Area Vice President - Strategic

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 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.

• 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.

• 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…