Vice President, Mid Market

Motive is seeking a commercially minded, operationally rigorous Vice President to lead our Mid-Market sales organization. This is a high-impact leadership role responsible for turning a significant market opportunity into durable, predictable growth.

You will own the strategy and execution for acquiring new mid-market customers, lead a team of sales leaders and account executives, and build a repeatable sales motion that combines strong customer discovery, disciplined qualification, compelling value articulation, and consistent execution. You will bring the focus and pace required to win in a competitive market while creating the systems, talent, and operating cadence needed to scale.

The ideal candidate is equally comfortable setting the segment strategy, inspecting the forecast, coaching a frontline leader, joining an important customer conversation, and working cross-functionally to remove friction from the buyer journey.

What You'll Do:

• 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.
• Build a repeatable, enterprise-light sales motion that improves conversion across the funnel, shortens cycle time, and creates a consistent customer experience from first conversation through close.
• 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.
• Establish a rigorous operating cadence across pipeline generation, territory and capacity planning, inspection, deal strategy, forecast reviews, and post-quarter learning.
• Partner with Sales Development, Marketing, Revenue Operations, Enablement, Finance, Product, Product Marketing, and Customer Success to improve pipeline quality, sales productivity, win rates, and customer outcomes.
• Use data to identify the most important constraints in the business and focus resources on the highest-impact opportunities, rather than adding unnecessary process or complexity.
• Develop differentiated messaging, discovery frameworks, qualification standards, sales plays, and manager routines that help the team connect Motive’s platform to measurable customer outcomes.
• Serve as an executive sponsor for strategic prospects and customers, helping the team navigate complex buying groups, business cases, procurement, and competitive situations.
• Translate market feedback and field insights into actionable recommendations for product, marketing, pricing, packaging, and broader go-to-market strategy.
• Build a culture that is customer-obsessed, accountable, inclusive, commercially sharp, and committed to continuous improvement.

What We're Looking For:

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