Who we are:
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves more than 120,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
Visit gomotive.com to learn more.
About the Role:
As an SMB Senior Sales Manager, you have an exciting opportunity to lead a team direct reports made up of Managers, who in turn each run a team of quota-carrying Outbound Account Executives. We are in search of strong communicators who have consistently proven themselves able to attain sales targets while collaborating with other departments to develop strategies to solve complex business problems.
SMB Senior Sales Managers are hyper-focused on creating a strong, positive team culture while working cross functionally with other departments to develop strategies and procedures to lead and motivate their team to achieve and exceed sales goals.
What You'll Do:
- Create a strong, positive team culture focused on teamwork, accountability, and empathy
- Lead, motivate and support team members to achieve and exceed their sales targets
- Directly support Sales Managers and Account Executives with opportunity close plans, pipeline development guidance, coaching, and ensuring targets are met
- Become an expert on Motive’s products and use-cases, providing guidance to your team on how to position, sell, and win business in the Physical Economy
- Measure sales KPIs and coach direct reports on best practices for leading their teams while ensuring adherence to daily KPIs and the sales process
- Perform quarterly performance reviews and hold weekly 1:1 meetings with direct reports
- Lead and construct a Weekly Business Review (WBR) for your direct reports
- Own part of the Weekly Business Review, presenting to C-Level leadership
- Lead weekly deal reviews and define deal-level strategy for bottom-of-funnel opportunities
- Critically solve problems related to process, pricing, and assigned ad-hoc projects
- Generate methodical bottom-up and top-down forecasts of financial performance
- Create performance and development strategies for the team to reach quotas and KPIs consistently
- Ensure team compliance with company policies and Lessonly trainings
What We're Looking For:
- 7+ years in an Outbound sales role preferably with B2B international clients (US/Canada/UK)
- Ar least 2+ years as a Sales People Manager leading a team of senior sales professionals and owning team performance results
- Broad understanding of user and stakeholder landscape relevant to Motive
- Ability to manage complex initiatives and balance priorities based on importance for the team’s success and the company’s.
- Demonstrated ability to work cross-functionally with other departments to solve business problems and capitalize on opportunities
- Best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections
- Strong ability to build rapport with executive decision-makers, influencing outcomes through both an understanding of the customer’s business and the unique solutions that Motive can deliver
- Bachelor's Degree (preferably an overseas degree from US/UK/Canada) and/or in-depth exposure to US/Canada/UK B2B customers.
Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.
Please review our Candidate Privacy Notice here.
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.
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