Regional Director, Enterprise Mid-Atlantic Sales

As a Regional Director, Enterprise Mid-Atlantic Sales at Motive, your key responsibilities include leading a team of Enterprise Account Executives, developing strategic account plans, achieving revenue targets, coaching your team, and cultivating a culture of high performance. You’ll engage with high-priority client prospects, ensuring they understand the value and business outcomes Motive can deliver while utilizing operational tools to manage pipeline and sales execution.

To qualify for the Regional Director, Enterprise Mid-Atlantic Sales position at Motive, candidates should have a minimum of 3 years of experience managing SaaS sales teams at the enterprise level. It’s important to demonstrate a history of exceeding sales targets with enterprise clients, possess strong leadership and communication skills, and have experience using Salesforce or other CRM tools for pipeline management.

The work environment for the Regional Director, Enterprise Mid-Atlantic Sales at Motive is remote-friendly, allowing for flexibility in your work schedule. While most employees work remotely, there are opportunities to collaborate in person at any of Motive's global office locations. The culture is centered around collaboration, excellence, and building trust among teams, fostering a high-energy atmosphere where employees feel empowered to succeed.

Motive supports its sales team by providing comprehensive training through its Sales Enablement programs and resources, allowing you to stay updated on best practices and industry trends. The company encourages a collaborative approach between team members and cross-functional partners, ensuring that every member has access to tools and insights necessary to exceed ACV targets and drive sales success across multiple industries.

At Motive, career growth opportunities for the Regional Director, Enterprise Mid-Atlantic Sales are abundant. The company has been recognized for its culture and leadership, supporting employees in their professional development. You'll have access to coaching, training, and opportunities to lead diverse teams within a rapidly expanding organization, allowing for significant personal and career advancement.

When developing strategic account plans, I begin by performing thorough market research and analysis to identify key prospects. I engage with my team members to understand their insights and leverage their strengths. I ensure that each account plan is tailored, focusing on specific client needs and establishing clear revenue targets. Collaboration and regular check-ins with my team help us stay aligned and adapt plans as needed.

Certainly! In my previous role, I introduced a recognition program to celebrate small wins and exceptional performance. By regularly communicating our collective goals and setting achievable milestones, I fostered a culture of accountability and motivation. I also held motivational weekly meetings where we shared success stories, which inspired my team and kept them engaged toward reaching our targets together.

I employ a combination of KPIs, CRM data analysis, and regular performance reviews to monitor my team's sales performance. Metrics such as quarterly revenue, conversion rates, and customer acquisition costs give me insights into our efficiency. I also engage in one-on-one check-ins to discuss individual challenges and opportunities for improvement, ensuring ongoing support and guidance.

Adapting to a fast-paced sales environment requires a proactive mindset and effective time management skills. I prioritize tasks and set clear deadlines while remaining flexible to accommodate unexpected challenges. Regular team communication and meetings help us to stay aligned and agile, enabling us to pivot quickly when necessary while maintaining high standards of performance.

To cultivate a high-performance culture, I focus on setting clear expectations and maintaining open communication. I encourage feedback and discussions around performance, ensuring my team understands goals and their impact on our collective success. Recognizing achievements, fostering team collaboration, and providing professional development opportunities also play significant roles in maintaining a motivated, high-performing sales team.

Coaching underperforming team members requires a supportive, empathetic approach. I start by identifying the challenges they're facing and actively listen to their concerns. We collaboratively create personalized improvement plans, focusing on skill enhancement and building confidence. Regular check-ins help ensure they stay on track, and I celebrate their progress to keep them motivated throughout the process.

I have extensive experience using Salesforce for managing sales pipelines, forecasting, and reporting. I’ve utilized its features to track customer interactions, analyze sales data, and optimize outreach strategies. This allows my team to have a transparent view of performance metrics and stay organized. Additionally, I actively train my team on best practices to maximize our efficacy with CRM tools.

Handling objections involves empathetic listening and effectively addressing concerns. I teach my team to remain calm and composed while validating the client’s feelings. By asking clarifying questions, we gather information to provide tailored solutions that reflect the value of our product. Following up with case studies or testimonials that align with their objection helps instill trust and confidence in our offering.

Collaboration is at the heart of my management style. I believe that diverse perspectives lead to better solutions and innovation. I create an open environment where team members feel comfortable sharing ideas, voicing concerns, and collaborating on strategies. By partnering closely with cross-functional teams, we can ensure that our approach to sales aligns with product capabilities and customer needs.

To ensure consistent communication and alignment, I schedule regular team meetings to discuss updates, challenges, and strategies transparently. I also implement collaboration tools that enable continuous communication, allowing team members to share insights and resources easily. Establishing clear objectives and encouraging feedback help create a unified vision and direction for our sales efforts.