Regional Sales Manager, Motive
Mid-Market New Business
$150-280k
OTE
Fleet management platform for trucks
Open for applications
Fleet management platform for trucks
1001+ employees
Open for applications
$150-280k
OTE
1001+ employees
Company mission
To connect the world’s trucks.
Role
Who you are
- The AE’s have approximately 1-5 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 ideal candidate will have a proven track record hiring, managing, scaling and optimizing SaaS sales teams to consistently perform at or above quota
- 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
- 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
- Bachelor's Degree required
What the job involves
- 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 50-149 vehicles
- 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 11 RSMs with roughly 7 AE’s per RSM. The organization is based on account sets and round robins, not geographic territories
- This candidate will report directly to a Director of Emerging Mid-Market and will be part of the tight-knit Mid-Market Sales Leadership team, managed by the VP of Sales
- 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)
Our take
Trucking is a huge but fragmented industry that was largely ignored by Silicon Valley until companies such as Motive (formerly KeepTruckin) came along. The integrated fleet management platform acts as air traffic control for trucks, bringing drivers online and into the 21st century.
The company offers both hardware and software solutions to freight companies, allowing them to manage their fleet and keep their drivers safe. One of these solutions is an AI-powered dashcam that detects unsafe driving behavior in real time and instantly alerts the driver.
The platform, which is used by over 120,000 companies, from small businesses to Fortune 500 enterprises, received series F funding in 2022, which is being used to accelerate its investment in AI, expand its product offerings into spend management, and grow its enterprise capabilities.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-13% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
May 2022
$150m
SERIES F
Jun 2021
$190m
SERIES E
Total funding: $567.3m
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Obaid Khan
(COO)Studied Political Science and Government at University of California before founding KeepTruckin in 2013.
Shoaib Makani
(CEO)Studied Government & Economics at LSE. Analytics Intern at Yahoo. Worked for a year at Google as APMM. Went on to work in Business Development at AdMob.
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