Business Strategy & Operations Manager

Motive; New York (NY); On-site; USD 120,000 - 160,000; Full time

Job summary

Motive is seeking a Sales Strategy & Operations Manager for our Strategic segment, the largest and most complex fleet book in our market. The role demands strategic thinking, cross-functional collaboration, and ability to scale our revenue operations with data-driven insights.

You will own forecasting, pipeline management, territory design, and reporting, partnering with Strategic Sales Leadership and Enterprise Sales Ops, while leveraging AI tools to automate reporting and workflows.

Qualifications

• 6+ years in Field Sales or Revenue Operations at a SaaS company.
• Experience supporting Enterprise or Strategic segments.
• Strong data and analytics, including forecasting and reporting.

Responsibilities

• Own weekly, monthly, and quarterly cadence for the Strategic segment.
• Improve win rates, deal velocity, and multi-product attach.
• Design territories reflecting account potential and market focus.
• Build and own reporting dashboards in SFDC, Sheets, and Hex.
• Collaborate with Sales Leadership and Enterprise Ops on forecasting and ROE.

Skills

Sales Strategy

Operations

Forecasting

SQL

Hex

Salesforce

Data Analysis

Territory Design

Automation/AI

Tools

Salesforce

Hex

Snowflake

Google Sheets

SQL

Job description

• 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
• 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 elevate 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 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 guidanceDemonstrated ability to prioritize workload and manage multiple concurrent projects in a rapidly changing, hyper-growth environmentExcel 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 preferredStrong written and verbal communication skillsGenuine 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 solutionsComfort operating in a low-volume, low-ACV motion where deal-level judgment matters as much as aggregate trend analysisExperience 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 toolsExperience partnering with Sales Leadership on initiatives such as weekly forecasting, territory alignment, ROE, QBRs and other related projectsExceptional spreadsheet and data management skills to quickly structure analyses, answer key business questions, and drive decision making