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About the Role

The Director of New Markets leads the strategy, launch, execution, reporting, and scale of Motive's presence across Mexico, the United Kingdom, and Canada. This role drives the evaluation and expansion into new international markets, owning the go-to-market roadmap end-to-end. The Director operates as both a strategic owner and hands-on leader, building the team, partnerships, and playbooks needed to establish Motive as a category leader in each region. Success requires a startup mentality with comfort in ambiguity, a bias toward action, and a willingness to get hands dirty. This is a builder's role requiring strong executive presence and the ability to build and lead cross-functional teams.

Responsibilities

Own the go-to-market strategy and P&L-adjacent growth targets for Motive's expansion across Mexico, the UK, and Canada.
Define market entry and scaling plans for each region, including prioritization, sequencing, localization requirements, and investment cases.
Act as the glue across the Marketing team, aligning demand gen, product marketing, brand, and ops behind a single regional roadmap.
Build, lead, and develop a small team of regional marketers and/or agency partners to execute campaigns, events, and demand generation programs.
Set the operating cadence and strategic direction for Field Marketing, Sales, Partnerships, Demand Generation, Communications, and Product Marketing.
Lead market research and competitive analysis to identify whitespace, regulatory considerations, buyer behavior, and regional needs.
Establish and manage strategic partnerships (channel, technology, and regional partners) that accelerate credibility and pipeline.
Partner directly with regional and global Sales and Marketing leadership to build and drive pipeline coverage models, account targeting, and territory strategy.
Own messaging and positioning adaptation for each market, ensuring brand consistency while addressing local buyer needs, language, and competitive dynamics.
Define success metrics and reporting frameworks for market maturity, pipeline contribution, and ROI.
Present results and recommendations to executive stakeholders.
Run structured test-and-learn programs across markets, using data to decide where to double down, pivot, or exit.
Manage budget allocation across markets and vendors, ensuring efficient use of investment against growth targets.
Build repeatable, scalable playbooks for market entry, corporate announcements, product announcements, and marketing and sales growth strategies.
Represent new markets strategy in leadership and board-level discussions and presentations.

Requirements

10+ years of experience in B2B marketing, with significant experience in international, regional, or new market leadership roles.
3+ years of experience directly managing people and/or leading cross-functional or matrixed teams.
Proven track record of building and scaling go-to-market strategy in international markets.
Demonstrated experience translating market strategy into measurable commercial outcomes (pipeline, revenue, market share).
Experience partnering with senior Sales, Marketing, and executive leadership to align marketing strategy with revenue goals.
Strong command of budget management, vendor negotiation, and resource prioritization across multiple markets.
Excellent executive communication and presentation skills, with experience presenting to senior leadership.
Energized by ambiguity, comfortable shifting between competing regional priorities, and quick to adapt as the business evolves.
Ability to travel internationally quarterly and as needed to support in-market execution and relationship-building.
Bachelor’s degree required.
MBA or equivalent advanced experience preferred.
Direct experience launching or scaling a company’s presence in LATAM, the EU/UK, and/or Canada.
Fluency or working proficiency in Spanish, in addition to English.
Experience in B2B enterprise tech, SaaS, technology; logistics, fleet, or related industrial sectors is a nice to have but not mandatory.
Experience with account-based marketing and sales-led go-to-market motions at scale.
Background in management consulting, corporate strategy, or international expansion functions.
Experience establishing regulatory, compliance, or localization requirements for new-market launches.
Must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.

Skills

Go-to-market strategy
P&L management
Market entry strategy
Demand generation
Sales enablement
Team leadership
Partnership management
Market research
Competitive analysis
Messaging and positioning
Success metrics definition
Reporting frameworks
Budget management
Vendor negotiation
Resource prioritization
Executive communication
Presentation skills
Adaptability
International travel
B2B marketing
International market leadership
Cross-functional team leadership
Commercial outcomes
Revenue goal alignment
Account-based marketing
Sales-led go-to-market motions
Management consulting
Corporate strategy
International expansion
Regulatory requirements
Compliance
Localization

Location

Mexico
United Kingdom
Canada
LATAM
EU

Work Type

Full-time

Experience Level

Director
10+ years of experience in B2B marketing
3+ years of experience directly managing people

Education Level

Bachelor’s degree
MBA or equivalent advanced experience preferred

About the Company

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable.
The Motive platform gives customers 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.
Creating a diverse and inclusive workplace is one of Motive's core values.

Equal Opportunity

We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.