Vice President (Mid Market)

Join Motive, a leading company in the telematics industry, as the Vice President of Mid-Market Sales. In this high-impact leadership role, you will be responsible for driving growth in the mid-market segment, developing and executing a go-to-market strategy, and leading a team of sales leaders and account executives. You will work cross-functionally to improve pipeline quality, sales productivity, and customer outcomes, while building a culture that is customer-obsessed and committed to continuous improvement.

• Own the Mid-Market business, including bookings, revenue, pipeline, forecast accuracy, productivity, and overall segment performance.
• Define and execute a clear go-to-market strategy for acquiring mid-market customers, with a deep understanding of fleet economics, buyer priorities, competitive dynamics, and Motive’s differentiated value.
• Lead, coach, and develop a high-performing organization of sales leaders and account executives; raise the bar on hiring, onboarding, performance management, succession planning, and internal mobility.

• Excellent executive presence, written and verbal communication, and customer-facing credibility
• A bias for action, high standards, intellectual honesty, and the ability to simplify complex problems
• 12+ years of progressive B2B sales experience, including substantial leadership experience in mid-market or enterprise new-logo sales
• Experience leading through managers, with a demonstrated ability to develop strong sales leaders and create high-performing teams
• A track record of delivering results in a meaningful, complex sales organization and scaling performance through multiple stages of growth
• Strong commercial judgment and the ability to understand customer business models, quantify value, and position a multi-product platform against competing priorities
• A history of improving sales productivity, forecast accuracy, conversion, win rates, or cycle time through better systems, coaching, and execution
• Deep expertise in building and operating a repeatable new-logo motion, including pipeline generation, qualification, forecasting, deal inspection, territory design, and capacity planning
• Experience partnering effectively across Sales, Marketing, Operations, Product, Finance, Enablement, and Customer Success
• A data-driven approach to decision-making, with the ability to distinguish signal from noise and turn analysis into focused action
• Experience selling SaaS, technology, hardware-enabled software, telematics, logistics, or solutions to operationally complex businesses is preferred