Business Strategy & Operations Manager

Motive

2h • $154,000 - $222,000

About The Position

Motive is seeking a Sales Strategy & Operations Manager to support its Strategic segment, which serves the largest and most complex fleets and involves high-value, multi-year, multi-product customer relationships. The role partners with Strategic Sales Leadership, Directors of Strategic Accounts, Enterprise Sales Operations, and the broader Go-to-Market organization to improve the effectiveness, efficiency, and productivity of the sales motion.

The manager will provide data-driven guidance on forecasting, pipeline generation and management, territory design, and sales performance. They will own the segment’s operating cadences, analytics, and territory and book-of-business optimization; lead initiatives to improve win rates, deal velocity, and product attachment; and advise sales leaders on operational approaches to business challenges. The role also directs analytical support from Motive’s Strategy & Operations team in Pakistan and uses AI and automation to reduce manual reporting and workflow steps.

Requirements

• At least 6 years of Field Sales or 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 sales motion where deal-level judgment is important alongside aggregate trend analysis.
• Exceptional spreadsheet and data management skills to structure analyses, answer business questions, and support decision-making.
• Experience building Salesforce reports and dashboards, understanding how Salesforce applications integrate, and enabling sales teams on Salesforce best practices and related tools.
• Experience partnering with Sales Leadership on initiatives such as weekly forecasting, territory alignment, rules of engagement, and QBRs.
• Experience scoping and reviewing analytical work delivered by offshore or distributed teams.
• Ability to take initiative, own projects, and work effectively with little guidance.
• Ability to prioritize and manage multiple concurrent projects in a rapidly changing, hyper-growth environment.
• Strong written and verbal communication skills.
• Expertise in Excel and Google Sheets.
• Authorization to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.

Nice To Haves

• SQL proficiency.
• Hands-on experience with a notebook-based analytics tool such as Hex querying a cloud data warehouse such as Snowflake.
• Proficiency and curiosity in AI, including daily use of LLMs and experience building with agent, scripting, or workflow automation tools such as Glean, Google Apps Script, or n8n.

Responsibilities

• Serve as the primary sales operations business partner to Strategic Sales Leadership and Directors of Strategic Accounts.
• Own weekly, monthly, and quarterly business cadences, including forecast calls, pipeline inspection, and QBRs, and escalate deviations from goals and expectations.
• Identify performance drivers in a low-volume, high-value sales motion and lead initiatives to increase win rates, deal velocity, and multi-product attachment.
• Own territory design and book-of-business optimization using a variable model that reflects account potential, incumbent providers, and industry focus.
• Own key reporting and analytics for the Strategic team using Salesforce, Google Sheets, and Hex on Snowflake, and build analytical tools for sales leaders.
• Use AI and automation tooling to eliminate manual reporting and workflow steps.
• Partner with cross-functional teams to scope and execute strategic projects that reduce sales workflow friction and inefficiencies.
• Connect Strategic Sales with the broader Enterprise business.
• Advise sales leadership on operational approaches to business problems at scale.
• Direct analytical support from the Strategy & Operations team in Pakistan.

Benefits

• Health, pharmacy, optical, and dental care benefits, subject to eligibility requirements.
• Paid time off, subject to eligibility requirements.
• Sick time off, subject to eligibility requirements.
• Short-term and long-term disability coverage, subject to eligibility requirements.
• Life insurance, subject to eligibility requirements.
• 401(k) contribution, subject to eligibility requirements.
• Restricted stock units may be included in total compensation for certain roles.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed