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Salary: USD 179,000 - 258,000 / annual
Motive empowers organizations running physical operations with tools for safety, productivity, and profitability. The company serves nearly 100,000 customers across transportation, logistics, construction, energy, field service, manufacturing, agriculture, food & beverage, retail, and public sector.
As Senior Manager of GTM Operations, you will lead a team of systems administrators and program owners responsible for Motive's end-to-end GTM SaaS stack serving 2,000+ sellers, managers, and marketers worldwide. Reporting to the Senior Director of GTM Intelligence & Operations, you'll own the strategy, architecture, budget, and licensing for the entire platform ecosystem centered on Salesforce, including sales engagement, prospecting, enrichment, gifting, references, and conversation intelligence tools.
Key responsibilities include:
- Leading, coaching, and developing a team of GTM systems administrators and program owners into subject matter experts
- Owning the complete GTM platform ecosystem as an integrated system, including Salesforce architecture, data model, profiles, permissions, automation, integrations, and downstream dependencies
- Setting standards for Salesforce administration across the GTM organization, including release management, change control, documentation, quoting, and CPQ processes
- Managing strategy, budget, renewals, and license governance for the broader GTM SaaS portfolio in partnership with Finance and Procurement
- Leading vendor evaluations and major tool migrations from requirements through launch, change management, and legacy tool retirement
- Partnering with Legal, Security, and Marketing to design and enforce GTM compliance and governance across markets (GDPR, TCPA, CAN-SPAM, CCPA, Do Not Contact)
- Serving as systems lead for major cross-functional initiatives including market launches, rebrands, and new sales motions
- Leading incident response when platforms break, protecting data integrity, and keeping stakeholders informed
You are a battle-tested enterprise systems leader with a business owner's mindset who stays calm under pressure and leads with data. You translate technical and regulatory requirements into actionable insights for sellers and executives.
REQUIREMENTS:
- 10+ years in GTM operations, sales operations, revenue operations, or GTM systems within enterprise or high-growth B2B SaaS organizations
- 5+ years of direct people management experience leading systems administrators or GTM operations teams
- Deep, hands-on Salesforce administration experience at enterprise scale (1,000+ users), including objects, security/sharing, profiles, permission sets, automation, reporting, and integrations. Salesforce certifications (Administrator, Advanced Administrator, Platform App Builder, CPQ Specialist) are a plus
- Strong CPQ experience, ideally Salesforce CPQ or Revenue Cloud, including product/pricing configuration, discount approvals, and quote-to-cash handoffs
- Proven track record managing an entire end-to-end GTM platform spanning CRM, sales engagement (Outreach, Salesloft, or comparable), data enrichment (ZoomInfo, LinkedIn Sales Navigator), conversation intelligence, gifting, and customer reference platforms. AI features in GTM tools experience is a plus
- Proven track record leading a major GTM tool evaluation, implementation, or migration from start to finish, including vendor diligence, business case, contract negotiation, and change management
- Working knowledge of outbound compliance and deliverability requirements (GDPR, TCPA, CAN-SPAM, CCPA, Do Not Contact) with experience partnering with Legal to implement in systems
- Experience owning software budgets and license governance with ability to present data-backed recommendations to executive leadership
- Must already be located in North America
