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Regional Sales Manager, Premier Mid-Market, Expansion

Motive

Motive

Sales & Business Development
Remote
Posted on Friday, January 12, 2024

Who we are:

Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. Motive combines IoT hardware with AI-powered applications to connect and automate physical operations. Motive is one of the fastest-growing software companies in the world, serving more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery.

Motive is built on four foundational attributes; Own It, Less but Better, Build Trust, and Unlock Potential. This has taken our company to great heights, including being recognized by Fortune for Best Workplaces, Forbes Best Startup Employers, and Comparably for our Best Global Culture, Sales Team, Leadership Team, Career Growth, and CEO for Diversity. We’re proud to receive an employee net promoter score of 63 (according to Comparably) which places Motive in the top 5% of companies with 4,000 employees or more.

Today, our team is made up of more than 3,000 employees, located across the world, providing support to a wide range of customers. While most of our employees are remote, many have the opportunity to work on-site at any of our 8 global office locations. Visit our careers website to learn more about opportunities at Motive.

About the Role:

We are looking for a high performing frontline Sales Manager to lead a team of Expansion Account Executives focused on growing business within our customer base in the Mid Market Sales segment. This is a tremendous opportunity to join a high-performing sales division in an industry that is rapidly expanding.

A bit about the Mid Market Segment:

Motive has three segments: SMB, Mid Market, and Enterprise. Mid Market is broken into two divisions: Emerging and Premier. Premier Mid Market is defined as any company with a total fleet size of between 80-399 vehicles. To put that in perspective, it’s a hybrid sales org where the AE’s have approximately 4+ years of quota carrying experience, are owning the full sales cycle, with ability to sell remotely as well as travel onsite. The sales process involves a technical win, oftentimes with a hardware/software trial (POC). The AE’s are paired with Sales Engineers, while the CSM team owns renewals. There are currently 5 RSM teams, with a target headcount of between 6-8 AE’s per RSM. The organization is based on account sets and round robins, not geographic territories.

The ideal candidate will have a proven track record hiring, managing, scaling and optimizing SaaS sales teams to consistently perform at or above quota. This candidate will report directly to a Mid Market Sales Director and will be part of the tight-knit Mid Market Sales Leadership team, managed by the VP of Sales.

What You'll Do:

  • Meet or exceed monthly and quarterly quota targets
  • Interview, hire, ramp and develop new talent to scale the organization
  • Coach, up-level and support tenured AE’s to drive consistent, high-performance
  • Ensure diligent execution of the sales processes
  • Accurately forecast your team’s monthly and quarterly performance
  • Identify opportunities for improvement and surface risk to plan achievement
  • Collaborate with peers and cross-functional teams to improve internal processes (ie. SDR, SE, CSM Leadership, The Partners Team, Marketing, Sales Enablement, Product, Deal Desk)

What We're Looking For:

  • 3+ years experience as a frontline sales manager, directly managing Expansion Account Executives in Software and/or Software/Hardware Sales
  • Identify areas of opportunity, recommend solutions, take ownership of implementation and/or project management if in another dept’s domain
  • Demonstrate a deep understanding of the business by sharing insights, the root causes behind changes in KPI’s, the frequency and impact of these root causes and your recommendations to double down or course correct as needed
  • Exhibit a competitive mindset, always striving for success
  • Receptive to feedback, willingness to learn and embrace continuous improvement
  • Knows what results are important, and focuses resources to achieve them
  • Keenness and quickness in understanding and dealing with business situations
  • Transportation or Logistics experience preferred - this can be removed*
  • Strong experience with Salesforce or other CRM and sales technologies for forecasting, pipeline management, and sales acceleration

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 do not let an arrest or conviction record prevent you from applying for employment at Motive. Motive considers qualified applicants with arrest and conviction records.

Please review our Candidate Privacy Notice here.

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.

Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting
Motive Perks & Benefits.

The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:
Bay Area, California
$165,963$224,538 USD
Other Locations in U.S.
$150,875$204,125 USD

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.

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.

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