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Motive is a fast-growing SaaS platform that empowers businesses running physical operations—including transportation, logistics, construction, energy, and field service—with tools for safety, productivity, and profitability. The platform combines IoT hardware with AI-powered applications to give customers complete visibility and control over drivers, vehicles, equipment, and fleet spend in a single system. Motive serves nearly 120,000 customers globally and has grown to over 5,000 employees.
As Regional Vice President of Strategic Sales for the Western Region, you will lead a world-class team of Strategic Account Executives focused on selling into Fortune 500 enterprises and large mid-market companies across North America. You'll own the full P&L for your region, managing team hiring, coaching, and enablement while driving revenue growth through strategic account planning and territory management.
Key responsibilities include:
- Leading and coaching a team of seasoned Account Executives on prospecting strategy, account planning, pipeline reviews, and revenue targets
- Developing and executing strategic account and territory plans to meet or exceed ACV targets on monthly, quarterly, and annual cycles
- Tracking KPIs and coaching team members on short and long-term performance goals
- Building a high-performance culture through best-in-class hiring and accountability
- Partnering with Sales Enablement on training and coaching programs
- Directly engaging high-priority prospects alongside your team to close deals
- Ensuring effective use of Salesforce and other operational tools for pipeline management and forecasting
- Collaborating cross-functionally with Sales Development, Sales Engineering, Product, Marketing, Customer Success, Legal, and Sales Ops
You'll be selling into companies that power the physical economy across industries including trucking, oil & gas, construction, agriculture, manufacturing, and consumer transit. The role demands a win-as-a-team mentality, comfort in a fast-paced environment, and high standards of quality.
Requirements:
- 1–3 years of direct experience managing SaaS sales teams at the Strategic level
- Proven history of exceeding sales targets with Strategic-level clients
- Strong leadership and motivational skills with excellent communication, empathy, and integrity
- People-focused mindset with passion for coaching and developing sales talent; track record of building strong sales cultures
- Demonstrated rigor, execution, and accountability in team processes
- Ability to collaborate effectively across cross-functional teams
- Experience with Salesforce or similar CRM and sales technologies
- Willingness to lead by example, attending sales calls to help manage and close deals
- Highly preferred: residence in the Western Region (Pacific, Mountain, or Central time zones)
