About this role.
Motive is hiring a Regional Vice President to lead its Canadian enterprise sales organization in a remote role. The leader will manage seasoned Enterprise Account Executives, set territory and account strategies, improve pipeline discipline, and drive attainment against ACV and revenue targets. This position focuses on selling fleet-management and physical-operations software to large North American enterprises across industries such as transportation, construction, energy, and manufacturing. Success requires extensive enterprise SaaS sales leadership, strong coaching capability, executive-level selling skills, forecasting rigor, and close cross-functional partnership. The role offers Canada-based on-target earnings composed of base pay and commissions.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader CA market for similar roles.
Core skills
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Sample interview questions
I establish clear operating metrics for pipeline creation, stage conversion, forecast accuracy, and attainment, then use regular one-on-ones and deal reviews to diagnose gaps. I combine targeted coaching with repeatable playbooks, call feedback, and development plans so accountability is paired with practical support.
I begin with market segmentation and ideal-customer-profile fit, then prioritize accounts by opportunity size, urgency, strategic value, and likelihood of access. For priority accounts, I align stakeholder maps, business hypotheses, mutual action plans, partner strategy, and measurable next steps to create focused coverage.
I use consistent opportunity definitions, inspect evidence behind each forecast category, and require clear customer commitments, decision processes, and close plans. I review leading indicators as well as late-stage deals, challenge assumptions constructively, and use forecast variance to improve both manager and AE judgment over time.
I partnered with the account team to clarify the customer's operational and financial priorities, identify the executive sponsor, and align technical, commercial, and implementation stakeholders. By creating a mutual close plan and tying the solution to measurable business outcomes, we reduced risk and earned consensus from the buying committee.
I would set a high bar for preparation, customer value, CRM hygiene, and ownership while recognizing both results and the behaviors that create repeatable success. I would hire deliberately, create transparent performance expectations, share winning practices across the team, and provide direct feedback quickly and respectfully.
Who we are:
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
Visit gomotive.com to learn more.
About the Role:
As a Regional Vice President, Enterprise Sales at Motive, you will be a key leader in our fastest growing segment at Motive. Our RVPs manage a team of Enterprise Account Executives and guide them in both engaging and closing Motive’s largest prospects. You’ll lead initiatives across hiring, coaching, and enablement to support Motive’s growth & success. Your team will sell into the most impactful companies in North America that power the physical economy.
We are seizing the opportunity created by our strong product positioning in the market by heavily investing across all Go-To-Market (GTM) teams within our Enterprise segment. You will lead the charge, selling the value of our products and the business outcomes that can be achieved for our customers in partnership with Motive.
Our Enterprise Sales team sells consistently intoFortune 500 companies across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. Because of the collaborative nature of our Go-to-Market team, a win-as-a-team mentality is a must. In this high-energy role, you should be comfortable working in a fast-paced environment with high standards of quality.
What You’ll Do:
- Lead a world-class team of seasoned Account Executives that you’ll partner with on prospecting strategy, account planning, pipeline reviews, achieving revenue targets
- Develop and execute on strategic account and territory plans for your team to meet or exceed ACV targets over monthly, quarterly, and annual periods
- Track progress and success of your Account Executives against various primary KPIs, coaching and enabling their success across short and long-term goals
- Cultivate a culture of high-performance and accountability through best-in-class hiring
- Partner with our Sales Enablement team ad-hoc and on more formal Account Executive training and coaching programs to ensure consistency and effectiveness across the organization
- Excellence in listening, sales process and passionate about the art of selling
- Collaborate with your Account Executives and directly engage high-priority client prospects to help sell the value of Motive
- Ensure use of CRM and other operational tools, processes, and best practices in pipeline planning, forecasting, and sales execution
What We’re Looking For:
- 7+ years experience directly managing SaaS sales teams at the Enterprise level
- History of exceeding sales targets with Enterprise-level clients
- Ability to lead and motivate others to action, including best-in-class customer skills communication, empathy, and integrity
- A people-based mindset, with a passion for coaching and developing sales talent at all levels and a history of developing great sales cultures
- Examples of bringing a great sense of rigor, executions and accountability to your team’s day-to-day processes
- Ability to collaborate with internal cross-functional partners across Sales Development, Sales Engineering, Product, Marketing, Customer Success, Legal and Sales Ops
- Experience with Salesforce or other CRM and sales technologies and best practices enabling your team to forecast, manage their pipeline and accelerate wins
- Lead with curiosity and example by attending sales calls to help team manage and close deals
Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units (RSUs). Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.
The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:
Canada
$300,000—$413,000 CAD
Creating a diverse and inclusive workplace is one of Motive’s core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.
Please review our Candidate Privacy Notice here.
UK Candidate Privacy Notice here.
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive’s policy to require that employees be authorized to receive access to Motive products and technology.
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
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