Regional Sales Manager

About the role

The Regional Sales Manager owns the end-to-end performance of the Mid-Market sales cycle in assigned account sets, driving both new business and expansion within fleets of 50 to 174 vehicles. You will lead a team of Account Executives, setting clear expectations, defining playbooks, and ensuring consistent execution of Motive's sales methodology across the entire pipeline. This role requires deep collaboration with Sales Engineers, Customer Success, and Partner teams to align on technical value, proof of concept, and post-close implementation. You will analyze pipeline health, forecast accuracy, and win/loss patterns to continuously refine strategy and coaching for the team. The manager is responsible for removing blockers, securing executive sponsorship, and championing customer outcomes to accelerate adoption. You will translate product capabilities into compelling business cases that resonate with operations, finance, and safety leaders. Ultimately, you will be accountable for hitting or exceeding assigned quota while building a repeatable, scalable sales motion.

Key facts

What you'll do

Interview, hire, ramp, and develop Account Executives to scale the Mid-Market sales organization effectively.

Coach, up-level, and support tenured Account Executives to sustain high performance and consistent quota attainment.

Own the full sales process, from initial discovery through proof of concept to post-sale expansion within assigned account sets.

Leverage Salesforce or other CRM tools to accurately forecast team performance and maintain disciplined pipeline management.

Identify and prioritize the most impactful customer use cases to build repeatable sales playbooks for the segment.

Collaborate cross-functionally with Sales Engineering, Customer Success, Marketing, and Product to refine messaging and remove friction in the buyer journey.

Analyze win/loss patterns and customer feedback to surface risks, opportunities, and areas for process improvement.

Drive adoption of sales technologies and methodologies to reduce manual work and increase team productivity.

Represent Motive in key customer and partner forums, reinforcing the brand promise of safety, productivity, and profitability.

Set and review team goals, metrics, and performance dashboards to ensure transparency and continuous improvement.

Partner with the Director of Mid-Market and VP of Sales to shape strategy, territory or account set design, and long-term growth plans.

Champion an inclusive and competitive culture that encourages learning, feedback, and rapid iteration within the sales organization.

Ensure compliance with Motive policies, export control regulations, and customer privacy requirements in all selling activities.

Support the development of tools, content, and training assets that empower Account Executives to win complex sales cycles.

Own pipeline generation and conversion metrics, identifying blockers early and coordinating with leadership to adjust plans as needed.

Requirements

2-3+ years of experience as a frontline sales manager directly managing Account Executives in Software and/or Software/Hardware Sales.

Demonstrated ability to hire, ramp, coach, and retain high-performing sales professionals in a fast-paced environment.

Deep understanding of key business metrics and the root causes behind changes in KPIs, with clear recommendations for improvement.

Proven competitive mindset combined with receptiveness to feedback, continuous learning, and commitment to self-improvement.

Strong experience with Salesforce or other CRM platforms for forecasting, pipeline management, and sales acceleration.

Bachelor's Degree is required.

Clearance and compliance capability to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.

Authorization to receive Motive products and technology in alignment with company policy and internal controls.

Willingness to participate in in-person interviews or new-hire training sessions at one of Motive's global offices when required.

Ability to travel as needed for customer meetings, partner events, or internal training sessions, consistent with regional demand.

Nice to have

Transportation or Logistics experience is preferred but not mandatory.

Practical notes

This is a full-time position based in the United States with remote work arrangements. Compensation band is specified as on-target earnings from $184,000 to $250,000 USD. Interviews or training sessions may occur in person at Motive global offices. The applicant must be authorized to receive access to commodities and technologies controlled under U.S. Export Administration Regulations. Motive is an equal opportunity employer committed to diversity and inclusion in the workplace.