000—$280,000 USD
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.
Please review our Candidate Privacy Notice here.
UK Candidate Privacy Notice here.
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.
Regarding US-based roles, depending on your role and primary work location, Motive Technologies, Inc. (“Employer”) discloses candidates may be required to execute a non-compete covenant with the Employer. This requirement does not apply to lawyers, interns, or employees working in CA, MN, MT, ND, OK, or where otherwise prohibited by law.
Non-compete covenant terms in all other jurisdictions will be subject to the applicable statutory requirements, including but not limited to, procedures, industry related prohibitions, or salary and compensation thresholds.
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.
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