Mid-Market Regional Sales Manager

Motive•Austin, TX

3d•$210,000 - $250,000•Hybrid

About The Position

Motive is seeking a high-performing frontline SaaS Sales Manager to lead Account Executives in its Mid-Market Sales segment. The role is part of a rapidly expanding industry and a high-performing sales division. Mid-Market customers are companies with 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 may involve a technical win and a hardware/software proof-of-concept trial; Account Executives partner with Sales Engineers during the sales cycle, and Account Management owns customer relationships after the sale. The organization uses account sets and round robins rather than geographic territories. The successful candidate will have a track record of hiring, managing, scaling, and optimizing SaaS sales teams to perform consistently at or above quota. The position reports directly to a Director of Mid-Market and is part of the Mid-Market Sales Leadership team, managed by the SVP of Mid-Market Sales. Employees in this role are expected to work from the Austin office three days per week.

Requirements

2–3+ years of experience as a frontline sales manager directly managing Account Executives in software and/or software-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 dealing with 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, SE, CSM Leadership, the Partners Team, Marketing, Sales Enablement, Product, and Deal Desk—to improve internal processes.
Identify areas of opportunity, recommend solutions, and take ownership of implementation or project management when the work falls within another department’s domain.
Analyze business performance, explain KPI changes and their root causes, assess their frequency and impact, and recommend when to double down or course-correct.