Mid-Market Regional Sales Manager

Motive; United States; Remote; USD 220,000 - 265,000; Full time

Benefits offered by this job

Health insurance

Dental care

Vision care

Paid time off

Sick time off

Short-term disability

Long-term disability

Life insurance

401k contribution

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. You will drive quota attainment, hire and develop talent, and optimize the sales process with SDRs, SEs, and cross-functional partners.

The role requires a proven track record in scaling SaaS sales teams, a deep understanding of CRM tooling, and a collaborative leadership style within a fast-growing organization.

Qualifications

• 2-3+ years experience as frontline sales manager overseeing Account Executives in Software/Hardware Sales.
• Proven ability to hire, scale and manage SaaS sales teams to meet or exceed quota.
• Strong forecast and KPI analysis with CRM-based insights.
• Bachelor’s Degree required.

Responsibilities

• Meet or exceed monthly and quarterly quota targets.
• Interview, hire, ramp and develop new talent to scale the organization.
• Coach and elevate tenured AEs to drive high performance.
• Forecast team monthly and quarterly performance accurately.
• Collaborate with SDR, SE, CSM, Marketing, Product and others to improve processes.

Skills

Sales leadership

Forecasting

CRM experience

Team building

SaaS sales

Education

Bachelor's Degree

Tools

Salesforce

CRM software

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

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:

United States

$220,000 - $265,000 USD

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 compensation range is:

United States

$220,000 - $265,000 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.

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