Enterprise Account Management

About the Role:

As an Enterprise Account Manager, you will be integral to driving growth and maintaining strong relationships within our Enterprise sales segment, focusing on U.S.-based customers with 150-999 vehicles. This role combines strategic sales practices with proactive account management, ensuring that clients receive exceptional service while identifying opportunities for revenue expansion through upsells, cross-sells, renewals, and product adoption.

We are looking for driven and experienced SaaS sales professionals with a consultative approach, strong problem-solving skills, and the ability to execute strategic account plans while navigating complex sales cycles. This is a remote position with occasional travel (~20%) to client sites for relationship building and support.

What You'll Do:

As an Enterprise Account Manager, you will be integral to driving growth and maintaining strong relationships within our Enterprise sales segment, focusing on U.S.-based customers with 150-999 vehicles. This role combines strategic sales practices with proactive account management, ensuring that clients receive exceptional service while identifying opportunities for revenue expansion through upsells, cross-sells, renewals, and product adoption.

We are looking for driven and experienced SaaS sales professionals with a consultative approach, strong problem-solving skills, and the ability to execute strategic account plans while navigating complex sales cycles. This is a remote position with occasional travel (~20%) to client sites for relationship building and support.

What You'll Do:

• Serve as the primary point of contact for assigned accounts, proactively identifying needs, resolving issues, and managing overall account health to drive retention and revenue growth.
• Develop and implement strategic account plans that align with client goals, focusing on upsells, cross-sells, and renewals.
• Lead discovery calls, product demos, and trials to understand business challenges and align Motive’s solutions to customer goals.
• Monitor account health, addressing potential issues swiftly and coordinating with internal teams to mitigate risks and ensure customer satisfaction.
• Maintain detailed account records, tracking key interactions, customer feedback, and sales activities in CRM.
• Collaborate closely with Sales Engineering to address technical inquiries and ensure smooth product integration and adoption.
• Conduct regular business reviews to assess product adoption, gather feedback, and present tailored solutions that drive value.
• Demonstrate a consistent attention to detail in accurate sales forecasting and KPI tracking.

What We're Looking For:

• Bachelor's degree required.
• 4+ years of SaaS sales experience in a customer expansion or account management role, ideally within a enterprise, complex SaaS or technical sales environment.
• Demonstrated success in achieving sales goals, such as President’s Club or Rep of the Year.
• Strong consultative sales methodology and negotiation skills (MEDDIC/MEDDPICC experience is a plus).
• Technical aptitude with the ability to demonstrate a moderately complex product effectively.
• Excellent communication and presentation skills, capable of translating technical concepts to non-technical stakeholders.
• Self-starter who thrives in a fast-paced, dynamic environment and takes initiative to solve complex problems.
• Strong organizational skills with the ability to manage multiple accounts and competing priorities effectively.
• Growth-oriented with a passion for continuous learning and a drive to understand customer business models.