Regional Sales Manager

Motive

9d•$184,000 - $250,000•Onsite

About The Position

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. 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 2-5 years of quota carrying experience, or they were recently promoted from the SDR/BDR 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 13 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 VP of Sales.

Requirements

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

Nice To Haves

Transportation or Logistics experience preferred

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 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)