Sr. Manager, SMB Sales

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 …