Sales Strategy and Operations Manager, Motive
SDR
CA$128-160k
Fleet management platform for trucks
Be an early applicant
Fleet management platform for trucks
1001+ employees
Be an early applicant
CA$128-160k
1001+ employees
Company mission
To connect the world’s trucks.
Role
Who you are
- 3-6 years of experience in Sales Operations, with at least 3 years specifically supporting outbound sales 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
What the job involves
- 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
- Process Optimization & Enhancement: Analyze, design, and implement streamlined and scalable processes for the our GTM team, including lead management, prospecting, qualification, and SDR-to-Sales deal hand-offs
- Continuously identify bottlenecks and areas for improvement within our pipegen 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 account data acquired during prospecting. Evaluate and implement new tools and technologies to improve outbound effectiveness and efficiency
- Reporting, Analytics & Insights: Develop and maintain dashboards and reports to track key prospecting and pipeline performance metrics (e.g., activity levels, conversion rates, pipeline generation, SLA adherence). Analyze performance data to identify trends, insights, and areas for improvement; provide regular reports and recommendations to GTM leadership
- Territory & Lead Management: Collaborate with sales leadership to define and manage 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 compensation plans and incentive programs. Track and report on attainment against quotas and key performance indicators (KPIs)
- Collaboration & Strategic Projects: Partner closely with GTM leadership, other Sales Operations team members, 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
Our take
Trucking is a huge but fragmented industry that was largely ignored by Silicon Valley until companies such as Motive (formerly KeepTruckin) came along. The integrated fleet management platform acts as air traffic control for trucks, bringing drivers online and into the 21st century.
The company offers both hardware and software solutions to freight companies, allowing them to manage their fleet and keep their drivers safe. One of these solutions is an AI-powered dashcam that detects unsafe driving behavior in real time and instantly alerts the driver.
The platform, which is used by over 120,000 companies, from small businesses to Fortune 500 enterprises, received $150 million in VC in 2025, which is being used to accelerate its investment in AI and grow its enterprise capabilities.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-13% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jul 2025
$150m
LATE VC
May 2022
$150m
SERIES F
Total funding: $717.3m
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Obaid Khan
(Co-Founder & Board Member)Studied Political Science and Government at University of California before founding KeepTruckin in 2013.
Shoaib Makani
(Co-Founder & CEO)Studied Government & Economics at LSE. Analytics Intern at Yahoo. Worked for a year at Google as APMM. Went on to work in Business Development at AdMob.
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