Vice President, Mid Market

Motive; Austin, Nashville (TX, TN); On-site; USD 250,000 - 360,000; Full time

Job summary

Motive is seeking a commercially minded VP to lead our Mid-Market New Logo sales organization. You will own strategy and execution for acquiring new mid-market customers, coach a frontline team, and build a repeatable sales motion designed to scale our growth.

The ideal candidate brings 12+ years of B2B SaaS sales leadership, strong analytic skills, and a proven ability to drive revenue in complex environments.

Qualifications

• 12+ years in B2B sales with mid-market/enterprise focus.
• Proven track record growing revenue and bookings.
• Experience coaching managers and building teams.
• Expertise in repeatable new-logo motions and forecasting.
• Strong business acumen to quantify value for multi-product platforms.
• Data-driven with ability to turn analysis into action.
• Ability to partner across Sales, Marketing, Ops, Product, Finance.
• Proven impact on productivity, win rates, and cycle time.
• Excellent executive presence and customer credibility.
• Experience selling SaaS/telematics/logistics is a plus.

Responsibilities

• Own Mid-Market New Logo business metrics: bookings, revenue, pipeline, forecast accuracy, and territory performance.
• Define and execute a clear go-to-market strategy for mid-market customers with fleet economics insight.
• Build a repeatable, enterprise-light sales motion to improve conversion and shorten cycle time.
• Lead, coach, and develop sales leaders and account executives; raise hiring and performance standards.
• Establish a rigorous operating cadence across pipeline gen, territory planning, deal strategy, and forecast reviews.
• Partner with Sales Development, Marketing, Revenue Ops, Enablement, Finance, Product, Product Marketing, and CS to improve pipeline quality and outcomes.
• Use data to identify constraints and focus resources on high-impact opportunities.
• Develop messaging, discovery frameworks, qualification standards, sales plays, and manager routines.
• Serve as executive sponsor for strategic prospects, guiding complex buying groups and procurement.
• Translate market feedback into actionable recommendations for product, pricing, and GTM strategy.
• Build a culture that is customer-obsessed, accountable, and commercially sharp.

Skills

Mid-market sales

New logo acquisition

Forecasting & pipeline

Team leadership

Strategic go-to-market

Cross-functional collaboration

Data-driven decision making

Executive communication

Job description

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 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.

Motive is seeking a commercially minded, operationally rigorous Vice President to lead our Mid-Market New Logo sales organization. This is a high-impact leadership role responsible for turning a significant market opportunity into durable, predictable growth.

You will own the strategy and execution for acquiring new mid-market customers, lead a team of sales leaders and account executives, and build a repeatable sales motion that combines strong customer discovery, disciplined qualification, compelling value articulation, and consistent execution. You will bring the focus and pace required to win in a competitive market while creating the systems, talent, and operating cadence needed to scale.

The ideal candidate is equally comfortable setting the segment strategy, inspecting the forecast, coaching a frontline leader, joining an important customer conversation, and working cross-functionally to remove friction from the buyer journey.

What You'll Do:

• Own the Mid-Market New Logo business, including bookings, revenue, pipeline, forecast accuracy, productivity, and overall segment performance.
• Define and execute a clear go-to-market strategy for acquiring mid-market customers, with a deep understanding of fleet economics, buyer priorities, competitive dynamics, and Motive’s differentiated value.
• Build a repeatable, enterprise-light sales motion that improves conversion across the funnel, shortens cycle time, and creates a consistent customer experience from first conversation through close.
• Lead, coach, and develop a high-performing organization of sales leaders and account executives; raise the bar on hiring, onboarding, performance management, succession planning, and internal mobility.
• Establish a rigorous operating cadence across pipeline generation, territory and capacity planning, inspection, deal strategy, forecast reviews, and post-quarter learning.
• Partner with Sales Development, Marketing, Revenue Operations, Enablement, Finance, Product, Product Marketing, and Customer Success to improve pipeline quality, sales productivity, win rates, and customer outcomes.
• Use data to identify the most important constraints in the business and focus resources on the highest-impact opportunities, rather than adding unnecessary process or complexity.
• Develop differentiated messaging, discovery frameworks, qualification standards, sales plays, and manager routines that help the team connect Motive’s platform to measurable customer outcomes.
• Serve as an executive sponsor for strategic prospects and customers, helping the team navigate complex buying groups, business cases, procurement, and competitive situations.
• Translate market feedback and field insights into actionable recommendations for product, marketing, pricing, packaging, and broader go-to-market strategy.
• Build a culture that is customer-obsessed, accountable, inclusive, commercially sharp, and committed to continuous improvement.

What We're Looking For:

• 12+ years of progressive B2B sales experience, including substantial leadership experience in mid-market or enterprise new-logo sales.
• A track record of delivering results in a meaningful, complex sales organization and scaling performance through multiple stages of growth.
• Experience leading through managers, with a demonstrated ability to develop strong sales leaders and create high-performing teams.
• Deep expertise in building and operating a repeatable new-logo motion, including pipeline generation, qualification, forecasting, deal inspection, territory design, and capacity planning.
• Strong commercial judgment and the ability to understand customer business models, quantify value, and position a multi-product platform against competing priorities.
• A data-driven approach to decision-making, with the ability to distinguish signal from noise and turn analysis into focused action.
• Experience partnering effectively across Sales, Marketing, Operations, Product, Finance, Enablement, and Customer Success.
• A history of improving sales productivity, forecast accuracy, conversion, win rates, or cycle time through better systems, coaching, and execution.
• Excellent executive presence, written and verbal communication, and customer-facing credibility.
• A bias for action, high standards, intellectual honesty, and the ability to simplify complex problems.
• Experience selling SaaS, technology, hardware-enabled software, telematics, logistics, or solutions to operationally complex businesses is preferred.

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.

All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.