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Senior Vice President, Enterprise Sales Operations
2 months ago
About the Position:
As a Senior Vice President of Enterprise Sales Operations at Motive, you will play a pivotal role in our rapidly expanding segment. In this leadership position, you will oversee a team of Regional Vice Presidents, guiding them as they convert Motive's largest prospects into valued clients. Your leadership will be instrumental in driving initiatives related to recruitment, market strategies, territory organization, and team development, ensuring the success of Motive's Enterprise sales force.
The Enterprise Sales team at Motive is dedicated to serving Fortune 500 companies across diverse sectors, including transportation, energy, construction, agriculture, manufacturing, and any industry that relies on a fleet of vehicles. A collaborative approach is essential, and a team-oriented mindset is crucial for success in this dynamic environment.
Key Responsibilities:
- Lead a high-performing team of experienced Regional Vice Presidents and their Account Executives, collaborating on forecasting, market strategies, territory organization, account planning, and achieving revenue objectives.
- Develop and implement strategic account and territory plans for your teams to consistently meet or exceed annual contract value (ACV) targets.
- Exhibit a strong understanding of the balance between process and agility in a fast-paced sales environment.
- Monitor team performance 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 foster a Go-to-Market team that operates cohesively.
- Promote a culture of high performance, accountability, and enjoyment through exceptional hiring practices.
- Work closely with the Sales Enablement team to develop and implement training programs for Account Executives, ensuring consistency and effectiveness across the organization.
- Demonstrate excellence in listening, sales processes, and a genuine 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 targeting Enterprise clients.
- Proven track record of surpassing sales targets with Enterprise-level accounts.
- Ability to inspire and motivate teams, demonstrating exceptional customer service skills, communication, empathy, and integrity.
- A people-centric approach, with a commitment to coaching and developing sales talent at all levels, fostering a positive sales culture.
- Demonstrated rigor, execution, and accountability in daily team processes.
- Experience collaborating with cross-functional teams, including Sales Development, Sales Engineering, Product, Marketing, Customer Success, Legal, and Sales Operations.
- Familiarity with Salesforce or other CRM and sales technologies to enable effective pipeline management and accelerate sales success.
- Lead by example, participating in sales calls to support the team in managing and closing deals.
