Sales Strategy

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.

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Strategy & Operations at Motive is a highly cross-functional group that is responsible for developing our go-to-market strategy, driving new product launches, and ensuring that we are hitting our growth targets for all our core businesses. Our Strategy & Operations team is maniacal about and energized by the challenge of getting our hands dirty in any problem across sales, marketing, and customer success, and finding ways to help us scale faster and more efficiently. We are a low-ego, highly-motivated group that collaborates with cross-functional stakeholders to drive alignment and execution. Examples of major challenges Strategic Operations faces are launching new channels and partnerships, experimenting with new sales and marketing motions, and using quantitative and qualitative analysis to inform product strategy

• Process Optimization & Enhancement: Analyze, design, and implement streamlined and scalable processes for the our GTM team, including lead management, prospecting, qualification, and SDR-to-Sales deal hand-offs. Continuously identify bottlenecks and areas for improvement within our pipegen workflow and implement solutions to enhance productivity and efficiency.
• Sales Technology & Systems Management: Manage data integrity within CRM and other sales tools, ensuring accuracy and completeness of account data acquired during prospecting. Evaluate and implement new tools and technologies to improve outbound effectiveness and efficiency.
• Reporting, Analytics & Insights: Develop and maintain dashboards and reports to track key prospecting and pipeline performance metrics (e.g., activity levels, conversion rates, pipeline generation, SLA adherence). Analyze performance data to identify trends, insights, and areas for improvement; provide regular reports and recommendations to GTM leadership.
• Territory & Lead Management: Collaborate with sales leadership to define and manage territories and lead routing rules. Develop and implement strategies for effective lead distribution and management to ensure optimal coverage and timely follow-up.
• Compensation & Performance: Assist in the design and administration compensation plans and incentive programs. Track and report on attainment against quotas and key performance indicators (KPIs).
• Collaboration & Strategic Projects: Partner closely with GTM leadership, other Sales Operations team members, Marketing, and Enablement teams to ensure alignment and support strategic initiatives. Lead and participate in cross-functional projects aimed at improving sales development effectiveness and overall sales pipeline health.

• 3-6 years of experience in Sales Operations, with at least 3 years specifically supporting outbound sales teams
• Proven track record of successfully managing sales operations projects and initiatives from conception to completion
• Exceptional spreadsheet / data management skills, SQL proficiency preferred
• Strong analytical skills with the ability to interpret complex data and translate it into actionable insights and strategic recommendations.
• Intellectual curiosity supported by exceptional analytical skill and work ethic
• Advanced communication, presentation, and organization skills
• Experience working on cross-functional projects with various stakeholders and a demonstrated expertise in managing such projects
• Comfortable with ambiguous environments under tight and unpredictable timelines

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.

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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.