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 nearly 100,000 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.
Sales Strategy & Operations at Motive drives the strategy, execution, and scale of Motive's revenue growth. Our work is cross-functional and touches nearly every part of the business.
We are looking for a Sales Strategy & Operations Manager to support our Strategic segment — the largest and most complex fleets in our market, where a single account can represent millions in ARR and a multi-year, multi-product relationship. This is our highest-stakes book of business, and the operating rigor behind it has to match the size of the prize.
We are looking for someone who will bring innovation, experience, and a fresh perspective to our team. Your ability to think strategically, adapt quickly, and get things done will earn credibility with all levels of the organization. Our mandate is to make the sales motion run more effectively, efficiently, and ultimately drive higher productivity. This role will bring a data driven perspective to forecasting, pipeline generation and management, territory design, and other sales metrics. You will collaborate closely with Strategic Sales Leadership, the Enterprise Sales Operations team, and the broader Go-to-Market organization, and will direct analytical support from our Strategy & Operations team in Pakistan.
What You'll Do- Serve as the primary sales operations business partner to Strategic Sales Leadership and their Directors of Strategic Accounts
- Own the weekly, monthly, and quarterly business cadences for the segment — forecast calls, pipeline inspection, QBRs — and escalate deviations from goals and expectations
- Pinpoint the drivers of performance in a low-volume, high-value motion and lead initiatives to increase win rates, deal velocity, and multi-product attach
- Own territory design and book-of-business optimization, moving from one-size-fits-all account counts to a variable model that reflects account potential, incumbent providers, and industry focus
- Own key reporting and analytics for the Strategic team (Salesforce, Google Sheets, Hex on Snowflake) and build the analytical tools leaders need to understand their business
- Build your own leverage — use AI and automation tooling (Glean agents, Google Apps Script, n8n) to eliminate manual reporting and workflow steps rather than absorbing them
- Partner with cross-functional teams to scope and execute strategic projects that reduce workflow friction and inefficiencies for the sales organization
- Be the connective tissue between Strategic Sales and the rest of the Enterprise business
- Become a trusted advisor for sales leadership, offering an operational lens on how to tackle business problems at scale
- 6+ years of Field Sales/Revenue Operations experience at a high-growth SaaS company, including direct support of an Enterprise or Strategic segment
- Comfort operating in a low-volume, high-ACV motion where deal-level judgment matters as much as aggregate trend analysis
- Exceptional spreadsheet and data management skills to quickly structure analyses, answer key business questions, and drive decision making
- Experience in building Salesforce reports and dashboards, knowledge in how SFDC applications integrate with each other, and ability to enable sales on SFDC best practices and related tools
- Experience partnering with Sales Leadership on initiatives such as weekly forecasting, territory alignment, ROE, QBRs and other related projects
- Experience scoping and reviewing analytical work delivered by offshore or distributed teams
- Demonstrated ability to be a self-starter — you will take the initiative to own projects and can operate well with little guidance
- Demonstrated ability to prioritize workload and manage multiple concurrent projects in a rapidly changing, hyper-growth environment
- Strong written and verbal communication skills
- Excel and Google Sheets expertise is a must; SQL proficiency and hands-on experience in a notebook-based analytics tool such as Hex querying a cloud data warehouse such as Snowflake is strongly preferred
- Genuine AI proficiency and curiosity — you already use LLMs in your daily work and have built something real with agent, scripting, or workflow automation tooling (Glean, Google Apps Script, n8n, or equivalent). We are an AI-first operations team, and we value operators who build their own solutions
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.
UK 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.
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
Skills Required
- 6+ years of Field Sales or Revenue Operations experience at a high-growth SaaS company
- Experience directly supporting Enterprise or Strategic sales segments
- Experience operating in low-volume, high-ACV sales motions
- Exceptional spreadsheet and data management skills
- Experience building Salesforce reports and dashboards
- Knowledge of Salesforce application integrations and sales enablement best practices
- Experience partnering with Sales Leadership on forecasting, territory alignment, ROE, and QBRs
- Experience scoping and reviewing analytical work from offshore or distributed teams
- Ability to work independently and take initiative
- Ability to prioritize multiple concurrent projects in a rapidly changing environment
- Strong written and verbal communication skills
- Excel and Google Sheets expertise
- SQL proficiency
- Hands-on experience with Hex or another notebook-based analytics tool
- Experience querying a cloud data warehouse such as Snowflake
- AI proficiency and experience using LLMs, agents, scripting, or workflow automation tools
- Authorization to receive and access commodities and technologies controlled under U.S. Export Administration Regulations
What the Team is Saying
Motive Compensation & Benefits Highlights
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Healthcare Strength — Medical, dental, and vision coverage plus free mental‑health support are prominently offered, including access to Lyra Health. The breadth of core health benefits is positioned as a cornerstone of the package.
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Leave & Time Off Breadth — Generous vacation/PTO, local holidays, sick time, and enhanced parental leave are highlighted across company materials. The time‑off framework is presented as flexible and comprehensive.
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Retirement Support — A retirement plan with company match is promoted alongside life and disability insurance. Financial protections and long‑term savings features are emphasized as part of total rewards.
Motive Insights
What We Do
Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. The Motive Automated Operations Platform combines IoT hardware with AI-powered applications to automate vehicle and equipment tracking, driver safety, compliance, maintenance, spend management, and more. Motive serves more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery. Visit gomotive.com to learn more.
Why Work With Us
We work hard, with humility and we see our efforts rewarded in tangible ways every day. At Motive, you’ll have the chance to make a difference for the drivers who keep our world moving. We trust each other to do great work because together we can achieve collective goals that reach beyond the physical economy.
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Employees work remotely.
