Director, Mid-Market SalesUnited States - Austin, Texas; United States - Nashville, Tennessee

Director, Mid-Market Sales

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 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.

We are seeking a high-performing Sales Director with deep SaaS experience to lead a team of Regional Sales Managers within Motive's Mid-Market segment. This is a critical leadership role in a fast-paced, high-growth environment, ideal for someone passionate about coaching leaders, driving results, and building world-class sales organizations. You'll play a key role in shaping go-to-market strategy and scaling one of Motive's most dynamic and rapidly growing sales segments.

Motive's Mid-Market division sits between our SMB and Enterprise segments and drives new business with companies that have 50-149 fleet sizes. Mid-Market is a high-velocity, transactional environment with AEs typically having 15 years of quota-carrying experience, many of whom have been promoted internally from our SDR / BDR ranks. Sales cycles often involve product trials and require strong collaboration between AEs, Sales Engineers (SEs), and Account Managers supporting existing relationships.

Today, the Mid-Market organization is composed of 8+ RSM teams, with each RSM overseeing 710 Account Executives. The team operates on a round-robin model (not territory-based), and success requires excellent team execution, cross-functional collaboration, and leader-led coaching at scale.

What You'll Do

• Lead, coach, and develop a team of Regional Sales Managers, empowering them to lead high-performing AE teams
• Own performance across a large segment, consistently driving your org to meet and exceed monthly and quarterly revenue targets
• Partner closely with Sales Enablement, Recruiting, Product, Marketing, and RevOps to scale processes, tools, and resources that support sustainable growth
• Accurately forecast performance, identify risk, and proactively implement strategies to ensure quota attainment across teams
• Lead hiring and talent development across your region, from RSMs to AEs, with a focus on excellence, diversity, and retention
• Foster a culture of accountability, continuous improvement, and performance-driven results
• Translate sales strategy into day-to-day team execution, holding leaders accountable for driving adoption of process, tools, and playbooks
• Identify gaps and friction in the sales motion; build cross-functional plans to remove blockers and improve conversion

What We're Looking For

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.