Premier Mid-Market Regional Sales Manager, New Business

About the Role:

We are looking for a high performing frontline Sales Manager, to lead a team of Account Executives focused on growing new business within our Premier Mid Market Sales segment. This is a tremendous opportunity to join a high-performing sales division 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. Premier Mid Market is defined as any company with a total fleet size of between 80-399 vehicles. To put that in perspective, it’s a hybrid sales org where the AE’s have approximately 4+ years of quota carrying experience, are owning the full sales cycle, with ability to sell remotely as well as travel onsite. The sales process involves a technical win, oftentimes with a hardware/software trial (POC). The AE’s are paired with Sales Engineers, while the CSM team owns renewals. There are currently 5 RSM teams, with a target headcount of between 6-8 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 Mid Market Sales Director 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 AE’s 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 (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 Expansion 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 a deep understanding of the business by sharing insights, the root causes behind changes in KPI’s, 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 - this can be removed*
• Strong experience with Salesforce or other CRM and sales technologies for forecasting, pipeline management, and sales acceleration

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Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.