Sales Development Manager
Job Summary
Job Description
Motive is a company that empowers businesses with physical operations by providing tools to enhance safety, productivity, and profitability. The platform offers a single system for managing drivers, vehicles, equipment, and fleet-related spending, enhanced with AI for complete visibility and control. As a Sales Development Manager, you will be responsible for optimizing an outbound Sales Development team to generate pipeline. This role requires strong leadership, coaching abilities, and a focus on strategic prospecting and overcoming objections. You will collaborate with various teams to ensure alignment and build qualified pipeline, driving the team's monthly performance to meet or exceed quota.
Must have:
- Manage and develop a team of Sales Development Representatives
- Meet or exceed monthly performance quota
- Collaborate with sales teams for process improvements
- Maintain CRM hygiene
- Drive productivity and quality of meetings set
- Bachelor's Degree required
- Experience as a player coach
- Experience in B2B SaaS sales or B2B sales training
- Ability to draw actionable insights from data
Good to have:
- 2+ years of high performing Sales Development Leadership experience
- Previous management experience a plus
- Experience with Salesforce, SalesLoft, and other inside sales technology
6 skills required
Job Details
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 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.
Visit gomotive.com to learn more.
About the Role:
As a Sales Development Manager, you will be held accountable and responsible for optimizing a best-in-class Upmarket outbound Sales Development team that is solely dedicated to driving pipeline generation from out-bounding efforts. This role requires strong leadership skills with a proven ability to deliver results. As a Manager, you will need to be able to effectively coach to the overall quality of meetings set by your Sales Development Representatives, driving focus around strategic prospecting, organization, and overcoming objections.
Being passionate about the growth of your team and their continued success is a must. You will also collaborate closely with the Account Executive and Regional Sales Managers, Marketing, Sales Operations, and Business Intelligence to drive alignment and build qualified pipeline.
What You'll Do:
- Manage and develop a team of Outbound Sales Development Representatives through accountability, coaching, and ongoing training
- Accountable for driving your team's monthly performance to consistently meet or exceed quota and activity expectations
- Collaborate with Sales Development Representatives, Account Executives, and Leadership to execute on qualification guidelines and process improvements
- Maintain high level of CRM hygiene to report key metrics and drive the right behaviors
- Proactively drive and improve overall productivity and quality meeting set, through sales methodologies, tools, and professional development
What We're Looking For:
- Bachelor's Degree required
- 2+ years of high performing Sales Development Leadership experience and outperforming expectations (previous management experience a plus) is preferred
- Must be available to work hybrid out of the Nashville office
- Experience as a player coach going above and beyond general scope of work in a high-performing sales team
- Experience in B2B SaaS sales or B2B sales training and proven execution for rapid improvements, driving quality meetings set for Account Executives
- Experience with Salesforce, SalesLoft, and other inside sales technology and methodologies to maximize productivity
- Ability to draw actionable insights from data and calls to frame coaching sessions, improve quality appointments set, overcoming objections, and removing roadblocks
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