Director of Sales, EMEA

Motive; London; On-site

Job description

About the Role:

As the Director of Sales, EMEA at Motive, you will have the exciting opportunity to get in on the ground floor and lead Motive's initial expansion into the EMEA market. As the most senior leader in the region, you will manage a team of sellers across multiple segments, as well as initiatives across hiring, go-to-market strategy, territory planning, and enablement to drive Motive’s EMEA business to success. You will be at the center of it all, working directly with Motive’s Executive team, product teams, marketing, and other cross-functional teams to grow the org and business.

Our sales teams target businesses of all sizes across multiple industries, including transportation, logistics, construction, field services, and any other business that operates 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 0-to-1 role, you should be comfortable working in a fast-paced environment and iterating quickly to deliver high quality results.

What You'll Do:

• Build Motive’s business in the EMEA region from the ground up. At the core you are a builder and understand the correct balance of process and speed.
• Hire & lead a world-class sales team to acquire new-to-Motive customers in EMEA.
• Partner with your team and internal counterparts to iterate on GTM strategy, messaging, territory planning, and account planning to achieve revenue growth targets.
• Collaborate directly with Motive’s Executive Team to drive regional growth and expansion strategy. You must have very strong ‘influence without authority’ skills.
• Track progress and success of your teams' leading indicator KPIs, coaching and enabling their success across short and long-term goals.
• Partner with our Sales Enablement team on ad-hoc and more formal training and coaching programs to ensure consistency and effectiveness across the EMEA sales organization.
• Demonstrate excellence in listening, sales process, and a passion for the art of selling.
• Ensure the use of CRM and other operational tools, processes, and best practices in pipeline planning, forecasting, and sales execution.

What We're Looking For:

• 2+ years of experience as a 2nd line leader of a SaaS sales team.
• 5+ years of experience as a 1st line leader, managing SaaS sales teams.
• History of exceeding sales targets.
• Ability to motivate both your direct team and indirect team to action & results. Extremely strong ability to influence both across and up.
• Demonstrated success leading a project from 0-to-1-to-100. Or, a very strong 0-to-1 mentality.
• 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, execution, 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 the team manage and close deals.