Regional Sales Manager, Account Management- Enterprise

About the Role:

We are looking for a high-performing frontline Sales Manager to lead a team of Account Managers focused on growing business within our customer base in the Enterprise Sales segment. This is a tremendous opportunity to join a high-performing sales division in a rapidly expanding industry. 

A bit about the Enterprise Segment:

Motive's Enterprise segment focuses on companies with a total fleet size of 150-999 vehicles. Account Managers (AMs) manage the entire sales cycle. These AMs typically bring over four years of quota-carrying experience and have the flexibility to sell both remotely and through on-site visits.

The sales process is comprehensive and often involves achieving a technical win, which includes hardware and software trials (POCs). AEs work closely with Sales Engineers to provide technical expertise throughout the process. In addition to securing customer growth, this team is also responsible for managing customer renewals.

The Enterprise sales organization is structured to support efficiency and collaboration, with a target ratio of five to six AMs per Regional Sales Manager (RSM). This setup ensures the team is well-equipped to handle the complexities of the segment while maintaining a high level of customer engagement and support.

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 an Enterprise Account Management Sales Director and will be part of the tight-knit Enterprise Sales Leadership team managed by the SVP of Enterprise Sales.

What You'll Do:

• 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 AMs 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)

What We're Looking For:

• 4+ years experience as a frontline sales manager, directly managing Expansion Account Executives/Account Managers in Software and/or Software/Hardware Sales
• Identify areas of opportunity, recommend solutions, and take ownership of implementation and/or project management if in another department’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 significant, and focuses resources to achieve them
• Keenness and quickness in understanding and dealing with business situations
• Transportation or Logistics experience preferred - this can be removed*
• Strong experience with Salesforce or other CRM and sales technologies for forecasting, pipeline management, and sales acceleration

Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal-opportunity employer and welcome people of different backgrounds, experiences, abilities, and perspectives.