Regional Sales Manager, Mid-Market (Government)

Salary: [Not Specified] Location Type: [Not Specified] Employment Type: [Not Specified]

Position Overview

We're looking for a Regional Sales Manager, Mid-Market (Government), who will be responsible for scaling our sales results in a huge market. You’ll be responsible for leading one of our Mid-Market Sales Teams on its way to capture a total addressable market of tens of thousands of businesses.

About Fleetio

Fleetio is a modern software platform that helps thousands of organizations around the world manage their fleet operations. Transportation technology is a hot market and we’re leading the charge, with raving fans and new customers signing up every day. We raised $450M in Series D in June of 2025 and are on an exciting trajectory as a company. Fleetio is also a proud founding member of the Rails Foundation!

• Fleetio overview video: https://www.youtube.com/watch?v=IlvIbwZT3oU
• Our careers page: https://www.fleetio.com/careers

Who You Are

Reporting to the Director of Mid-Market Sales, you will be an integral part of the sales leadership team. You will provide continuous mentorship for our Mid-Market Account Executives, deliver stellar results backed by accurate forecasting, define and track our KPIs, and spearhead a coaching culture that breeds continuous improvement. You will work closely with other leaders in sales, marketing, business operations, and sales enablement to drive the strategy for this team.

Your Impact

• Manage and own the day-to-day comprehensive activity and output of your team - prospecting, funnel management, forecasting, and negotiating.
• Lead a Team of Individual Contributors to accelerate performance by driving key activities each week.
• Align sub-department execution and focus with division-wide goals and objectives.
• Continually review and recommend changes to process and/or strategy to positively impact sub-department performance.
• Motivate and empower the team to take ownership of their territory and exceed objectives through coaching and mentorship.
• Lead sub-department meetings and actively participate in divisional meetings, Sales Kick-offs, etc.
• Collaborate with divisional peers with the intent to collaborate on achieving top objectives.
• Lead people management efforts for the sub-department - hiring, off-boarding, performance management, compensation, etc.
• Cultivate and manage a compelling career path that evolves over time with promotional opportunities as well as backfill opportunities to keep the team “right-sized”.

Your Experience

• 3+ years of experience in a sales leadership role within a B2B SaaS company, ideally within the Public Sector/Government space.
• Proven success managing a team quota of $2M+.
• Proven consistent track record of exceeding assigned team revenue objectives.
• Proven track record and strategy of scaling outbound sourced ARR.
• Proven track record of coaching and developing team members.
• Intermediate business acumen with a comprehensive understanding of forecasting and budget management.
• Data-driven decision-making skills.
• In-depth sales process expertise and product knowledge.
• Ability to identify and attract top talent.
• Experience in transparent performance management.
• Negotiation skills - both with external prospects and internal stakeholders.
• Inspirational communication skills to motivate your team to top performance.
• Driven front-line manager with the ability to connect with direct reports and inspire performance.
• Trusted by the team, cross-functionally, peer leaders, and senior leadership.

Benefits

• Multiple health/dental coverage options (100% coverage for employee, 50% for family).
• Vision insurance.
• Incentive stock options.
• 401(k) match of 4%.
• PTO - 4 weeks (increases at year two!).
• 12 company holidays + 2 floating holidays.
• Parental leave - birthing parent (16 weeks paid), non-birthing (4 weeks paid).
• FSA & HSA options.
• Short and long term disability (short term 100% paid).
• Community service funds.
• Professional development funds.
• Wellbeing fund - $150 quarterly.
• Business expense stipend - $125 quarterly.
• Mac laptop + new [Not Specified].

Application Instructions

[Not Specified]