Job description

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. Visit gomotive.com to learn more. About the Role Sales Strategy & Operations at Motive drives the strategy, execution, and scale of Motive's revenue growth. Our work is cross-functional and touches nearly every part of the business. We are looking for a Sales Strategy & Operations Manager to support our Strategic segment — the largest and most complex fleets in our market, where a single account can represent millions in ARR and a multi-year, multi-product relationship. This is our highest-stakes book of business, and the operating rigor behind it has to match the size of the prize. We are looking for someone who will bring innovation, experience, and a fresh perspective to our team. Your ability to think strategically, adapt quickly, and get things done will earn credibility with all levels of the organization. Our mandate is to make the sales motion run more effectively, efficiently, and ultimately drive higher productivity. This role will bring a data driven perspective to forecasting, pipeline generation and management, territory design, and other sales metrics. You will collaborate closely with Strategic Sales Leadership, the Enterprise Sales Operations team, and the broader Go-to-Market organization, and will direct analytical support from our Strategy & Operations team in Pakistan. What You'll Do Serve as the primary sales operations business partner to Strategic Sales Leadership and their Directors of Strategic Accounts Own the weekly, monthly, and quarterly business cadences for the segment — forecast calls, pipeline inspection, QBRs — and escalate deviations from goals and expectations Pinpoint the drivers of performance in a low-volume, high-value motion and lead initiatives to increase win rates, deal velocity, and multi-product attach Own territory design and book-of-business optimization, moving from one-size-fits-all account counts to a variable model that reflects account potential, incumbent providers, and industry focus Own key reporting and analytics for the Strategic team (Salesforce, Google Sheets, Hex on Snowflake) and build the analytical tools leaders need to understand their business Build your own leverage — use AI and automation tooling (Glean agents, Google Apps Script, n8n) to eliminate manual reporting and workflow steps rather than absorbing them Partner with cross-functional teams to scope and execute strategic projects that reduce workflow friction and inefficiencies for the sales organization Be the connective tissue between Strategic Sales and the rest of the Enterprise business Become a trusted advisor for sales leadership, offering an operational lens on how to tackle business problems at scale What We Hope You Bring 6+ years of Field Sales/Revenue Operations experience at a high-growth SaaS company, including direct support of an Enterprise or Strategic segment Comfort operating in a low-volume, high-ACV motion where deal-level judgment matters as much as aggregate trend analysis Exceptional spreadsheet and data management skills to quickly structure analyses, answer key business questions, and drive decision making Experience in building Salesforce reports and dashboards, knowledge in how SFDC applications integrate with each other, and ability to enable sales on SFDC best practices and related tools Experience partnering with Sales Leadership on initiatives such as weekly forecasting, territory alignment, ROE, QBRs and other related projects Experience scoping and reviewing analytical work delivered by offshore or distributed teams Demonstrated ability to be a self-starter — you will take the initiative to own projects and can operate well with little guidance Demonstrated ability to prioritize workload and manage multiple concurrent projects in a rapidly changing, hyper-growth environment Strong written and verbal communication skills Excel and Google Sheets expertise is a must; SQL proficiency and hands-on experience in a notebook-based analytics tool such as Hex querying a cloud data warehouse such as Snowflake is strongly preferred Genuine AI proficiency and curiosity — you already use LLMs in your daily work and have built something real with agent, scripting, or workflow automation tooling (Glean, Google Apps Script, n8n, or equivalent). We are an AI-first operations team, and we value operators who build their own solutions 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. Motive uses three geographic zones to determine pay range. For this role, the compensation ranges are: San Francisco, California $178,000 — $222,000 USD U.S. metropolitan areas: New York City Area and Seattle, WA $170,000 — $212,000 USD Other locations in the United States $154,000 — $193,000 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 . UK 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. Regarding US-based roles, depending on your role and primary work location, Motive Technologies, Inc. (“Employer”) discloses candidates may be required to execute a non-compete covenant with the Employer. This requirement does not apply to lawyers, interns, or employees working in CA, MN, MT, ND, OK, or where otherwise prohibited by law. Non-compete covenant terms in all other jurisdictions will be subject to the applicable statutory requirements, including but not limited to, procedures, industry related prohibitions, or salary and compensation thresholds. All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.

Requirements

Must-haves

Serve as the primary sales operations business partner to Strategic Sales Leadership and their Directors of Strategic Accounts
Own the weekly, monthly, and quarterly business cadences for the segment — forecast calls, pipeline inspection, QBRs — and escalate deviations from goals and expectations
Pinpoint the drivers of performance in a low-volume, high-value motion and lead initiatives to increase win rates, deal velocity, and multi-product attach
Own territory design and book-of-business optimization, moving from one-size-fits-all account counts to a variable model that reflects account potential, incumbent providers, and industry focus
Own key reporting and analytics for the Strategic team (Salesforce, Google Sheets, Hex on Snowflake) and build the analytical tools leaders need to understand their business
Build your own leverage — use AI and automation tooling (Glean agents, Google Apps Script, n8n) to eliminate manual reporting and workflow steps rather than absorbing them
Partner with cross-functional teams to scope and execute strategic projects that reduce workflow friction and inefficiencies for the sales organization
Be the connective tissue between Strategic Sales and the rest of the Enterprise business
Become a trusted advisor for sales leadership, offering an operational lens on how to tackle business problems at scale
What We Hope You Bring
6+ years of Field Sales/Revenue Operations experience at a high-growth SaaS company, including direct support of an Enterprise or Strategic segment
Comfort operating in a low-volume, high-ACV motion where deal-level judgment matters as much as aggregate trend analysis
Exceptional spreadsheet and data management skills to quickly structure analyses, answer key business questions, and drive decision making
Experience in building Salesforce reports and dashboards, knowledge in how SFDC applications integrate with each other, and ability to enable sales on SFDC best practices and related tools
Experience partnering with Sales Leadership on initiatives such as weekly forecasting, territory alignment, ROE, QBRs and other related projects
Experience scoping and reviewing analytical work delivered by offshore or distributed teams
Demonstrated ability to be a self-starter — you will take the initiative to own projects and can operate well with little guidance
Demonstrated ability to prioritize workload and manage multiple concurrent projects in a rapidly changing, hyper-growth environment
Strong written and verbal communication skills
Please review our Candidate Privacy Notice here .
UK Candidate Privacy Notice here .
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.

Nice-to-haves

Excel and Google Sheets expertise is a must; SQL proficiency and hands-on experience in a notebook-based analytics tool such as Hex querying a cloud data warehouse such as Snowflake is strongly preferred

Application prep

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Keywords to mirror

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Platform: greenhouse
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Benefits

Benefits detected in the listing.

Dental

401k

Paid Time Off