Sales Operations Manager- SMB

Motive; Oregon; Hybrid; USD 147,000 - 184,000; Full time

Benefits offered by this job

Health insurance

401k

Paid time off

Disability coverage

Life insurance

Job summary

Motive, a leader in fleet operations software, is seeking a Sales Strategy & Operations Manager to shape and execute initiatives that improve sales performance in the SMB segment. You will translate priorities into actionable plans, provide rigorous analysis, and advise sales leadership and cross-functional partners.

This role emphasizes forecasting, pipeline management, and KPI optimization, with opportunities to influence go-to-market strategies and drive measurable outcomes across the

Qualifications

• Experience in sales strategy, sales operations, business operations, consulting, finance, or a related analytical function.
• Strong analytical skills with the ability to synthesize complex data and develop practical recommendations.
• Demonstrated experience leading projects with diverse scope and driving initiatives from planning through execution.
• Ability to build consensus across teams and communicate recommendations effectively to senior stakeholders.
• Expert with SQL, Salesforce; proficient in Google Sheets/Excel and AI tools to maximize daily efficiency.

Responsibilities

• Serve as the primary sales operations partner for SMB New Logo and Account Management.
• Own the day-to-day operating rhythm with precise reporting and recurring business reviews.
• Develop and execute strategic initiatives to boost sales growth and productivity.
• Analyze sales performance, pipeline, capacity, and trends to identify opportunities and risks.
• Improve sales processes, rhythms, reporting, and planning mechanisms.
• Lead cross-functional projects with Sales, Systems, BI, Finance, and Marketing.
• Translate data and business problems into clear priorities for leadership decisions.

Skills

Analytical thinking

Cross-functional collaboration

Executive communication

Strategic planning

Project leadership

Tools

SQL

Salesforce

Google Sheets

Microsoft Excel

AI tools

Job description

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.

About the Role:

As a Sales Strategy & Operations Manager, you will help shape and execute strategic initiatives that improve sales performance in Motive's SMB Business. You will translate business priorities into actionable plans, provide rigorous analysis and recommendations, and serve as a trusted advisor to sales leadership and cross-functional partners.This role is ideal for a strategic, analytical, and execution-oriented operator who can navigate complex business questions, identify opportunities for improvement, and drive solutions from insight through implementation. This role will bring a data driven perspective to forecasting, pipeline generation and management, and other sales metrics.You will have the opportunity to influence departmental objectives and advance the effectiveness of Motive's go-to-market organization.

What You'll Do:

• * Serve as the primary sales operations business partner to the SMB New Logo and Account Management Organization
• * Own the day-to-day operating rhythm for the business, bringing exceptional attention to detail and operational rigor to reporting and recurring business review cadences.
• * Develop and execute strategic initiatives that support sales growth, productivity, and operational effectiveness.
• * Analyze sales performance, pipeline, capacity, and business trends to identify opportunities and risks.
• * Improve sales processes, operating rhythms, reporting, and planning mechanisms.
• * Lead cross-functional projects involving Sales, Systems, Business Intelligence, Finance, and Marketing
• * Translate complex data and business problems into clear priorities that inform leadership decision-making and drive measurable outcomes.

What We're Looking For:

• * Experience in sales strategy, sales operations, business operations, consulting, finance, or a related analytical function.
• * Strong analytical skills with the ability to synthesize complex data and develop practical recommendations.
• * Demonstrated experience leading projects with diverse scope and driving initiatives from planning through execution.
• * Ability to build consensus across teams and communicate recommendations effectively to senior stakeholders.
• * Expert with SQL, Google Sheets / Excel and Salesforce
• * Proficient in AI tools (LLMs, Agents, Apps Script, N8N) to maximize efficiency and accuracy of daily work
• * Sound judgment, strong ownership, and an ability to prioritize work in a fast-paced environment.

Pay Transparency

Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.The compensation range for this position will depend on where you reside. Motive uses three geographic zones to determine pay range. For this role, the compensation ranges are:San Francisco, California$169,000—$211,000 USDU.S. metropolitan areas: New York City Area and Seattle, WA$162,000—$202,000 USDOther locations in the United States$147,000—$184,000 USD

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.

Regarding US-based roles, depending on your role and primary work location, Motive Technologies, Inc. ("Employer") discloses candidates may be required to execute a non-compete covenant with the Employer. This requirement does not apply to lawyers, interns, or employees working in CA, MN, MT, ND, OK, or where otherwise prohibited by law.Non-compete covenant terms in all other jurisdictions will be subject to the applicable statutory requirements, including but not limited to, procedures, industry related prohibitions, or salary and compensation thresholds.

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.