Senior Sales Strategy & Operations Manager, Motive
SDR/Lead Generation
$111-168k
Fleet management platform for trucks
Open for applications
Fleet management platform for trucks
1001+ employees
Open for applications
$111-168k
1001+ employees
Company mission
To connect the world’s trucks.
Role
Who you are
- 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
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 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
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 series F funding in 2022, which is being used to accelerate its investment in AI, expand its product offerings into spend management, 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 7 rounds)
May 2022
$150m
SERIES F
Jun 2021
$190m
SERIES E
Total funding: $567.3m
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Obaid Khan
(COO)Studied Political Science and Government at University of California before founding KeepTruckin in 2013.
Shoaib Makani
(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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