Area Vice President - Strategic

Motive is seeking an accomplished sales executive to lead our Strategic Sales organization in the Western United States.

As AVP, Strategic Sales — West, you will own the regional strategy, operating rhythm, and performance of Motive’s strategic sales business. You will lead a team responsible for acquiring and expanding relationships with some of Motive’s largest and most complex customers across transportation, logistics, construction, energy, field services, manufacturing, and other industries that power the physical economy.

This is a high-impact leadership role for a customer-obsessed operator who can translate market insight into focused execution, build a high-performing sales organization, and personally engage in the most important customer and commercial opportunities.

What You'll Do:

• Define and execute the strategic sales strategy for the Western region, aligned with Motive’s company priorities and growth plans.
• Own regional bookings, revenue growth, pipeline generation, forecast accuracy, productivity, and attainment against plan.
• Lead, coach, and develop strategic account executives and sales leaders, creating a culture of accountability, urgency, and high performance.
• Build strong relationships with C-suite and senior executives at large, complex customer organizations.
• Personally lead strategy for the region’s most important opportunities, including executive alignment, deal qualification, negotiation, and close execution.
• Establish rigorous operating cadences for pipeline inspection, forecast reviews, territory planning, account strategy, and performance management.
• Develop repeatable approaches for winning complex, multi-stakeholder deals involving software, hardware, integrations, security, procurement, and executive sponsorship.
• Partner closely with Customer Success and Account Management to drive retention, expansion, and long-term customer value.
• Collaborate with Marketing, Sales Development, Solutions Engineering, Revenue Operations, Product, Finance, Legal, and other cross-functional teams to remove friction and improve sales effectiveness.
• Bring market feedback, competitive intelligence, and customer insights into product strategy, positioning, pricing, and go-to-market decisions.
• Identify opportunities to simplify processes, compress cycle time, and improve the productivity of the sales organization.
• Recruit, retain, and develop exceptional sales talent and build a strong leadership bench.
• Represent Motive with customers, partners, and industry stakeholders across the Western market.

What We're Looking For:

• 12+ years of progressive experience in enterprise or strategic B2B sales, including significant experience leading sales organizations.
• Proven success managing large, complex sales motions with multimillion-dollar or high-value enterprise opportunities.
• Experience selling technology solutions, ideally SaaS, hardware-enabled software, IoT, fleet technology, logistics technology, or adjacent solutions.
• Demonstrated ownership of significant bookings or revenue targets and a track record of consistent attainment.
• Experience leading, hiring, coaching, and developing senior sales leaders and enterprise account executives.
• Strong executive presence and the ability to build credibility with C-suite customers and internal stakeholders.
• Deep understanding of enterprise sales methodology, territory strategy, pipeline management, forecasting, and deal execution.
• Exceptional commercial judgment, negotiation skills, and ability to navigate complex buying committees.
• Strong analytical and operational discipline, with the ability to turn data into clear priorities and action.
• A practical, hands-on leadership style with the judgment to balance strategic thinking and field-level execution.
• Customer-first orientation and a passion for solving important problems for businesses that power the physical economy.
• Willingness to travel regularly across the Western United States and to customer locations as needed.