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Salary: USD 208,000 - 299,000 / annual
Motive empowers physical operations teams with a unified platform for fleet, safety, and finance management. This Director role leads the global Readiness & Customer Education function, overseeing a team of 11 (including people managers) responsible for scaling onboarding, ramp, and career-transition programs across the GTM organization (Sales, Sales Development, Sales Engineering, Customer Success).
Key responsibilities include:
- Define and track critical metrics (time-to-productivity, ramp-to-quota, promotion success rates) with clear targets and executive reporting.
- Partner with Sales Ops and leadership to build attribution models connecting enablement programs to pipeline, quota attainment, and retention.
- Build and launch a unified internship program from scratch—standardized intake, shared framework across GTM functions, capstone-based conversion path.
- Iterate on role-based onboarding curricula tailored to regional, segment, and role-specific needs within a global framework.
- Own the month-two-through-month-six ramp journey, formalizing a clear progression from "onboarded" to "fully productive" via live sessions, self-paced learning, and hands-on practice.
- Expand and oversee bridge programs (e.g., SDR-to-AE, AE advancement) for top performers.
- Lead and coach the team, building a culture of ownership and accountability; cascade priorities from leadership through execution.
- Build systems for accountability: clear owners, deadlines, status visibility across all programs.
- Partner cross-functionally (Product, Marketing, Sales Ops, Finance, Legal) to keep curricula comprehensive, current, and resourced.
Requirements:
- 7+ years in sales enablement, including scaling onboarding/ramp programs at a fast-growing SaaS company (5,000+ employees preferred); offshore team/BPO management a plus.
- Genuine passion for new-hire onboarding and employee experience; view career transitions as levers for culture, retention, and performance.
- Proven ability to build accountability systems at scale, ensuring priorities cascade from leadership to execution.
- Experience leading people managers (not just individual contributors) on a team of similar size.
- Hands-on experience building AI-powered enablement tools (dashboards, roleplay simulators)—a builder, not just an administrator.
- Fluency in established sales methodologies (Sandler, Command of the Message, MEDDPICC) and ability to align them with proprietary methodology.
- Experience applying formal measurement frameworks (e.g., Kirkpatrick Model) to certification and training programs.
- Strong ability to translate complex ideas into curriculum and understand how sales professionals learn best.
- Experience running global enablement programs across diverse markets, segments, and roles.
- Expert communicator who builds relationships and influences stakeholders at all levels.
