Mid-Market Regional Sales Manager

Motive

9h•$220,000 - $265,000

About The Position

Motive is seeking a high-performing frontline SaaS Sales Manager to lead a team of Account Executives in the Mid-Market Sales segment. The role is part of a fast-paced, growing sales organization. Motive’s Mid-Market customers have fleets of 50–174 vehicles. Account Executives typically have 1–5 years of quota-carrying experience or are newly promoted from the SDR organization. Sales commonly involve a technical win and may include a hardware/software proof of concept. Account Executives work with Sales Engineers during the sales cycle, while the Account Management team owns customer relationships after close. The segment is organized around account sets and round robins rather than geographic territories. The ideal candidate has a record of hiring, managing, scaling, and optimizing SaaS sales teams to consistently meet or exceed quota. The position reports directly to a Director of Mid-Market and is part of the Mid-Market Sales Leadership team, which is managed by the SVP of Mid-Market Sales.

Requirements

At least 2–3 years of experience as a frontline sales manager directly managing Account Executives in software and/or software and hardware sales.
Strong experience with Salesforce or other CRM and sales technologies for forecasting, pipeline management, and sales acceleration.
Bachelor’s degree required.
Demonstrated competitive mindset and drive for success.
Receptiveness to feedback, willingness to learn, and commitment to continuous improvement.
Ability to identify important results and focus resources on achieving them.
Keenness and quickness in understanding and handling business situations.

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 Account Executives to drive consistent, high performance.
Ensure diligent execution of sales processes.
Accurately forecast the team’s monthly and quarterly performance.
Identify opportunities for improvement and surface risks to achieving the plan.
Collaborate with peers and cross-functional teams, including SDR, Sales Engineering, Customer Success Management, Partners, Marketing, Sales Enablement, Product, and Deal Desk leadership, to improve internal processes.
Identify areas of opportunity, recommend solutions, and take ownership of implementation or project management when work falls within another department’s domain.
Analyze business performance and KPI changes, explain root causes and their frequency and impact, and recommend when to reinforce or adjust course.