The posting
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.
About the Role:
Motive is seeking an accomplished sales executive to lead our Strategic Sales organization in the Western United States.
As AVP, Strategic Sales — West, you will own the regional strategy, operating rhythm, and performance of Motive’s strategic sales business. You will lead a team responsible for acquiring and expanding relationships with some of Motive’s largest and most complex customers across transportation, logistics, construction, energy, field services, manufacturing, and other industries that power the physical economy.
This is a high-impact leadership role for a customer-obsessed operator who can translate market insight into focused execution, build a high-performing sales organization, and personally engage in the most important customer and commercial opportunities.
What You'll Do:
- Define and execute the strategic sales strategy for the Western region, aligned with Motive’s company priorities and growth plans.
- Own regional bookings, revenue growth, pipeline generation, forecast accuracy, productivity, and attainment against plan.
- Lead, coach, and develop strategic account executives and sales leaders, creating a culture of accountability, urgency, and high performance.
- Build strong relationships with C-suite and senior executives at large, complex customer organizations.
- Personally lead strategy for the region’s most important opportunities, including executive alignment, deal qualification, negotiation, and close execution.
- Establish rigorous operating cadences for pipeline inspection, forecast reviews, territory planning, account strategy, and performance management.
- Develop repeatable approaches for winning complex, multi-stakeholder deals involving software, hardware, integrations, security, procurement, and executive sponsorship.
- Partner closely with Customer Success and Account Management to drive retention, expansion, and long-term customer value.
- Collaborate with Marketing, Sales Development, Solutions Engineering, Revenue Operations, Product, Finance, Legal, and other cross-functional teams to remove friction and improve sales effectiveness.
- Bring market feedback, competitive intelligence, and customer insights into product strategy, positioning, pricing, and go-to-market decisions.
- Identify opportunities to simplify processes, compress cycle time, and improve the productivity of the sales organization.
- Recruit, retain, and develop exceptional sales talent and build a strong leadership bench.
- Represent Motive with customers, partners, and industry stakeholders across the Western market.
What We're Looking For:
- 12+ years of progressive experience in enterprise or strategic B2B sales, including significant experience leading sales organizations.
- Proven success managing large, complex sales motions with multimillion-dollar or high-value enterprise opportunities.
- Experience selling technology solutions, ideally SaaS, hardware-enabled software, IoT, fleet technology, logistics technology, or adjacent solutions.
- Demonstrated ownership of significant bookings or revenue targets and a track record of consistent attainment.
- Experience leading, hiring, coaching, and developing senior sales leaders and enterprise account executives.
- Strong executive presence and the ability to build credibility with C-suite customers and internal stakeholders.
- Deep understanding of enterprise sales methodology, territory strategy, pipeline management, forecasting, and deal execution.
- Exceptional commercial judgment, negotiation skills, and ability to navigate complex buying committees.
- Strong analytical and operational discipline, with the ability to turn data into clear priorities and action.
- A practical, hands-on leadership style with the judgment to balance strategic thinking and field-level execution.
- Customer-first orientation and a passion for solving important problems for businesses that power the physical economy.
- Willingness to travel regularly across the Western United States and to customer locations as needed.
Pay Transparency Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.
The on-target earnings (base pay + commissions) for this role:
$360,000—$540,000 USD
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.
Please review our Candidate Privacy Notice here.
UK Candidate Privacy Notice here.
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.
Regarding US-based roles, depending on your role and primary work location, Motive Technologies, Inc. (“Employer”) discloses candidates may be required to execute a non-compete covenant with the Employer. This requirement does not apply to lawyers, interns, or employees working in CA, MN, MT, ND, OK, or where otherwise prohibited by law.
Non-compete covenant terms in all other jurisdictions will be subject to the applicable statutory requirements, including but not limited to, procedures, industry related prohibitions, or salary and compensation thresholds.
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
