Mid-Market Regional Sales Manager

Motive•Austin, TX

2d•Hybrid

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, expanding sales organization and calls for a proven ability to hire, manage, scale, and optimize SaaS sales teams that consistently meet or exceed quota. The position reports directly to a Director of Mid-Market and participates in the Mid-Market Sales Leadership team, managed by the SVP of Mid-Market Sales. Motive’s Mid-Market segment serves 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 through the sales cycle, while Account Management owns the customer relationship after the sale. The organization uses account sets and round robins rather than geographic territories. The company currently has 14 Regional Sales Managers, each with roughly seven Account Executives. Employees in this role are expected to work from the Austin office three days per week. The on-target earnings range, including base pay and commissions, is $210,000–$250,000 USD. Compensation may vary based on factors such as education, work experience, and certifications; certain roles may also include restricted stock units. The applicant must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations. Depending on the role and primary work location, candidates for U.S.-based roles may be required to execute a non-compete covenant, subject to applicable law.

Requirements

2–3+ years of experience as a frontline sales manager directly managing Account Executives in software and/or software/hardware sales.
Bachelor’s degree.
Strong experience with Salesforce or other CRM and sales technologies for forecasting, pipeline management, and sales acceleration.
Demonstrated ability to hire, manage, scale, and optimize SaaS sales teams to perform consistently at or above quota.
Ability to understand business situations quickly and identify the results that matter, focusing resources to achieve them.
Competitive mindset and drive for success.
Receptiveness to feedback and willingness to learn and embrace continuous improvement.
Authorization to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.

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 plan achievement.
Collaborate with peers and cross-functional teams, including SDR, SE, CSM Leadership, Partners, 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, including when the work falls within another department’s domain.
Share business insights, explain root causes behind KPI changes and their frequency and impact, and recommend when to double down or course-correct.