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Salary: USD 184,000 - 0 / annual
Motive is seeking a Regional Sales Manager to lead a team of Account Executives in the Mid-Market sales segment. The Mid-Market segment serves companies with 50-174 vehicles, and Account Executives typically have 2-5 years of quota-carrying experience or are recently promoted closers. The sales process involves technical wins, hardware/software trials (POCs), and collaboration with Sales Engineers throughout the cycle. Account Management owns post-close relationships.
You will report directly to the Director of Mid-Market Sales and be part of the Mid-Market Sales Leadership team under the VP of Sales. Currently, there are 13 Regional Sales Managers, each managing approximately 7 Account Executives. The organization is structured around account sets and round robins rather than geographic territories.
Key responsibilities include meeting or exceeding monthly and quarterly quota targets, interviewing and hiring new talent to scale the organization, coaching and developing Account Executives to drive consistent high performance, ensuring diligent execution of sales processes, accurately forecasting team performance, identifying improvement opportunities and surfacing risks, and collaborating with cross-functional teams (SDR, Sales Engineers, Customer Success, Marketing, Sales Enablement, Product, Deal Desk) to improve internal processes.
Required qualifications: 2-3+ years as a frontline sales manager directly managing Account Executives in software and/or software/hardware sales; demonstrated ability to identify opportunities, recommend solutions, and take ownership of implementation; deep understanding of business metrics and KPIs with ability to share insights and recommendations; competitive mindset; receptiveness to feedback and commitment to continuous improvement; strong understanding of what results matter and ability to focus resources accordingly; quick understanding and navigation of business situations; strong experience with Salesforce or other CRM and sales technologies for forecasting and pipeline management; Bachelor's degree required. Transportation or logistics experience is preferred but not required.
Motive empowers people who run physical operations with tools to make work safer, more productive, and more profitable. The platform serves nearly 100,000 customers across transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
