Director, Mid-Market-2

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 nearly 100,000 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.

Visit gomotive.com to learn more.

Location: Remote, Nashville, AustinTeam Size: 33+ Mid-Market New Logo AEsOrg Level: Senior, reports to VP of Mid-Market

🎯 Role Overview

Motive is seeking a Director of Mid Market to drive growth within our Mid-Market segment. This role will drive acquisition of new accounts in the $50K–$100k ARR range. This is a pivotal leadership role where you will lead a Mid Market New Logo team of ~35 Account Executives, driving headcount growth and revenue contribution. The Mid Market segment represents a substantial market opportunity. You will be responsible for scaling and rapidly growing ARR, assisting in developing the Mid Market GTM strategy, and establishing a results-driven culture. Your leadership will drive the sales organization to new heights, focusing on repeatable sales processes, pipeline management, and a culture of accountability.

This role demands a dynamic, data-driven sales leader who thrives in fast-growth environments, with pride in coaching and scaling teams.

What You'll Do:

• Ensure successful execution of the sales model to meet or exceed bookings and revenue goals.
• Develop and execute strategic plans, setting KPIs and team goals, and accurately forecasting bookings.
• Lead and coach your team through 1:1s, providing executive-level coaching and grooming future leaders.
• Participate in forecast calls, pressure-testing assumptions and stepping in on high-value deals.
• Build cross-functional partnerships with Marketing, Product, Customer Success, and Finance.
• Have a “player-coach” mentality with the ability to roll up his/her sleeves and sell Motive’s product suite, while at the same time building a world-class team. Motive leaders are expected to be customer facing.
• Coach managers to elevate performance through regular 1:1s, pipeline reviews, and deal coaching.

What We're Looking For:

• 10+ years of experience in GTM software sales.
• 5+ years in a senior sales leadership role.
• Experience in Enterprise Software, B2B Sales, and SaaS.
• Proven success leading as a 2nd line leader in a B2B Saas Sales motion.
• Experience operating a 90 day+ sales cycle at scale with 25+ sellers.
• Track record of implementing sales methodologies and processes.
• Strong sales funnel management experience.
• Experience working cross-functionally to create unique sales motions and improve conversion rates.