Motive
Mid-Market Account Manager
Job Summary
The Mid-Market Account Manager role involves managing a focused group of large US-based customers, building strong relationships, and driving growth within their accounts. The position requires expertise in complex software sales, contract negotiations, and strategic account planning to meet revenue and retention goals. Candidates should have relevant industry experience, especially in transportation, logistics, or construction, and possess excellent communication and negotiation skills. The role emphasizes collaboration with cross-functional teams to tailor solutions and ensure customer satisfaction.
Required Skills
Job Description
Who we are:
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves more than 120,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
Visit gomotive.com to learn more.
About the Role
As a Mid-Market Account Manager, you will leverage your experience to manage a select group of large US-based customers within a specialized book of business. Building on success in SMB or Commercial roles, this position requires an advanced skill set in selling software solutions and navigating more complex organizational structures. Familiarity with relevant industries for Motive is strongly preferred.
A successful Mid-Market Account Manager is dedicated to continuous learning, has robust interpersonal skills, and can strategically guide customers toward solutions that best address their operational, safety, and financial goals. You’ll thrive in a fast-paced, quota-driven environment and benefit from a close collaboration with cross-functional teams.
What You'll Do
- Build lasting executive relationships with larger US-based clients to drive growth and expansion within a more focused book of business.
- Conduct in-depth discovery to align Motive’s offerings to customers’ operational and strategic challenges.
- Present comprehensive product demos and proposals for customers with complex needs and decision-making processes.
- Collaborate with customer success, support, product specialists, sales engineers, and data analysts to tailor solutions and improve customer satisfaction and retention.
- Own the contract renewal process and implement advanced retention strategies, leveraging insights and data to minimize churn and maximize revenue growth.
- Troubleshoot issues promptly, identifying the best course of action in line with both customer success and Motive’s business objectives.
- Drive strategic account planning to achieve and exceed higher-value revenue targets.
- Continuously refine your understanding of the Motive platform, industry trends, and best practices to offer proactive, consultative insights.
What We're Looking For
- Bachelor’s Degree (preferably an overseas degree from US/UK/Canada) and/or in-depth exposure to US/Canada/UK B2B customers.
- 6+ years of relevant work experience, particularly in managing larger US-based accounts with a smaller book of business (around 50 or fewer high-value customers).
- Proven software sales experience and ideally relevant industry experience in Motive’s verticals (e.g., transportation, logistics, construction).
- Demonstrated skill in complex deal management, from discovery and demonstration to negotiation and closing.
- In-depth experience driving contract renewals and revenue retention within mid-market or enterprise customer segments.
- Leadership or influencing capability to effectively manage internal and external stakeholders, including executive-level customer contacts.
- Exceptional communication, presentation, and negotiation skills, with an emphasis on consultative sales approaches.
Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.
Please review our Candidate Privacy Notice here .
UK Candidate Privacy Notice here.
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.
#LI-Remote
Motive
Motive provides an integrated platform to help improve the safety, productivity, and profitability of fleet operations for the physical economy.
See more jobsSafe Remote Job Search Tips
Verify Employer Thoroughly
Research the company's identity thoroughly before applying. Check for a professional website with contacts, active social media, and LinkedIn profiles. Verify details across platforms and look for reviews on Glassdoor or Trustpilot to confirm legitimacy.
Never Pay to Get a Job
Legitimate employers never require payment for applications, training, background checks, or equipment. Always reject upfront payment requests or demands for bank details, even if they claim it's for purchasing necessary work gear on your behalf.
Safeguard Your Personal Information
Protect sensitive data like SSN, bank details, or ID copies. Share this only after accepting a formal, written job offer. Ensure it's submitted via a secure company system or portal, never through insecure channels like standard email attachments.
Scrutinize Communication & Interviews
Watch for communication red flags: poor grammar, generic emails (@gmail), vague details, or undue pressure. Be highly suspicious of interviews held only via text or chat apps; legitimate companies typically use video or phone calls.
Beware of Unrealistic Offers
If an offer's salary or benefits seem unrealistically high for the work involved, be cautious. Research standard pay for similar roles. Offers that appear 'too good to be true' are often scams designed to lure you into providing information or payment.
Insist on a Formal Contract
Always secure and review a formal, written job offer or employment contract before starting work or sharing final personal details. Ensure it clearly defines your role, compensation, key terms, and conditions to avoid misunderstandings or scams.