Sales Strategy & Operations Manager

Motive

7d•$126,000 - $157,000•Remote

About The Position

Strategy & Operations at Motive is a highly cross-functional group that is responsible for developing our go-to-market strategy, driving new product launches, and ensuring that we are hitting our growth targets for all our core businesses. Our Strategy & Operations team is maniacal about and energized by the challenge of getting our hands dirty in any problem across sales, marketing, and customer success, and finding ways to help us scale faster and more efficiently. We are a low-ego, highly-motivated group that collaborates with cross-functional stakeholders to drive alignment and execution. Examples of major challenges Strategic Operations faces are launching new channels and partnerships, experimenting with new sales and marketing motions, and using quantitative and qualitative analysis to inform product strategy

Requirements

3-6 years of experience in Sales Operations, with at least 3 years specifically supporting outbound sales teams
Proven track record of successfully managing sales operations projects and initiatives from conception to completion
Exceptional spreadsheet / data management skills, SQL proficiency preferred
Strong analytical skills with the ability to interpret complex data and translate it into actionable insights and strategic recommendations.
Intellectual curiosity supported by exceptional analytical skill and work ethic
Advanced communication, presentation, and organization skills
Experience working on cross-functional projects with various stakeholders and a demonstrated expertise in managing such projects
Comfortable with ambiguous environments under tight and unpredictable timelines

Responsibilities

Process Optimization & Enhancement: Analyze, design, and implement streamlined and scalable processes for the our GTM team, including lead management, prospecting, qualification, and SDR-to-Sales deal hand-offs. Continuously identify bottlenecks and areas for improvement within our pipegen workflow and implement solutions to enhance productivity and efficiency.
Sales Technology & Systems Management: Manage data integrity within CRM and other sales tools, ensuring accuracy and completeness of account data acquired during prospecting. Evaluate and implement new tools and technologies to improve outbound effectiveness and efficiency.
Reporting, Analytics & Insights: Develop and maintain dashboards and reports to track key prospecting and pipeline performance metrics (e.g., activity levels, conversion rates, pipeline generation, SLA adherence). Analyze performance data to identify trends, insights, and areas for improvement; provide regular reports and recommendations to GTM leadership.
Territory & Lead Management: Collaborate with sales leadership to define and manage territories and lead routing rules. Develop and implement strategies for effective lead distribution and management to ensure optimal coverage and timely follow-up.
Compensation & Performance: Assist in the design and administration compensation plans and incentive programs. Track and report on attainment against quotas and key performance indicators (KPIs).
Collaboration & Strategic Projects: Partner closely with GTM leadership, other Sales Operations team members, Marketing, and Enablement teams to ensure alignment and support strategic initiatives. Lead and participate in cross-functional projects aimed at improving sales development effectiveness and overall sales pipeline health.