Vice President of Enterprise Sales, Eastern Region

2 weeks ago

New York, New York, United States Motive Full time

About the Position:

As the Vice President of Enterprise Sales for the Eastern U.S. at Motive, you will play a pivotal role in leading our rapidly expanding segment. In this senior leadership position, you will oversee a team of Regional Vice Presidents, guiding them as they convert Motive's most significant prospects into valued clients. Your leadership will be crucial in shaping initiatives related to recruitment, market strategy, territory organization, and team enablement, driving the success of Motive's Enterprise sales force.

The Enterprise Sales division consistently engages with Fortune 500 companies across diverse sectors, including transportation, energy, construction, agriculture, manufacturing, and consumer services. A collaborative approach is essential, fostering a win-as-a-team culture. This dynamic role requires comfort in a fast-paced environment, maintaining high standards of excellence.

Key Responsibilities:

  • Lead a high-performing team of experienced Regional Vice Presidents and their Account Executives, collaborating on forecasting, market strategies, territory organization, account management, and achieving revenue objectives.
  • Develop and implement strategic account and territory plans for your teams to meet or surpass annual contract value (ACV) targets on a monthly, quarterly, and yearly basis.
  • Exhibit a builder mentality, balancing process with agility.
  • Monitor and assess the performance of your teams through key performance indicators (KPIs), providing coaching and support to achieve both short-term and long-term goals.
  • Collaborate with C-suite executives and other leaders to enhance alignment and create a Go-to-Market team that exceeds expectations.
  • Foster a culture of high performance, accountability, and enjoyment through exceptional hiring practices.
  • Work closely with the Sales Enablement team to design and implement effective training and coaching programs for Account Executives, ensuring consistency and efficiency across the organization.
  • Demonstrate excellence in listening, sales processes, and a passion for the art of selling.
  • Ensure the effective use of CRM systems and operational tools for pipeline management, forecasting, and sales execution.

Qualifications:

  • Minimum of 2 years of experience as a second-line leader in a SaaS sales environment at the Enterprise level.
  • At least 7 years of experience as a first-line leader, managing SaaS sales teams at the Enterprise level.
  • Proven track record of exceeding sales targets with Enterprise clients.
  • Ability to inspire and motivate teams, demonstrating exceptional customer service skills, empathy, and integrity.
  • A people-centric approach, with a passion for mentoring and developing sales talent at all levels, alongside a history of cultivating strong sales cultures.
  • Exemplify a strong sense of rigor, execution, and accountability in daily team processes.
  • Capability to collaborate effectively with cross-functional partners, including Sales Development, Sales Engineering, Product, Marketing, Customer Success, Legal, and Sales Operations.
  • Experience with Salesforce or similar CRM systems and sales technologies, enabling your team to effectively forecast, manage their pipeline, and drive successful outcomes.
  • Lead by example, participating in sales calls to assist your team in managing and closing deals.

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