Premier Mid-Market Regional Sales Manager, New Business

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.

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
  • 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.

Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting
Motive Perks & Benefits.

The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:
Bay Area, California
$205,700$278,300 USD
Other Locations in U.S.
$187,000$253,000 USD

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. 

#LI-Remote

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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