Account Executive, Mid-Market - MX

Drive Full-Cycle Revenue Growth: Own the entire sales lifecycle from target account identification and initial outbound prospecting to discovery, solution demonstration, negotiation, and contract execution.

Build & Manage Pipeline: Actively self-source new opportunities through targeted outbound outreach (phone, email, social) while effectively qualifying inbound interest to maintain a healthy 3x–4x pipeline coverage.

Execute Consultative & Value-Based Selling: Conduct thorough business discovery to uncover operational inefficiencies, safety risks, and cost drivers. Quantify Motive's ROI using structured sales methodologies (MEDDPICC / BANT).

Navigate Multi-Stakeholder Deals: Engage and build consensus across diverse decision-makers within mid-sized businesses, including C-suite executives, directors of operations, safety managers, and fleet directors.

Maintain CRM & Forecast Accuracy: Keep meticulous records of all sales activities, account intelligence, and opportunity stages in Salesforce to deliver accurate monthly and quarterly revenue forecasts.

Collaborate Cross-Functionally: Partner closely with Pre-Sales, Customer Success, Legal, and Implementation teams to ensure seamless client onboarding and long-term retention.

Relevant Sales Experience: 3–5+ years of full-cycle B2B closing experience, ideally selling complex software, SaaS, IoT, hardware, or technology solutions to Mid-Market businesses.

The "Corporate Chameleon" Persona: Exceptional interpersonal adaptability with the ability to build rapport with operational field leaders while commanding authority in executive meetings.

Proven Outbound Prospecting Discipline: A track record of generating a significant portion of your own pipeline without relying solely on SDRs or marketing inbound leads.

Bilingual Proficiency: Professional fluency in both Spanish and English (written and verbal).

Track Record of Overachievement: Demonstrated history of consistently meeting or exceeding quota targets ($50K+ average deal size / ACV experience preferred).

Adaptability & Grit: High resilience, street-smart problem-solving skills, and the drive to thrive in a fast-paced, high-growth startup environment.

Education: Bachelor’s degree required.

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