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Motive empowers organizations running physical operations with a unified platform for safety, operations, and finance management. The company serves nearly 100,000 customers across transportation, logistics, construction, energy, field service, manufacturing, and other industries.
You will join the Sales Strategy & Operations team as a Business Strategy & Operations Manager supporting the Strategic segment—Motive's largest and most complex customer accounts, where single deals can represent millions in ARR. This role is critical to driving revenue growth through operational excellence and data-driven decision-making.
Key responsibilities include:
- Serve as the primary operations business partner to Strategic Sales Leadership and Directors of Strategic Accounts
- Own weekly, monthly, and quarterly business cadences including forecast calls, pipeline reviews, and quarterly business reviews (QBRs)
- Identify performance drivers in high-ACV, low-volume sales motions and lead initiatives to improve win rates, deal velocity, and multi-product adoption
- Design and optimize territories and book-of-business allocation using variable models based on account potential, competitive landscape, and industry focus
- Build and maintain key reporting and analytics dashboards using Salesforce, Google Sheets, Hex, and Snowflake
- Leverage AI and automation tools (Glean agents, Google Apps Script, n8n) to eliminate manual reporting and streamline workflows
- Partner cross-functionally on strategic projects that reduce friction and inefficiencies in the sales organization
- Act as connective tissue between Strategic Sales and the broader Enterprise business
- Serve as a trusted advisor to sales leadership, applying operational expertise to business challenges at scale
Requirements:
- 6+ years of Field Sales or Revenue Operations experience at a high-growth SaaS company, with direct support of an Enterprise or Strategic segment
- Comfort operating in low-volume, high-ACV motions where deal-level judgment is as important as aggregate trend analysis
- Exceptional spreadsheet and data management skills to structure analyses and drive decision-making
- Experience building Salesforce reports and dashboards; knowledge of SFDC integrations and best practices
- Experience partnering with Sales Leadership on forecasting, territory alignment, ROE, QBRs, and related initiatives
- Experience scoping and reviewing analytical work from offshore or distributed teams
- Demonstrated self-starter mentality with ability to own projects with minimal guidance
- Strong ability to prioritize and manage multiple concurrent projects in a fast-growing environment
- Strong written and verbal communication skills
- Expert-level Excel and Google Sheets proficiency; SQL proficiency and hands-on experience with notebook-based analytics tools (Hex) querying cloud data warehouses (Snowflake) strongly preferred
- Genuine AI proficiency and curiosity—daily LLM usage and hands-on experience building with agent, scripting, or workflow automation tooling (Glean, Google Apps Script, n8n, or equivalent) required. The team is AI-first and values operators who build their own solutions.
