SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Motive is seeking a Vice President to lead the Mid-Market New Logo sales organization. This is a high-impact leadership role responsible for turning a significant market opportunity into durable, predictable growth.
You will own the strategy and execution for acquiring new mid-market customers, lead a team of sales leaders and account executives, and build a repeatable sales motion that combines strong customer discovery, disciplined qualification, compelling value articulation, and consistent execution. You will bring the focus and pace required to win in a competitive market while creating the systems, talent, and operating cadence needed to scale.
Key responsibilities include:
- Own the Mid-Market New Logo business, including bookings, revenue, pipeline, forecast accuracy, productivity, and overall segment performance
- Define and execute a clear go-to-market strategy for acquiring mid-market customers, with deep understanding of fleet economics, buyer priorities, competitive dynamics, and Motive's differentiated value
- Build a repeatable, enterprise-light sales motion that improves conversion across the funnel, shortens cycle time, and creates a consistent customer experience
- Lead, coach, and develop a high-performing organization of sales leaders and account executives; raise the bar on hiring, onboarding, performance management, succession planning, and internal mobility
- Establish a rigorous operating cadence across pipeline generation, territory and capacity planning, inspection, deal strategy, forecast reviews, and post-quarter learning
- Partner with Sales Development, Marketing, Revenue Operations, Enablement, Finance, Product, Product Marketing, and Customer Success to improve pipeline quality, sales productivity, win rates, and customer outcomes
- Use data to identify the most important constraints in the business and focus resources on the highest-impact opportunities
- Develop differentiated messaging, discovery frameworks, qualification standards, sales plays, and manager routines
- Serve as an executive sponsor for strategic prospects and customers, helping navigate complex buying groups, business cases, procurement, and competitive situations
- Translate market feedback and field insights into actionable recommendations for product, marketing, pricing, packaging, and broader go-to-market strategy
- Build a culture that is customer-obsessed, accountable, inclusive, commercially sharp, and committed to continuous improvement
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. Combined with industry-leading AI, Motive significantly reduces manual workloads by automating and simplifying tasks. The company 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 B2B sales experience, including substantial leadership experience in mid-market or enterprise new-logo sales
- Track record of delivering results in a meaningful, complex sales organization and scaling performance through multiple stages of growth
- Experience leading through managers, with demonstrated ability to develop strong sales leaders and create high-performing teams
- Deep expertise in building and operating a repeatable new-logo motion, including pipeline generation, qualification, forecasting, deal inspection, territory design, and capacity planning
- Strong commercial judgment and ability to understand customer business models, quantify value, and position a multi-product platform against competing priorities
- Data-driven approach to decision-making, with ability to distinguish signal from noise and turn analysis into focused action
- Experience partnering effectively across Sales, Marketing, Operations, Product, Finance, Enablement, and Customer Success
- History of improving sales productivity, forecast accuracy, conversion, win rates, or cycle time through better systems, coaching, and execution
- Excellent executive presence, written and verbal communication, and customer-facing credibility
- Bias for action, high standards, intellectual honesty, and ability to simplify complex problems
- Preferred: Experience selling SaaS, technology, hardware-enabled software, telematics, logistics, or solutions to operationally complex businesses
