Enterprise Regional Director

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time, safety, operations, and finance teams can manage drivers, vehicles, equipment, and fleet-related spend in a single system. Combined with industry-leading AI, the Motive platform provides complete visibility and control, significantly reducing manual workloads by automating and simplifying tasks. Motive serves nearly 100,000 customers—from Fortune 500 enterprises to small businesses—across industries including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.

About The Role

As a Regional Director, Enterprise East Sales at Motive, you will be a key leader in our fastest-growing segment. You will manage a team of Enterprise Account Executives, guiding them in engaging and closing Motive’s largest prospects. You’ll lead initiatives across hiring, coaching, and enablement to support Motive’s growth and success. Your team will sell into the most impactful companies in North America that power the physical economy. We are heavily investing in our Go-To-Market (GTM) teams within the Enterprise segment to capitalize on strong product positioning. You will lead the charge, selling the value of our products and the business outcomes customers can achieve in partnership with Motive.

Our Enterprise Sales team consistently sells into Fortune 1000 companies across industries such as trucking, oil and gas, construction, agriculture, manufacturing, consumer transit, or any business requiring a fleet of vehicles. A win-as-a-team mentality is essential due to the collaborative nature of our GTM team. This high-energy role requires comfort working in a fast-paced environment with high standards of quality.

Responsibilities

• Lead a world-class team of Enterprise Account Executives, partnering on prospecting strategy, account planning, pipeline reviews, and achieving revenue targets.
• Develop and execute strategic account and territory plans for your team to meet or exceed ACV targets over monthly, quarterly, and annual periods.
• Track progress and success of your Account Executives against primary KPIs, coaching and enabling their success across short- and long-term goals.
• Cultivate a culture of high performance and accountability through best-in-class hiring.
• Partner with the Sales Enablement team on formal and ad-hoc Account Executive training and coaching programs to ensure consistency and effectiveness.
• Demonstrate excellence in listening, sales process, and a passion for the art of selling.
• Collaborate with Account Executives and directly engage high-priority client prospects to help sell the value of Motive.
• Ensure the use of CRM and other operational tools, processes, and best practices in pipeline planning, forecasting, and sales execution.

Requirements

• 4+ years of experience directly 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, with best-in-class customer skills in communication, empathy, and integrity.
• A people-based mindset, with a passion for coaching and developing sales talent at all levels and a history of fostering great sales cultures.
• Examples of bringing rigor, execution, and accountability to your team’s day-to-day processes.
• Experience collaborating with cross-functional partners across Sales Development, Sales Engineering, Product, Marketing, Customer Success, Legal, and Sales Ops.
• Proficiency with Salesforce or other CRM and sales technologies to enable forecasting, pipeline management, and accelerated wins.
• Lead with curiosity and by example, including attending sales calls to help manage and close deals.
• Must live in the Eastern time zone.