Motive
Mid-Market Regional Sales Manager, New Business
Motive, San Francisco, California, United States, 94199
Who we are
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. Motive serves more than 100,000 customers – from Fortune 500 enterprises to small businesses – across industries including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector. Visit Motive to learn more. 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 an opportunity to join a high-performing sales division in a fast-paced company in an expanding industry. About the Mid-Market Segment Motive segments are SMB, Mid-Market, and Enterprise. Mid-Market covers companies with total fleet size 50-149 vehicles. AEs have 1-5 years of quota carrying experience or were recently promoted from SDR/BDR and are closing for the first time. The sales process involves a technical win with a hardware/software trial (POC). AEs are paired with Sales Engineers; the Account Management team handles post-close relationships. There are 12 RSMs with about 7 AEs per RSM, organized by account sets and round robins rather than 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 role reports to a Director of Emerging Mid-Market and is part of the Mid-Market Sales Leadership team, under 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 and support tenured AEs to drive consistent, high performance Ensure diligent execution of the sales processes Accurately forecast your team\'s 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 (SDR, SE, CSM leadership, Partners Team, Marketing, Sales Enablement, Product, Deal Desk) What We\'re Looking For
2-3+ 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 dept\'s domain Demonstrate understanding of the business by sharing insights and root causes behind KPI changes, with recommended actions Competitive mindset and a drive for success Receptive to feedback and committed to continuous improvement Focus on results and efficient use of resources Strong ability to understand and respond quickly to business situations Experience with Salesforce or other CRM and sales technologies for forecasting, pipeline management, and acceleration Bachelor\'s Degree required Creating a diverse and inclusive workplace is a Motive core value. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. Please note that an arrest or conviction record should not prevent you from applying; Motive considers qualified applicants with arrest and conviction records. Review our Candidate Privacy Notice. Pay Transparency
Your compensation may be based on factors including education, work experience, and certifications. For some roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care, paid time off, sick time, short and long term disability coverage, life insurance, and 401k contribution (eligibility applies). Details are available in Motive Perks & Benefits. The on-target earnings (base pay + commissions) for this role: $150,000 – $250,000 USD. #LI-Remote
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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. Motive serves more than 100,000 customers – from Fortune 500 enterprises to small businesses – across industries including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector. Visit Motive to learn more. 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 an opportunity to join a high-performing sales division in a fast-paced company in an expanding industry. About the Mid-Market Segment Motive segments are SMB, Mid-Market, and Enterprise. Mid-Market covers companies with total fleet size 50-149 vehicles. AEs have 1-5 years of quota carrying experience or were recently promoted from SDR/BDR and are closing for the first time. The sales process involves a technical win with a hardware/software trial (POC). AEs are paired with Sales Engineers; the Account Management team handles post-close relationships. There are 12 RSMs with about 7 AEs per RSM, organized by account sets and round robins rather than 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 role reports to a Director of Emerging Mid-Market and is part of the Mid-Market Sales Leadership team, under 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 and support tenured AEs to drive consistent, high performance Ensure diligent execution of the sales processes Accurately forecast your team\'s 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 (SDR, SE, CSM leadership, Partners Team, Marketing, Sales Enablement, Product, Deal Desk) What We\'re Looking For
2-3+ 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 dept\'s domain Demonstrate understanding of the business by sharing insights and root causes behind KPI changes, with recommended actions Competitive mindset and a drive for success Receptive to feedback and committed to continuous improvement Focus on results and efficient use of resources Strong ability to understand and respond quickly to business situations Experience with Salesforce or other CRM and sales technologies for forecasting, pipeline management, and acceleration Bachelor\'s Degree required Creating a diverse and inclusive workplace is a Motive core value. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. Please note that an arrest or conviction record should not prevent you from applying; Motive considers qualified applicants with arrest and conviction records. Review our Candidate Privacy Notice. Pay Transparency
Your compensation may be based on factors including education, work experience, and certifications. For some roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care, paid time off, sick time, short and long term disability coverage, life insurance, and 401k contribution (eligibility applies). Details are available in Motive Perks & Benefits. The on-target earnings (base pay + commissions) for this role: $150,000 – $250,000 USD. #LI-Remote
#J-18808-Ljbffr