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 more than 120,000 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.
Visit gomotive.com to learn more.
About the Role:
As a second-line leader on the SMB Outbound Sales team, you will drive Motive’s ARR growth by leading a team tasked with acquiring the largest prospects in the SMB segment. You’ll lead a fast growing business focused on driving new pipeline and closing strategies. You’ll manage and coach high-performing teams, helping them deliver on ambitious targets, while rolling up your sleeves to work directly with the team and our customers when needed. We are looking for a proven leader with New Logo sales experience, has expertise in value-based sales motions, and brings strong strategic and analytical thinking.
This leader will play an instrumental role in shaping our company-wide strategy to land our largest SMB customers in our most impactful customer segment. You’ll work closely with our Product Marketing and Sales leadership teams on positioning, messaging, and pipeline generation. You will work closely with our Sales Enablement team to identify and deliver sales training programs. Finally, you’ll work closely with our Sales Operations teams to drive efficiency and scale our growth.
The Sr. Manager, SMB Sales role presents a unique opportunity to join an organization and lead a team that is growing in headcount, TAM coverage, and revenue contribution.
What You'll Do:
- Directly manage 4-5 frontline managers and motivate a large team (25+) of Account Executives to consistently hit monthly/quarterly targets while achieving strategic business objectives
- Support our rapid growth and development by recruiting, hiring, training and coaching top talent
- Collaborate with multiple internal partner teams to help define strategy and processes to improve efficiency, enhance sales capability, and scale the growth of the team
- Regularly report on key individual and team metrics to identify strengths and opportunities for improvement
- Become an expert on Motive’s products and use-cases, coaching your team on how to position, sell, and win business in the Physical Economy
- Perform quarterly performance reviews and hold weekly 1:1 meetings with direct reports
- Lead and construct a Weekly Business Review (WBR) for your direct reports and Director
- Create and present Weekly Business Reviews to internal executive leadership
- Lead weekly deal reviews and define strategy for bottom-of-funnel opportunities
- Critically solve problems related to process, pricing, and assigned ad-hoc projects
- Generate methodical bottom-up and top-down forecasts of financial performance
- Create performance and development strategies for the team to reach quotas and KPIs consistently
What We're Looking For:
- 4+ years of experience leading Outbound Sales teams with a value-based sales motion, SMB & SaaS preferred (2nd line experience preferred)
- 10 years overall SMB sales experience combined with 4 years of leading first and second line managers)
- History of leading overachieving sales teams and references to back this up
- Proven success in building programs and processes to scale pipeline through outbound prospecting and funnel development
- Managing offshore sales team a plus
- A strategic and operational mindset in thinking about driving rep efficiency and business growth
- Desire and ability to operate and thrive in a fast-paced, performance-driven environment
- Self-disciplined with the ability to effectively prioritize and own a variety of highly strategic and impactful initiatives
- A leader, a coach, and a doer with a desire to grow their career, and advance within the company on a growing team
- Travel 2-4 x a year
- Locations: Must already live in the USA or Canada
Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.
The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:
United States
$179,000—$240,000 USD
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.
Please review our Candidate Privacy Notice here.
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.
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What the Team is Saying
What We Do
Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. The Motive Automated Operations Platform combines IoT hardware with AI-powered applications to automate vehicle and equipment tracking, driver safety, compliance, maintenance, spend management, and more. Motive serves more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery. Visit gomotive.com to learn more.
Why Work With Us
We work hard, with humility and we see our efforts rewarded in tangible ways every day. At Motive, you’ll have the chance to make a difference for the drivers who keep our world moving. We trust each other to do great work because together we can achieve collective goals that reach beyond the physical economy.
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Employees work remotely.
