Mid-Market Regional Sales Manager - job 1 of 3

As a Mid-Market Regional Sales Manager at Motive, your primary responsibilities will include exceeding quota targets, hiring and developing new talent, coaching existing Account Executives, and ensuring the diligent execution of sales processes. You'll also forecast your team's performance accurately and collaborate with various departments to enhance internal processes.

Candidates for the Mid-Market Regional Sales Manager role at Motive should have at least 3 years of experience managing New Logo Account Executives in Software or Software/Hardware Sales, as well as a bachelor's degree. A strong familiarity with Salesforce or other CRMs is essential for effective sales performance.

The work environment for a Mid-Market Regional Sales Manager at Motive is hybrid, requiring two days in the office located in Austin, TX, and allowing flexibility for remote work. This setup fosters collaboration while also providing opportunities for personal productivity.

Success as a Mid-Market Regional Sales Manager at Motive requires strong leadership skills, the ability to coach and develop talent, a competitive mindset, and excellent problem-solving abilities. Being receptive to feedback and continuously seeking improvement are also key to your effectiveness in this role.

The compensation for the Mid-Market Regional Sales Manager position at Motive ranges from $180,000 to $250,000 USD in on-target earnings, which includes base pay and commissions. This competitive compensation package reflects the high performance we expect from this key role.

When hiring and developing a sales team, it’s crucial to define clear criteria for the roles and identify candidates who not only have the right skills but also fit the company culture. Once hired, I focus on providing continuous training and mentoring, setting them up for success through regular feedback and performance reviews.

In my past roles, I've managed the entire sales cycle, from prospecting to closing deals. I rely heavily on CRM tools to track progress, analyze pipelines, and forecast sales performance, ensuring that every aspect of the sales process is executed diligently and effectively.

I believe in fostering a positive environment where team members feel valued. I motivate my team by setting clear, achievable goals and providing incentives for reaching those targets. Regular recognition of individual and team achievements also boosts morale and motivates further success.

To identify new business opportunities, I utilize a mix of market research, networking, and collaborating with the marketing team on lead generation strategies. I also pay close attention to industry trends to ensure we're targeting emerging markets effectively.

When I encounter underperformance, I first seek to understand the underlying causes through open and constructive conversations. After identifying the issues, I develop an action plan that includes additional training, mentorship, and setting specific performance improvement goals.

I have extensive experience using Salesforce for forecasting and managing sales teams. I leverage its analytics and reporting capabilities to gain insights into sales trends, adjust forecasts, and track performance metrics effectively.

I advocate for regular cross-departmental meetings and open lines of communication. By understanding the goals and challenges of other departments, such as customer service or product development, I ensure that our sales strategies align and leverage insights from across the organization.

I believe in a collaborative and empowering leadership style. I aim to be approachable and supportive while providing my team with the autonomy they need to make decisions. I encourage open feedback and empower my team to take ownership of their roles.

I focus on several key metrics for evaluating sales performance, including quota attainment, lead conversion rates, and sales cycle length. Additionally, I analyze customer retention and satisfaction scores to ensure we’re not just closing deals but also fostering long-term relationships.

In a rapidly changing market, I stay informed by being actively engaged in industry news and trends. This allows me to adapt our sales strategies quickly by leveraging new opportunities and addressing any challenges promptly.