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Area Vice President, Enterprise Sales - Central & Western U.S.



Sales & Business Development
United States · Remote
Posted on Wednesday, April 17, 2024

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 120,000 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:

As an Area Vice President, Enterprise Sales - Central & Western U.S. at Motive, you will be a key leader in our fastest-growing segment at Motive. As a 2nd line leader in our Enterprise Sales org, you would manage a team of Regional Vice Presidents and guide them as their teams turn Motive’s largest prospects into customers. You’ll lead initiatives across hiring, go-to-market strategy, territory planning, and enablement to lead Motive’s Enterprise sales teams to success. You will be at the center of it all, working directly with AEs, RVPs, cross-functional teams, and Motive’s Executive team.

Our Enterprise Sales team consistently sells into Fortune 500 companies across multiple industries, including trucking, oil and gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. Because of the collaborative nature of our Go-to-Market team, a win-as-a-team mentality is a must. In this high-energy role, you should be comfortable working in a fast-paced environment with high-quality standards.

What You'll Do:

  • Lead a world-class team of seasoned Regional Vice Presidents and the Account Executives on their teams, whom you’ll partner with on forecasting, GTM strategy, territory planning, account planning, and achieving revenue targets
  • Develop and execute strategic account and territory plans for the teams under your purview to meet or exceed ACV targets over monthly, quarterly, and annual periods
  • You are a builder and understand the correct balance of process and speed
  • Track progress and success of your team leading indicator KPIs, coaching and enabling their success across short and long-term goals
  • Partner with C-suite, Executive leadership, and Leaders of their respective teams to enhance alignment and help create a GTM team that is greater than the sum of its parts
  • Cultivate a culture of high performance, winning, fun, and accountability through best-in-class hiring
  • Partner with our Sales Enablement team ad-hoc and on more formal Account Executive training and coaching programs to ensure consistency and effectiveness across the organization
  • Excellence in listening, sales process, and passion for the art of selling
  • Ensure the use of CRM and other operational tools, processes, and best practices in pipeline planning, forecasting, and sales execution

What We're Looking For:

  • 2+ years experience as a 2nd line leader of a SaaS sales team at the Enterprise level
  • 7+ years experience as a 1st line leader, managing SaaS sales teams at the Enterprise level
  • History of exceeding sales targets with Enterprise-level clients
  • Ability to lead and motivate others to action, including best-in-class customer skills, communication, empathy, and integrity
  • A people-based mindset, with a passion for coaching and developing sales talent at all levels and a history of creating great sales cultures
  • Examples of bringing a great sense of rigor, execution, and accountability to your team’s day-to-day processes
  • Ability to collaborate with internal cross-functional partners across Sales Development, Sales Engineering, Product, Marketing, Customer Success, Legal and Sales Ops
  • Experience with Salesforce or other CRM and sales technologies and best practices enabling your team to forecast, manage their pipeline, and accelerate wins
  • Lead with curiosity and example by attending sales calls to help the team manage and close deals

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.

Please review our 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 Motive's policy to require that employees be authorized to receive access to Motive products and technology.