Area Vice President, Enterprise East Sales

To be considered for the Area Vice President, Enterprise East Sales position at Motive, candidates must have over 2 years of experience as a second-line leader managing a SaaS sales team at the enterprise level. Additionally, 5+ years in first-line management roles dealing with Enterprise sales is essential. A consistent history of exceeding sales targets with Enterprise-level clients is also crucial.

The compensation range for the Area Vice President, Enterprise East Sales role at Motive is competitive and may vary based on location and experience. On-target earnings, which combines base pay and commissions, typically range from $425,000 to $500,000 USD annually.

In the Area Vice President, Enterprise East Sales position at Motive, you will be responsible for managing a team of Regional Directors, setting clear expectations, providing guidance on sales strategies, and tracking performance metrics. Your leadership will be key in ensuring your team achieves both short-term and long-term goals.

As an Area Vice President, Enterprise East Sales at Motive, you'll play a crucial role in developing and executing strategic account and territory plans. Collaborating with C-suite executives and cross-functional teams, you'll ensure that strategic initiatives align with company goals, thereby enhancing market presence and driving revenue growth.

Motive promotes a corporate culture centered on high performance, accountability, and collaboration. As an Area Vice President, you will be expected to cultivate an environment that encourages winning, fun, and a strong sense of teamwork, ensuring that all team members feel valued and empowered.

In the Area Vice President, Enterprise East Sales role at Motive, familiarity with Salesforce or other CRM systems is essential. These tools will support effective pipeline management, sales forecasting, and achievement of revenue objectives, ensuring your team's success in a competitive landscape.

The Area Vice President, Enterprise East Sales at Motive primarily focuses on industries requiring fleet management solutions, including trucking, oil & gas, construction, agriculture, manufacturing, and consumer transit—a diverse range ensuring impactful engagement with Fortune 500 companies.

When responding to this question, discuss your leadership style and methods for motivating your team. Emphasize collaboration, setting measurable goals, and providing ongoing support to achieve sales targets, while highlighting any past experience leading similar teams.

This is an opportunity to showcase your past experience. Outline specific techniques you've employed for account planning, how you involve your team in the process, and the results achieved from your strategic planning efforts.

Discuss the key performance indicators (KPIs) you prioritize, such as revenue growth, customer acquisition rates, and retention metrics. Explain how tracking these can lead to actionable insights and ultimately, team success.

When answering this question, illustrate your approach to building team culture, which may include recognizing achievements, setting clear expectations, and encouraging professional development. Highlight the importance of accountability and a supportive environment.

Use the STAR method (Situation, Task, Action, Result) to present a clear response. This structure helps articulate your problem-solving techniques, leadership qualities, and your commitment to team success during tough times.

Emphasize the centrality of collaboration in your leadership approach. Talk about how you engage with cross-functional teams and promote a win-as-a-team mentality to drive sales success. Collaboration is essential for achieving shared goals.

Discuss the importance of staying updated through industry webinars, reading relevant publications, and networking with peers. Elaborate on how this knowledge influences your strategy, helping your team stay ahead of the competition.

Summarize your approach to relationship management, which may involve regular check-ins, personalized engagement, and proactive problem-solving. Build your response around instances where these strategies led to successful long-term relationships.

Share practical examples of training sessions you've conducted, highlighting methodologies that work best. Emphasize your commitment to ongoing development and the success stories resulting from your efforts.

Describe a systematic approach to evaluating sales processes, incorporating data-driven insights and feedback from team members. Discuss the changes you've implemented based on this analysis and the impact on sales performance.