Regional Sales Manager, Emerging Mid-Market

4 weeks ago

Nashville, United States Motive Full time
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. 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 120,000 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.

Visit gomotive.com to learn more.

Who We Are:

Motive is on a mission to modernize the trucking industry. With the leading fleet management platform, we are bringing trucks online and fundamentally changing the way freight is moved on our roads.

We see our hard work rewarded in tangible ways every day and we believe that intelligence is most powerful when paired with humility. We're motivated by the opportunity to impact and improve every facet of a trillion-dollar industry that touches everyone's lives. Motive is proud to be a Forbes Cloud 100 company, a 2020 Career-Launching Company by Wealthfront and named a Forbes Best Startup Employer 2020.
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 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 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
  • Bachelor's Degree required

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.

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.

Please review our Candidate Privacy Notice here.

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.

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.

Please review our Candidate Privacy Notice here.

The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.

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