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Salary: USD 210,000 - 250,000 / annual
Motive is seeking a Regional Sales Manager to lead a team of Account Executives in the Mid-Market sales segment. You will manage approximately 7 Account Executives, many of whom are early in their closing careers or recently promoted from SDR roles. The Mid-Market segment focuses on companies with 50-174 vehicles, and sales cycles typically involve technical wins and proof-of-concept trials with hardware/software components. Your team will work closely with Sales Engineers throughout the sales cycle, with Account Management owning post-close relationships.
In this role, you will report directly to the Director of Mid-Market Sales and be part of the Mid-Market Sales Leadership team under the SVP of Mid-Market Sales. You'll be responsible for meeting or exceeding monthly and quarterly quota targets for your team, as well as your own individual quota contribution.
Key responsibilities include:
- Hiring, ramping, and developing new talent to scale the organization
- Coaching and up-leveling tenured Account Executives to drive consistent high performance
- Ensuring diligent execution of sales processes and accurate forecasting of monthly and quarterly performance
- Identifying opportunities for improvement and surfacing risks to plan achievement
- Collaborating with cross-functional teams (SDR, Sales Engineers, Customer Success, Marketing, Sales Enablement, Product, Deal Desk) to improve internal processes
- Demonstrating deep business acumen by analyzing KPI changes, identifying root causes, and recommending course corrections
Motive empowers people who run physical operations with a unified platform for managing drivers, vehicles, equipment, and fleet-related spend. The platform combines safety, operations, and finance capabilities with industry-leading AI. The company serves nearly 100,000 customers across transportation, logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and public sector.
Requirements:
- 2-3+ years of experience as a frontline sales manager directly managing Account Executives in Software and/or Software/Hardware Sales
- Strong experience with Salesforce or other CRM and sales technologies for forecasting, pipeline management, and sales acceleration
- Demonstrated ability to identify areas of opportunity, recommend solutions, and take ownership of implementation
- Deep understanding of business metrics, ability to analyze KPI changes and recommend strategic adjustments
- Competitive mindset with focus on results and resource allocation
- Receptive to feedback, committed to continuous improvement
- Strong business acumen and quick decision-making ability
- Bachelor's Degree required
- Expected to work from Austin office three days per week
