Managing Director, Enterprise Partner Sales

Who we are: 

Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. Motive combines IoT hardware with AI-powered applications to connect and automate physical operations. Motive is one of the fastest-growing software companies in the world, serving more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery.

Motive is built on four foundational attributes; Own It, Less but Better, Build Trust, and Unlock Potential. This has taken our company to great heights, including being recognized by Fortune for Best Workplaces, Forbes Best Startup Employers, and Comparably for our Best Global Culture, Sales Team, Leadership Team, Career Growth, and CEO for Diversity. We’re proud to receive an employee net promoter score of 63 (according to Comparably) which places Motive in the top 5% of companies with 4,000 employees or more. 

Today, our team is made up of more than 3,000 employees, located across the world, providing support to a wide range of customers. While most of our employees are remote, many have the opportunity to work on-site at any of our 8 global office locations. Visit our careers website to learn more about opportunities at Motive. 

About the role:

As the Managing Director of Partner Sales at Motive, you are responsible for developing and closing business with one of Motive’s largest partner accounts. You will own the end-to-end relationship with the partner account, while overseeing all sales into their contractor network. We are seizing the opportunity created by our strong product positioning and pushing up market. You will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive. 

Our Managing Director will primarily focus on a single partner account that operates using both a company owned fleet and a large network of independent contractors. They will lead a team of account executives selling into the long-tail of the contractor network, while building corporate level relationships and managing the pre and post sale operational complexities of the partner. Because of the collaborative nature of our Go-to-Market team, a win-as-a-team mentality is a must. In this high-energy role, you should be comfortable working in a fast-paced environment with high standards of quality. 

What you’ll do:

• Lead a world-class team of Account Executives that you’ll partner with on prospecting strategy, account planning, pipeline reviews, achieving revenue targets
• Indirectly oversee a cross-functional team of support resources to drive and optimize both pre and post-sale activities. Support teams include Business Operations, Customer Success, Sales Engineering and Marketing, among others.
• Develop champions within the partner both at the corporate level and among independent contractors to ensure that we are set up for success to grow contractual-based business
• Track progress and success of your team against various primary KPIs, coaching and enabling their success across short and long-term goals
• Cultivate a culture of high-performance and accountability
• Partner with our Sales Enablement team ad-hoc and on more formal Account Executive training and coaching programs to ensure consistency and effectiveness across the organization, and more specifically within your team
• Ensure use of CRM and other operational tools, processes, and best practices in pipeline planning, forecasting, and sales execution
• Constantly study and deepen understanding of market trends to enable consultative insights with the partner 
• Develop a deep understanding of our technology platform and operations, using that understanding and market input to bring back iterations to our business
• Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions

About you:

• You have deep Enterprise sales experience partnering with F500 or F1000 clients
• 10+ years of SaaS or industry relevant Enterprise field sales experience required
• 6+ years of managing a team of cross-functional stakeholders
• Telematics, SaaS, and Logistics experience a plus
• Ability to lead and motivate others to action, including best-in-class customer skills communication, empathy, and integrity
• A people-based mindset, with a passion for coaching and developing sales talent at all levels and a history of developing great sales cultures
• You have an ability to build rapport