Mid-Market Regional Sales Manager, New Business

Who we areMotive 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. Motive serves more than 100,000 customers – from Fortune 500 enterprises to small businesses – across industries including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.Visit Motive to learn more.About the RoleWe 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 an opportunity to join a high-performing sales division in a fast-paced company in an expanding industry.About the Mid-Market SegmentMotive segments are SMB, Mid-Market, and Enterprise. Mid-Market covers companies with total fleet size 50-149 vehicles. AEs have 1-5 years of quota carrying experience or were recently promoted from SDR/BDR and are closing for the first time. The sales process involves a technical win with a hardware/software trial (POC). AEs are paired with Sales Engineers; the Account Management team handles post-close relationships. There are 12 RSMs with about 7 AEs per RSM, organized by account sets and round robins rather than 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 role reports to a Director of Emerging Mid-Market and is part of the Mid-Market Sales Leadership team, under the VP of Sales.What You/'ll DoMeet or exceed monthly and quarterly quota targetsInterview, hire, ramp and develop new talent to scale the organizationCoach and support tenured AEs to drive consistent, high performanceEnsure diligent execution of the sales processesAccurately forecast your team/'s monthly and quarterly performanceIdentify opportunities for improvement and surface risk to plan achievementCollaborate with peers and cross-functional teams to improve internal processes (SDR, SE, CSM leadership, Partners Team, Marketing, Sales Enablement, Product, Deal Desk)What We/'re Looking For2-3+ years experience as a frontline sales manager, directly managing Account Executives in Software and/or Software/Hardware SalesIdentify areas of opportunity, recommend solutions, take ownership of implementation and/or project management if in another dept/'s domainDemonstrate understanding of the business by sharing insights and root causes behind KPI changes, with recommended actionsCompetitive mindset and a drive for successReceptive to feedback and committed to continuous improvementFocus on results and efficient use of resourcesStrong ability to understand and respond quickly to business situationsExperience with Salesforce or other CRM and sales technologies for forecasting, pipeline management, and accelerationBachelor/'s Degree requiredCreating a diverse and inclusive workplace is a Motive core value. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.Please note that an arrest or conviction record should not prevent you from applying; Motive considers qualified applicants with arrest and conviction records.Review our Candidate Privacy Notice.Pay TransparencyYour compensation may be based on factors including education, work experience, and certifications. For some roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care, paid time off, sick time, short and long term disability coverage, life insurance, and 401k contribution (eligibility applies). Details are available in Motive Perks & Benefits.The on-target earnings (base pay + commissions) for this role: $150,000 – $250,000 USD.#LI-Remote #J-18808-Ljbffr

Created: 2025-09-17