Senior Sales Strategy & Operations Manager, SDR/Lead Generation

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.

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

What You'll Do:

• Process Optimization & Enhancement: Analyze, design, and implement streamlined and scalable processes for the Sales Development team, including lead management, prospecting, qualification, and hand-off to sales. Continuously identify bottlenecks and areas for improvement within the SDR 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 SDR-generated data. Evaluate and implement new tools and technologies to improve SDR effectiveness and efficiency.
• Reporting, Analytics & Insights: Develop and maintain dashboards and reports to track key SDR performance metrics (e.g., activity levels, conversion rates, pipeline generation, SLA adherence). Analyze SDR performance data to identify trends, insights, and areas for improvement; provide regular reports and recommendations to Sales Development leadership. Support forecasting and planning efforts for the Sales Development organization.
• Territory & Lead Management: Collaborate with sales leadership to define and manage SDR 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 of SDR compensation plans and incentive programs. Track and report on SDR attainment against quotas and key performance indicators (KPIs).
• Collaboration & Strategic Projects: Partner closely with Sales Development leadership, Sales Operations, 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.

What We're Looking For:

• 5-7+ years of experience in Sales Operations, with at least 3 years specifically supporting Sales Development, Inside Sales, or Business Development 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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