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Motive empowers organizations that run physical operations with a unified platform for fleet, safety, operations, and finance management. The company serves nearly 100,000 customers across transportation, logistics, construction, energy, field service, manufacturing, agriculture, food & beverage, retail, and public sector.
As Associate Manager of Sales Development, you will lead an upmarket outbound SDR team dedicated to pipeline generation. This is a hands-on management role requiring strong leadership and coaching ability. You will be accountable for team performance against quota and activity targets, while maintaining high-quality meeting qualification standards.
Key responsibilities:
- Manage and develop a team of outbound Sales Development Representatives through accountability, coaching, and ongoing training
- Drive monthly team performance to consistently meet or exceed quota and activity expectations
- Collaborate with SDRs, Account Executives, and leadership to execute qualification guidelines and process improvements
- Maintain CRM hygiene and report key metrics to drive desired behaviors
- Improve overall productivity and meeting quality through sales methodologies, tools, and professional development
- Partner with Account Executives, Regional Sales Managers, Marketing, Sales Operations, and Business Intelligence to align on pipeline strategy
Requirements:
- Bachelor's degree required
- 2+ years of high-performing Sales Development leadership experience, consistently outperforming expectations (previous management experience preferred)
- Experience as a player-coach in a high-performing sales team, going above and beyond general scope of work
- B2B SaaS sales or B2B sales training background with proven execution for rapid improvements and quality meeting generation for Account Executives
- Proficiency with Salesforce, SalesLoft, and other inside sales technology and methodologies
- Ability to draw actionable insights from data and calls to frame coaching sessions, improve appointment quality, overcome objections, and remove roadblocks
