Director of New Markets

About the Role:

The Director of New Markets at Motive leads the strategy, launch, execution, reporting, and scale of Motive's presence across Mexico, the United Kingdom, and Canada — and drives the evaluation and expansion into the next wave of international markets, including LATAM, the EU, and beyond . This role owns the go-to-market roadmap for these markets end-to-end: from opportunity sizing and entry strategy through localized demand generation, sales enablement, and long-term growth. The Director operates as both strategic owner and hands-on leader, building the team, partnerships, and playbooks needed to establish Motive as a category leader in each region.

This individual sets the vision for new market expansion and is accountable for commercial outcomes, not just program execution. Success requires a true startup mentality — comfort with ambiguity, a bias toward action, and a willingness to get their hands dirty. This is a builder's role: one day you're presenting expansion strategy to the executive team, the next you're on the ground running discovery calls, drafting localized collateral, or standing up an in-market process from scratch because no one has built it yet. There is no existing playbook to inherit; the Director writes it.

The role requires strong executive presence, the ability to build and lead cross-functional and in-market teams, and the judgment to make high-stakes prioritization calls across distinct regulatory, cultural, and competitive environments — often with incomplete information and limited local infrastructure.

What You'll Do:

• 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 presented to executive leadership. 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 tailored to each market
• Set the operating cadence and strategic direction for Field Marketing, Sales, Partnerships, Demand Generation, Communications, and Product Marketing as they localize and activate programs in-region
• Lead market research and competitive analysis to identify whitespace, regulatory considerations, buyer behavior, and regional needs that shape strategy
• Establish and manage strategic partnerships (channel, technology, and regional partners) that accelerate credibility and pipeline in each market
• 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 in partnership with Rev Ops and Marketing Ops; 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 that can be applied to future geographic expansion beyond Mexico, the UK, and Canada
• Represent new markets strategy in leadership and board-level discussions and presentations as needed

What We're Looking For:

• 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, ideally including experience in LATAM, the EU/UK, Canada, or comparable regions
• 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. Builds where nothing exists rather than waiting for direction.
• 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

Preferred Qualifications

• 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 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