SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Salary: USD 360,000 - 540,000 / annual
Motive is seeking an accomplished sales executive to lead the Strategic Sales organization across the Western United States. As Area Vice President of Strategic Sales, you will own regional strategy, operating rhythm, and performance for Motive's strategic sales business, leading a team responsible for acquiring and expanding relationships with some of Motive's largest and most complex customers across transportation, logistics, construction, energy, field services, manufacturing, and other industries.
You will define and execute the strategic sales strategy for the Western region aligned with company priorities and growth plans. You will own regional bookings, revenue growth, pipeline generation, forecast accuracy, productivity, and attainment against plan. Your responsibilities include leading, coaching, and developing strategic account executives and sales leaders while creating a culture of accountability, urgency, and high performance.
You will build strong relationships with C-suite and senior executives at large, complex customer organizations and personally lead strategy for the region's most important opportunities, including executive alignment, deal qualification, negotiation, and close execution. You will establish rigorous operating cadences for pipeline inspection, forecast reviews, territory planning, account strategy, and performance management.
Key responsibilities also include developing repeatable approaches for winning complex, multi-stakeholder deals involving software, hardware, integrations, security, procurement, and executive sponsorship. You will partner closely with Customer Success and Account Management to drive retention, expansion, and long-term customer value, and collaborate with Marketing, Sales Development, Solutions Engineering, Revenue Operations, Product, Finance, Legal, and other cross-functional teams to remove friction and improve sales effectiveness.
You will bring market feedback, competitive intelligence, and customer insights into product strategy, positioning, pricing, and go-to-market decisions. You will identify opportunities to simplify processes, compress cycle time, and improve sales organization productivity. You will recruit, retain, and develop exceptional sales talent and build a strong leadership bench. You will represent Motive with customers, partners, and industry stakeholders across the Western market and travel regularly across the Western United States and to customer locations as needed.
About Motive: Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. The platform gives safety, operations, and finance teams complete visibility and control over drivers, vehicles, equipment, and fleet-related spend in a single system. Motive serves nearly 100,000 customers across transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
REQUIREMENTS:
- 12+ years of progressive experience in enterprise or strategic B2B sales, including significant experience leading sales organizations
- Proven success managing large, complex sales motions with multimillion-dollar or high-value enterprise opportunities
- Experience selling technology solutions, ideally SaaS, hardware-enabled software, IoT, fleet technology, logistics technology, or adjacent solutions
- Demonstrated ownership of significant bookings or revenue targets and a track record of consistent attainment
- Experience leading, hiring, coaching, and developing senior sales leaders and enterprise account executives
- Strong executive presence and the ability to build credibility with C-suite customers and internal stakeholders
- Deep understanding of enterprise sales methodology, territory strategy, pipeline management, forecasting, and deal execution
- Exceptional commercial judgment, negotiation skills, and ability to navigate complex buying committees
- Strong analytical and operational discipline, with the ability to turn data into clear priorities and action
- Practical, hands-on leadership style with the judgment to balance strategic thinking and field-level execution
- Customer-first orientation and a passion for solving important problems for businesses that power the physical economy
