Mid-Market Account Manager, Expansion
About this role
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 a Mid-Market Account Manager, you will leverage your experience to manage a select group of large US-based customers within a specialized book of business. Building on success in SMB or Commercial roles, this position requires an advanced skill set in selling software solutions and navigating more complex organizational structures. Familiarity with relevant industries for Motive is strongly preferred.
A successful Mid-Market Account Manager is dedicated to continuous learning, has robust interpersonal skills, and can strategically guide customers toward solutions that best address their operational, safety, and financial goals. You’ll thrive in a fast-paced, quota-driven environment and benefit from a close collaboration with cross-functional teams.
What You'll Do
- Build lasting executive relationships with larger US-based clients to drive growth and expansion within a more focused book of business.
- Conduct in-depth discovery to align Motive’s offerings to customers’ operational and strategic challenges.
- Present comprehensive product demos and proposals for customers with complex needs and decision-making processes.
- Collaborate with customer success, support, product specialists, sales engineers, and data analysts to tailor solutions and improve customer satisfaction and retention.
- Own the contract renewal process and implement advanced retention strategies, leveraging insights and data to minimize churn and maximize revenue growth.
- Troubleshoot issues promptly, identifying the best course of action in line with both customer success and Motive’s business objectives.
- Drive strategic account planning to achieve and exceed higher-value revenue targets.
- Continuously refine your understanding of the Motive platform, industry trends, and best practices to offer proactive, consultative insights.
What We're Looking For
- Bachelor’s Degree (preferably an overseas degree from US/UK/Canada) and/or in-depth exposure to US/Canada/UK B2B customers.
- 6+ years of relevant work experience, particularly in managing larger US-based accounts with a smaller book of business (around 50 or fewer high-value customers).
- Proven software sales experience and ideally relevant industry experience in Motive’s verticals (e.g., transportation, logistics, construction).
- Demonstrated skill in complex deal management, from discovery and demonstration to negotiation and closing.
- In-depth experience driving contract renewals and revenue retention within mid-market or enterprise customer segments.
- Leadership or influencing capability to effectively manage internal and external stakeholders, including executive-level customer contacts.
- Exceptional communication, presentation, and negotiation skills, with an emphasis on consultative sales approaches.
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.
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