Director of SMB Expansion Sales, Motive
$198-301k
Fleet management platform for trucks
Open for applications
Fleet management platform for trucks
1001+ employees
Open for applications
$198-301k
1001+ employees
Company mission
To connect the world’s trucks.
Role
Who you are
- We are looking for a proven leader with extensive sales and customer success experience, particularly within a value-based sales motion
- The ideal candidate will bring strong strategic and analytical thinking, a customer-centric approach, and the ability to collaborate effectively across multiple departments to drive overall business success
- Experience: 10-12 years of sales experience within SMB with at least 4+ years leading Inside Sales/SMB teams (ideally in a SaaS environment) along with high velocity /high volume
- Leadership: Proven track record of building and managing high-performing teams, with a focus on strategic and operational excellence
- Analytical Skills: Strong analytical, planning, and problem-solving capabilities with a deep understanding of sales metrics, performance standards, and methodologies
- SMB Experience: Extensive knowledge of SMB sales processes and value-based sales methodologies, with a deep understanding of the unique needs and requirements of a distributed SMB sales team
- Communication: Exceptional communication skills with the ability to inspire and influence both internal teams, partners, and external customers
- Education: Bachelor’s degree required; MBA or advanced degree preferred
- Preferred: Leading first line sales managers and sales teams offshore
What the job involves
- Motive is seeking an experienced and strategic Director of SMB Expansion Sales to drive the growth of our existing small and medium-sized customer base
- This senior leadership role will oversee the development and execution of strategies to enhance customer engagement, increase upsell and cross-sell opportunities, and minimize churn
- You will lead a dynamic team of sales professionals, fostering a high-performance culture focused on achieving ambitious growth targets
- Leadership and Management: Directly manage a team of frontline managers, motivating and coaching them to achieve monthly/quarterly targets and strategic business objectives. Cultivate a high-performance environment that prioritizes accountability, continuous improvement, and customer satisfaction
- Talent Development: Recruit, hire, train, and develop top sales talent, building a pipeline of future leaders within the organization. Demonstrable success in building and scaling sales teams from early stages and guiding transformational growth
- Strategic Collaboration: Partner with Marketing leadership to innovate on customer experiences, drive lead generation, and experiment with pricing and acquisition strategies. Collaborate with Sales, Onboarding, and Strategy leaders to design effective sales programs, incentive plans, and cohesive strategies that connect across global GTM functions for a seamless customer journey
- Performance Analysis: Regularly report on key metrics to identify strengths and areas for improvement, using data-driven insights to guide decision-making. Lead the team with a disciplined, data-driven approach to continually assess business performance and achieve quarterly and annual sales targets
- Customer Engagement: Develop and implement strategies to drive customer engagement, increase upsell opportunities, and reduce churn. Rapidly test new ideas, leveraging data and insights to innovate and improve continuously
- Process Optimization: Create and refine scalable processes to enhance team efficiency and overall performance. Act as an escalation point to help resolve issues, triage problems, and support account growth as needed
Our take
Trucking is a huge but fragmented industry that was largely ignored by Silicon Valley until companies such as Motive (formerly KeepTruckin) came along. The integrated fleet management platform acts as air traffic control for trucks, bringing drivers online and into the 21st century.
The company offers both hardware and software solutions to freight companies, allowing them to manage their fleet and keep their drivers safe. One of these solutions is an AI-powered dashcam that detects unsafe driving behavior in real time and instantly alerts the driver.
The platform, which is used by over 120,000 companies, from small businesses to Fortune 500 enterprises, received series F funding in 2022, which is being used to accelerate its investment in AI, expand its product offerings into spend management, and grow its enterprise capabilities.
Freddie
Company Specialist
Insights
Many candidates hear
back within 2 weeks
-13% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
May 2022
$150m
SERIES F
Jun 2021
$190m
SERIES E
Total funding: $567.3m
Company values
- Take pride in doing meaningful work: We work hard, with humility and we see our hard work rewarded in tangible ways every day. You’ll have the chance to make a difference for the drivers who keep our world moving. At KeepTruckin, we’re motivated by the opportunity to impact and improve every facet of a trillion-dollar industry that touches everyone’s lives.
- Help build the technology that will spark a revolution: Here, you’ll have the opportunity to work on something meaningful and measurable. The work we’re doing is having an impact on an entire industry and we’re looking for thought leaders, game-changers and rule-breakers who are ready to step outside their comfort zone and help solve the complex problems KeepTruckin is tackling.
- Set your ideas in motion, and see them take off: We’re early leaders in an under-served space with big potential. Our ability to innovate depends on fresh perspectives and inclusivity. We trust each other to do great work because together we can achieve collective goals that reach beyond the trucking industry.
Company HQ
Yerba Buena, San Francisco, CA
Articles
Leadership
Obaid Khan
(COO)Studied Political Science and Government at University of California before founding KeepTruckin in 2013.
Shoaib Makani
(CEO)Studied Government & Economics at LSE. Analytics Intern at Yahoo. Worked for a year at Google as APMM. Went on to work in Business Development at AdMob.
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