Vice President, Mid Market

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.

Motive is seeking a commercially minded, operationally rigorous Vice President to lead our Mid-Market New Logo 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.

• Own the Mid-Market New Logo 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.

• 12+ years of progressive B2B sales experience, including…