Director, Mid-Market Sales
Director, Mid-Market Sales
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Job Description
Who we are:
Motive 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. Combined with industry leading AI the Motive platform gives you complete visibility and control and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves more than 100000 customers from Fortune 500 enterprises to small businesses across a wide range of industries including transportation and logistics construction energy field service manufacturing agriculture food and beverage retail and the public sector.
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About the Role
We are seeking a high-performing Sales Director with deep SaaS experience to lead a team of Regional Sales Managers within Motives Mid-Market segment. This is a critical leadership role in a fast-paced high-growth environment ideal for someone passionate about coaching leaders driving results and building world-class sales organizations. Youll play a key role in shaping go-to-market strategy and scaling one of Motives most dynamic and rapidly growing sales segments.
Mid-Market Sales at Motive
Motives Mid-Market division sits between our SMB and Enterprise segments and drives new business with companies that have 50-149 fleet sizes. Mid-Market is a high-velocity transactional environment with AEs typically having 15 years of quota-carrying experience many of whom have been promoted internally from our SDR/BDR ranks. Sales cycles often involve product trials and require strong collaboration between AEs Sales Engineers (SEs) and Account Managers supporting existing relationships.
Today the Mid-Market organization is composed of 8 RSM teams with each RSM overseeing 710 Account Executives. The team operates on a round-robin model (not territory-based) and success requires excellent team execution cross-functional collaboration and leader-led coaching at scale.
What Youll Do
Lead coach and develop a team of Regional Sales Managers empowering them to lead high-performing AE teams
Own performance across a large segment consistently driving your org to meet and exceed monthly and quarterly revenue targets
Partner closely with Sales Enablement Recruiting Product Marketing and RevOps to scale processes tools and resources that support sustainable growth
Accurately forecast performance identify risk and proactively implement strategies to ensure quota attainment across teams
Lead hiring and talent development across your region from RSMs to AEs with a focus on excellence diversity and retention
Foster a culture of accountability continuous improvement and performance-driven results
Translate sales strategy into day-to-day team execution holding leaders accountable for driving adoption of process tools and playbooks
Identify gaps and friction in the sales motion; build cross-functional plans to remove blockers and improve conversion
What Were Looking For
2 years of experience as a second-line leader or senior frontline leader managing sales managers and scaling SaaS sales teams
Proven ability to hire coach and scale both leaders and reps in fast-growth performance-driven organizations
Deep understanding of pipeline management forecasting and data-driven decision-making
Strong cross-functional collaboration skills - able to influence across Sales Marketing Product and Operations
Executive-level communication skills with the ability to report clearly on performance risks and strategic priorities
Results-focused mindset with a bias for action and ownership
Familiarity with Salesforce and modern sales tech stacks (e.g. Gong Outreach Clari etc.)
Experience in transportation logistics or hardware-enabled SaaS is a plus
Bachelors Degree required
Creating a diverse and inclusive workplace is one of Motives core values. We are an equal opportunity employer and welcome people of different backgrounds experiences abilities and perspectives.
Please review our Candidate Privacy Noticehere .
UK Candidate Privacy Notice here.
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations.It is Motives policy to require that employees be authorized to receive access to Motive products and technology.
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Required Experience:
Director
Employment Type
Full Time
