Senior Enterprise Account Manager - Motus

Motus is the leading expert in vehicle reimbursement and driver risk mitigation, offering proven and secure solutions for every driver that simplify the reimbursement of driving costs and reduce corporate risk exposure. With an unmatched pool of data refined over more than 80 years, Motus is the preferred partner to top Fortune 500 companies and organizations committed to workplace agility.

At Motus, we’re dedicated to making WorkLife better for everyone, anywhere. Our team is the heart of our culture, and we live by our WorkLife Pillars every day – WorkHappy, WorkHealthy, WorkSmart, WorkAnywhere, and WorkTogether.

Position Description

The Motus Business Development group is looking for a customer-focused sales professional to join the team as a Senior Enterprise Account Manager. In this role, you will be responsible for the overall success of a book of business made up of some of our largest and most sophisticated accounts, each representing at least $150k in annual recurring revenue (ARR). This is a quota-carrying position, and you will drive revenue through renewals, upsells, and account growth.

Our ideal candidate has a proven history of exceeding revenue targets with complex, multi-divisional accounts with diverse stakeholders, outstanding organization and influencing skills, and a high level of personal accountability and independence.

Position Duties

• Revenue Growth: Maintain and grow the revenue base for your book of business by driving expansion and upsells for new products at time of renewal and off-cycle.
• Relationship Management: Develop trusting relationships with stakeholders across your customer base as well as a deep understanding of their business landscape and goals; proactively anticipate future needs and risks.
• Sales Process Execution: Apply a consistent sales process like MEDDPICC to document and drive forward sales opportunities effectively.
• Consultative Selling: Consult with customers on new features and product offerings to drive upsell revenue and deliver presentations on new product offerings and enhancements.
• Pipeline Management: Establish and lead a defined sequence of events for each customer opportunity through accurate and timely pipeline management.
• Full-Cycle Sales: Drive full-cycle sales process for upsell and expansion opportunities.
• CRM Maintenance: Maintain detailed customer and prospect information in Salesforce, ensuring management can quickly understand the status of customer relationships and the sales pipeline.
• Cross-Functional Collaboration: Partner with Customer Success Managers to ensure positive engagement with the Motus platform, evaluate program changes, and successfully navigate expansion and upsell opportunities. As the Senior EAM, you will ultimately be responsible for closing revenue.
• Travel: Travel up to 25% for customer meetings, onsite visits, and team events.

Desired Skills & Experience

• Experience: 5+ years of experience in a customer-facing, quota-carrying role such as Account Executive or Account Manager, including at least 3 years focused on large-scale enterprise accounts where primary responsibility is exponential growth of revenue in the customer base.
• SaaS Background: Experience selling subscription-based software, with a strong understanding of recurring revenue, renewals, and account expansion.
• Track Record: Demonstrated experience exceeding quota, successfully closing six-figure opportunities and managing contract renewals.
• Sales Cycle Mastery: Proven ability to lead the full sales cycle - discovery, qualification, value presentations, objection handling, negotiations, contracting, and closing – while navigating multiple decision-makers across various departments in a customer organization.
• Methodology: Training and practical experience using Challenger, Sandler, MEDDPICC, or another established sales methodology to qualify and advance opportunities.
• Industry Knowledge: Experience selling fleet management technology and/or using Motus is a plus.
• Soft Skills: High emotional intelligence and empathy. Ability to communicate clearly, confidently, and with conviction to build credibility with executive leaders and lead strategic conversations focused on business outcomes.
• Communication: Outstanding written/verbal communication and presentation skills.
• Adaptability: Demonstrated ability and desire to work and excel in a fast-paced environment.
• Organization: Excellent multitasking, organizational, and project management skills; close attention to detail.
• Technical Aptitude: Ability to understand and articulate technical concepts and derive solutions.
• Travel Readiness: Willing and able to travel up to 25% for customer meetings, onsite visits, and team events.
• Tech Stack: Proficiency in sales tools and technology including MS Office, Salesforce, Gong, Outreach, and HighSpot.

Compensation & Benefits

The base pay for this role is $110,000. Actual compensation will depend on a number of factors, including the candidate’s relevant experience, technical skills, and other qualifications. This position is also eligible for incentive compensation based on individual performance.

Motus Benefits

• Medical Insurance, Dental Insurance, and Vision Insurance (effective day one)
• Open Paid Time Off
• Flexible Spending Accounts (FSA) & Health Savings Accounts (HSA)
• Motus-Fidelity 401K Plan with company match
• Company-paid Short/Long-term Disability & Basic Life Insurance Plans
• Family Planning and Parenting Support Benefits through Maven
• $1,000 Home Office Reimbursement Program
• $2,000 Internal Referral Program
• WorkAnywhere Reimbursement of Internet and Cellular Costs
• 16 weeks maternity and adoption leave
• 12 weeks paternity leave