Motive
Regional Sales Manager, Mid-Market New BusinessUnited States - Austin, Texas; Un
Motive, Austin, Texas, United States, 78799
Emerging Regional Sales Manager, New Business
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks. Motive serves more than 100,000 customers
from Fortune 500 enterprises to small businesses
across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector. About the Role
We are looking for a high performing frontline Sales Manager in SaaS, to lead a team of Account Executives in the Mid-Market Sales segment. This is a tremendous opportunity to join a high-performing sales division, in a fast-paced, high-performing company, in an industry that is rapidly expanding. A bit about the Mid Market Segment: Motive has three segments: SMB, Mid-Market, and Enterprise. Mid-Market is broken into two divisions: Emerging and Premier. Emerging Mid-Market is defined as any company with a total fleet size of between 30-79 vehicles. To put that in perspective, it's the classic inside-sales org where the AE's have approximately 1-5 years of quota carrying experience, or they were recently promoted from the SDR/BDR org and are in a closing role for the first time. The sales process involves a technical win, oftentimes with a hardware/software trial (POC). The AE's are paired with Sales Engineers who help with both New Logo and Expansion sales, while the CSM team owns renewals. There are currently 8 RSM teams, with a target headcount of between 7-10 AE's per RSM. The organization is based on account sets and round robins, not geographic territories. The ideal candidate will have a proven track record hiring, managing, scaling and optimizing SaaS sales teams to consistently perform at or above quota. This candidate will report directly to a Director of Emerging Mid-Market and will be part of the tight-knit Mid-Market Sales Leadership team, managed by the VP of Sales. What You'll Do: Meet or exceed monthly and quarterly quota targets Interview, hire, ramp and develop new talent to scale the organization Coach, up-level and support tenured AEs to drive consistent, high-performance Ensure diligent execution of the sales processes Accurately forecast your teams monthly and quarterly performance Identify opportunities for improvement and surface risk to plan achievement Collaborate with peers and cross-functional teams to improve internal processes (ie. SDR, SE, CSM Leadership, The Partners Team, Marketing, Sales Enablement, Product, Deal Desk) What We're Looking For:
3+ years experience as a frontline sales manager, directly managing Account Executives in Software and/or Software/Hardware Sales Identify areas of opportunity, recommend solutions, take ownership of implementation and/or project management if in another depts domain Demonstrate a deep understanding of the business by sharing insights, the root causes behind changes in KPIs, the frequency and impact of these root causes and your recommendations to double down or course correct as needed Exhibit a competitive mindset, always striving for success Receptive to feedback, willingness to learn and embrace continuous improvement Knows what results are important, and focuses resources to achieve them Keenness and quickness in understanding and dealing with business situations Transportation or Logistics experience preferred Strong experience with Salesforce or other CRM and sales technologies for forecasting, pipeline management, and sales acceleration Bachelors Degree required Creating a diverse and inclusive workplace is one of Motives core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. Please do
not
let an arrest or conviction record prevent you from applying for employment at Motive. Motive considers qualified applicants with arrest and conviction records. Creating a diverse and inclusive workplace is one of Motives core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. Pay transparency: Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits. The on-target earnings (base pay + commissions) for this role: $150,000 - $280,000 USD
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks. Motive serves more than 100,000 customers
from Fortune 500 enterprises to small businesses
across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector. About the Role
We are looking for a high performing frontline Sales Manager in SaaS, to lead a team of Account Executives in the Mid-Market Sales segment. This is a tremendous opportunity to join a high-performing sales division, in a fast-paced, high-performing company, in an industry that is rapidly expanding. A bit about the Mid Market Segment: Motive has three segments: SMB, Mid-Market, and Enterprise. Mid-Market is broken into two divisions: Emerging and Premier. Emerging Mid-Market is defined as any company with a total fleet size of between 30-79 vehicles. To put that in perspective, it's the classic inside-sales org where the AE's have approximately 1-5 years of quota carrying experience, or they were recently promoted from the SDR/BDR org and are in a closing role for the first time. The sales process involves a technical win, oftentimes with a hardware/software trial (POC). The AE's are paired with Sales Engineers who help with both New Logo and Expansion sales, while the CSM team owns renewals. There are currently 8 RSM teams, with a target headcount of between 7-10 AE's per RSM. The organization is based on account sets and round robins, not geographic territories. The ideal candidate will have a proven track record hiring, managing, scaling and optimizing SaaS sales teams to consistently perform at or above quota. This candidate will report directly to a Director of Emerging Mid-Market and will be part of the tight-knit Mid-Market Sales Leadership team, managed by the VP of Sales. What You'll Do: Meet or exceed monthly and quarterly quota targets Interview, hire, ramp and develop new talent to scale the organization Coach, up-level and support tenured AEs to drive consistent, high-performance Ensure diligent execution of the sales processes Accurately forecast your teams monthly and quarterly performance Identify opportunities for improvement and surface risk to plan achievement Collaborate with peers and cross-functional teams to improve internal processes (ie. SDR, SE, CSM Leadership, The Partners Team, Marketing, Sales Enablement, Product, Deal Desk) What We're Looking For:
3+ years experience as a frontline sales manager, directly managing Account Executives in Software and/or Software/Hardware Sales Identify areas of opportunity, recommend solutions, take ownership of implementation and/or project management if in another depts domain Demonstrate a deep understanding of the business by sharing insights, the root causes behind changes in KPIs, the frequency and impact of these root causes and your recommendations to double down or course correct as needed Exhibit a competitive mindset, always striving for success Receptive to feedback, willingness to learn and embrace continuous improvement Knows what results are important, and focuses resources to achieve them Keenness and quickness in understanding and dealing with business situations Transportation or Logistics experience preferred Strong experience with Salesforce or other CRM and sales technologies for forecasting, pipeline management, and sales acceleration Bachelors Degree required Creating a diverse and inclusive workplace is one of Motives core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. Please do
not
let an arrest or conviction record prevent you from applying for employment at Motive. Motive considers qualified applicants with arrest and conviction records. Creating a diverse and inclusive workplace is one of Motives core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. Pay transparency: Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits. The on-target earnings (base pay + commissions) for this role: $150,000 - $280,000 USD