Vice President, Mid Market
United States - Austin · United States - Nashville · United States · 12+ years experience · Posted Oct 9, 2026
At a glance
- Experience
- 12+ years experience
- Location
- United States - Austin · United States - Nashville · United States
About the role
- 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.
Responsibilities
- 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.
Requirements
- 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.
Preferred qualifications
- Experience selling SaaS, technology, hardware-enabled software, telematics, logistics, or solutions to operationally complex businesses is preferred.
Skills
- B2B Sales
- Go-to-market Strategy
- Deal Inspection
- SaaS
- Telematics
- Logistics
