Account Executive - Enterprise
About the job
- Deep enterprise sales experience partnering with Fortune 1000 clients.
- At least 5 years of enterprise field sales experience.
- Repeated success in an enterprise sales role, with a strong track record of exceeding quotas and rapidly growing a book of business supported by data.
- Ability to manage complex enterprise deals across executive, operational, and technical stakeholders while building relationships and driving alignment, urgency, and deal momentum.
- History of working independently with a data-driven mindset to chart short-, medium-, and long-term sales goals.
- Ability to convey value propositions and manage objections.
- Must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.
- Prospect and win new business by developing strong relationships with key prospects.
- Consistently achieve performance indicators and targets in a performance-based environment.
- Partner with sales leadership to enhance country-specific playbooks, pitches, and processes.
- Recommend solutions based on prospects’ business needs and negotiate contract terms.
- Identify customer issues and process blockers, and drive cross-functional support to implement appropriate solutions.
- Plan effectively to meet and exceed ongoing business goals and revenue quotas.
- Study and deepen understanding of market trends to provide consultative insight.
- Freight, brokerage, and/or logistics experience.
About the company
Motive creates software and tools designed to improve safety, productivity and profitability for businesses that drive the physical economy. Its customers include more than 120,000 companies across industries such as construction, field service, agriculture, trucking and logistics, and delivery. The product line focuses on helping these businesses run more efficiently by coordinating operations and people, with an emphasis on delivering user-friendly solutions that customers love. Motive differentiates itself through its broad industry reach, a strong commitment to customer satisfaction, and a culture that supports employees in doing their best work. The company’s goal is to empower millions of physical economy businesses to operate more safely and efficiently while growing their profitability.
Company Size
5,001-10,000
Company Stage
Growth Equity (Venture Capital)
Total Funding
$1.9B
Headquarters
San Francisco, California
Founded
2013
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Simplify's Take
What believers are saying
- ARR crossed $600 million on September 10, 2026, with 30% year-over-year growth.
- AI Coach, Maintenance, and Analytics expand upsell paths across UK, Mexico, and North America.
- Thomas Hansen's go-to-market hire targets faster enterprise expansion after the General Catalyst round.
What critics are saying
- Samsara won $30.3 million in February 2026, proving Motive's marketing claims created liability.
- Motive withdrew its S-1 on September 10, 2026, delaying public-market discipline indefinitely.
- Samsara's patent and trade-secret fight continues, risking injunctions, discovery costs, and customer churn.
What makes Motive unique
- Motive controls safety, maintenance, and telematics data inside one platform for 120,000 businesses.
- General Catalyst’s September 10, 2026 financing validates Motive’s private-market scale and ambition.
- Holman integration and first-mover AI launches deepen workflow lock-in across fleets.
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Benefits
Health Insurance
Dental Insurance
Vision Insurance
Paid Vacation
Paid Sick Leave
Disability Insurance
Life Insurance
401(k) Company Match
Growth & Insights and Company News
6 month growth
0%1 year growth
3%2 year growth
0%Motive, an AI platform for physical operations, has appointed Andrew Bennett as chief marketing officer. He will lead global marketing, including brand, demand generation, communications, and product marketing, and join the executive leadership team. The move follows the company's strongest quarter, with annual recurring revenue (ARR) passing $600 million and ARR growth accelerating to 30% year-over-year. In September, Motive secured more than $1.3 billion in growth financing from General Catalyst. Bennett has more than two decades of marketing and sales experience. He joins from Elementum, where he was chief marketing officer, and previously held the same role at Conga. He also spent a decade at Smartsheet.
Motive has secured more than $1.3 billion in growth financing from General Catalyst and withdrawn its previously filed S-1. The San Francisco-based company reported annual recurring revenue crossed $600 million, with ARR growth accelerating to 30% year over year. ARR from customers spending more than $100,000 grew nearly 60% year over year. Net revenue retention for these customers exceeded 120%. Motive serves nearly 100,000 customers across trucking, construction, energy, and related industries. The capital will fund AI investment across the platform and expand sales, support, and service teams. Co-founder and CEO Shoaib Makani said the financing allows the company to remain private whilst maintaining the operational capacity for a future public listing. Motive has deployed AI-powered cameras in commercial vehicles since 2017 and recently launched Maintenance and Operations Intelligence products.
Motive has launched Motive Maintenance, an AI-powered system integrated into its platform to help organisations manage fleet maintenance workflows. The system unifies vehicle health data, repair workflows, and spending in one place, enabling teams to detect issues earlier and reduce downtime. According to Motive's research, 80% of fleet professionals cite rising maintenance and repair costs as their primary operational challenge. Organisations lose nearly nine days per vehicle annually to unplanned downtime, costing an estimated $448–760 per vehicle daily. The platform connects fault codes, inspections, maintenance workflows, and spend data in a single system. Only 13% of respondents reported well-integrated fleet management technology systems that share data automatically across platforms. Motive Maintenance aims to help organisations increase vehicle uptime and lower emergency repair costs.
Motive has launched AI Coach in the UK, an AI-powered platform that automatically delivers personalised driver coaching through AI-generated videos. Managers can select preset avatars or create custom avatars replicating their own face and voice. The system addresses scaling challenges in driver coaching, particularly as UK organisations face rising insurance costs and regulatory scrutiny. Safety managers often spend less than one-third of their time on people management, making consistent coaching difficult. AI Coach detects unsafe driving behaviours with up to 99% accuracy and sends weekly personalised feedback videos through Motive's Dashboard and Driver App. The platform provides positive reinforcement and actionable improvement suggestions whilst reducing manual coaching time. Beeline's Operations Manager Adam Fox reported the system enabled feedback at previously impossible scales whilst reducing incident rates.
Motive, an AI platform for physical operations, has launched new edge AI capabilities for driver safety, including AI-powered Fatigue Detection, Eating Detection and Collision Detection. The features aim to detect unsafe driving behaviours early and capture low-severity collisions often missed by telematics alone. The Fatigue Detection system monitors six indicators including yawning, eye rubbing and microsleep to identify risk before collisions occur. The Eating Detection identifies high-risk distracted driving, whilst Collision Detection combines telematics with computer vision to capture incidents like sideswipes and fender benders. Motive's AI Dashcam has reportedly helped prevent over 170,000 accidents since 2023. Customers using the system reduced collisions by 80% and accident-related costs by 63% on average. The new capabilities are available on existing Motive AI dash cams with no additional hardware required.