Commercial Regional Sales Manager

Who We Are

Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. The Motive Automated Operations Platform combines IoT hardware with AI-powered applications to automate vehicle and equipment tracking, driver safety, compliance, maintenance, spend management, and more. Motive serves more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery.

Motive is proud to be a Forbes Cloud 100 company and a 2020 Career-Launching Company by Wealthfront.

About the Role:

We are looking for a high performing frontline Sales Manager in SaaS, to lead a team of Account Executives in the Commercial 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 Commercial Segment:

Motive has four sales segments: SMB, Commercial, Mid-Market, and Enterprise. Commercial is defined as any company with a total fleet size of between 20 and 80 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 CMRL CSM team owns renewals. There are currently 9 RSM teams, with a target headcount of between 8 and 12 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 Commercial Sales and will be part of the tight-knit Commercial 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:

• 2+ 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
• 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.
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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.