Senior Enterprise Account Manager at Motus

Job description

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: 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 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 Apply a consistent sales process like MEDDPICC to document and drive forward sales opportunities effectively Consult with customers on new features and product offerings to drive upsell revenue and deliver presentations on new product offerings and enhancements Establish and lead a defined sequence of events for each customer opportunity through accurate and timely pipeline management Drive full-cycle sales process for upsell and expansion opportunities Maintain detailed customer and prospect information in Salesforce, with the goal being that management can quickly understand the status of customer relationships and the sales pipeline 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 up to 25% for customer meetings, onsite visits, and team events Desired Skills & 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. Experience selling subscription-based software, with a strong understanding of recurring revenue, renewals, and account expansion. Demonstrated experience exceeding quota, successfully closing six-figure opportunities and managing contract renewals. 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 Training and practical experience using Challenger, Sandler, MEDDPICC, or another established sales methodology to qualify and advance opportunities. Experience selling fleet management technology and/or using Motus a plus High emotional intelligence and empathy. Communicating clearly, confidently, and with conviction to build credibility with executive leaders and lead strategic conversations focused on business outcomes. Outstanding communication (written and verbal) and presentation skills Demonstrated ability and desire to work and excel in a fast-paced environment Excellent multitasking, organizational, and project management skills; close attention to detail Ability to understand and articulate technical concepts and derive solutions Willing and able to travel up to 25% for customer meetings, onsite visits, and team events. Proficiency in Sales tools and technology including MS Office, Salesforce, Gong, Outreach, HighSpot. Where required by law, Motus provides a reasonable range of compensation for specific roles. 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. This position is eligible for company benefits including medical, dental, and vision insurance with an employer contribution, flexible spending or health savings account, life and AD&D insurance, short-and long-term disability coverage, paid time off, employee assistance, participation in a 401k program with company match, and additional voluntary or legally required benefits. Please see below for an outline of the Motus benefits package. Motus supports both the physical and mental health of their employees. Motus Benefits: Medical Insurance, Dental Insurance, Vision Insurance (effective day one) Open Paid Time Off Flexible Spending Accounts & Health Savings Accounts Motus-Fidelity 401K Plan Company-paid Short/Long-term Disability & Basic Life Insurance Plans Family Planning and Parenting Support Benefits through Maven $1000 Home Office Reimbursement Program $2000 Internal Referral Program WorkAnywhere Reimbursement of Internet and Cellular Costs 16 weeks maternity and adoption leave 12 weeks paternity leave Motus champions the power of true individuality, actively celebrating and accepting each team member. We strategically recruit and retain talent reflecting our local communities’ rich diversity, fostering a culture where innovation thrives. Through dynamic learning sessions, strategic training, and our lively Employee Resource Groups, we kindle substantial dialogues, continuous learning, and ensure every voice is not only heard but celebrated. Motus, LLC provides equal employment opportunity to all individuals regardless of their race, color, creed, religion, gender, age, sexual orientation, national origin, disability, veteran status, or any other characteristic protected by state, federal, or local law.

Requirements

Must-haves

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
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
Apply a consistent sales process like MEDDPICC to document and drive forward sales opportunities effectively
Consult with customers on new features and product offerings to drive upsell revenue and deliver presentations on new product offerings and enhancements
Establish and lead a defined sequence of events for each customer opportunity through accurate and timely pipeline management
Drive full-cycle sales process for upsell and expansion opportunities
Maintain detailed customer and prospect information in Salesforce, with the goal being that management can quickly understand the status of customer relationships and the sales pipeline
Travel up to 25% for customer meetings, onsite visits, and team events
Experience selling subscription-based software, with a strong understanding of recurring revenue, renewals, and account expansion.
Demonstrated experience exceeding quota, successfully closing six-figure opportunities and managing contract renewals.
Training and practical experience using Challenger, Sandler, MEDDPICC, or another established sales methodology to qualify and advance opportunities.
High emotional intelligence and empathy. Communicating clearly, confidently, and with conviction to build credibility with executive leaders and lead strategic conversations focused on business outcomes.
Outstanding communication (written and verbal) and presentation skills
Demonstrated ability and desire to work and excel in a fast-paced environment
Excellent multitasking, organizational, and project management skills; close attention to detail
Ability to understand and articulate technical concepts and derive solutions
Willing and able to travel up to 25% for customer meetings, onsite visits, and team events.
Proficiency in Sales tools and technology including MS Office, Salesforce, Gong, Outreach, HighSpot.
Please see below for an outline of the Motus benefits package. Motus supports both the physical and mental health of their employees.
Flexible Spending Accounts & Health Savings Accounts
Family Planning and Parenting Support Benefits through Maven
$1000 Home Office Reimbursement Program
$2000 Internal Referral Program

Nice-to-haves

Experience selling fleet management technology and/or using Motus a plus

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Paid Time Off