Mid-Market Regional Sales Manager

Motive; Austin (TX); On-site; USD 210,000 - 250,000; Full time

Benefits offered by this job

Health benefits

Dental care

Vision benefits

Paid time off

Sick time off

Disability insurance

Life insurance

401k plan

Job summary

Motive is seeking a high performing frontline Sales Manager in SaaS to lead a team of Account Executives in the Mid-Market segment. This role is based in Austin and requires presence in the office three days per week.

You will lead a high‑performing team in a fast-moving environment, collaborating with Sales Engineers, CSMs, and other departments to win deals. You will hire, ramp, and coach AEs to consistently hit quotas, forecast performance, and drive process improvements across the sales

Qualifications

• Frontline sales manager with SaaS/Software/Hardware AE experience.
• Bachelor's degree required.
• Willing to work from the Austin office three days per week.

Responsibilities

• 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 AEs to drive high performance
• Forecast your team’s monthly and quarterly performance
• Collaborate with cross-functional teams to improve internal processes

Skills

Sales leadership

Forecasting & pipeline management

CRM (Salesforce)

People development / coaching

Education

Bachelor's Degree

Tools

Salesforce

Job description

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 nearly 100,000 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.

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.

About the Mid-Market Segment:

Motive has three segments: SMB, Mid-Market, and Enterprise. Mid-Market is defined as any company with a total fleet size of between 50-174 vehicles. The AE’s have approximately 1-5 years of quota carrying experience, or they were recently promoted from the SDR 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 throughout the sales cycle, and the Account Management team owns the relationship post-close. There are currently 14 RSMs with roughly 7 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 Mid-Market and will be part of the tight-knit Mid-Market Sales Leadership team, managed by the SVP of Mid-Market 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:

• 2-3+ 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
• Strong experience with Salesforce or other CRM and sales technologies for forecasting, pipeline management, and sales acceleration
• Bachelor's Degree required
• Employees in this role are expected to work from the Austin office three days per week

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.

• health
• pharmacy
• optical
• dental care benefits
• paid time off
• sick time off
• short term and long term disability coverage
• life insurance
• 401k contribution (all benefits are subject to eligibility requirements)

Learn more about our benefits by visiting Motive Perks & Benefits

$210,000 - $250,000 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.

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.

Regarding US-based roles, depending on your role and primary work location, Motive Technologies, Inc. ("Employer") discloses candidates may be required to execute a non‑compete covenant with the Employer. This requirement does not apply to lawyers, interns, or employees working in CA, MN, MT, ND, OK, or where otherwise prohibited by law.

Non‑compete covenant terms in all other jurisdictions will be subject to the applicable statutory requirements, including but not limited to, procedures, industry related prohibitions, or salary and compensation thresholds.

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As set forth in Motive’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

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A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service‑connected disability.

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An "armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.