Manager, Mid-Market Sales Development
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 more than 120,000 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 Development Manager, you will be responsible for optimizing a best-in-class Upmarket Outbound Sales Development team dedicated to pipeline generation through outbound efforts. This role demands strong leadership skills and a proven ability to deliver results. As a manager, you will coach your Sales Development Representatives (SDRs) to enhance the quality of meetings set, focusing on strategic prospecting, organization, and objection handling. Additionally, you will collaborate closely with Account Executives (AEs), Regional Sales Managers (RSMs), Marketing, Sales Operations, and Business Intelligence to ensure alignment and drive a qualified pipeline.
What You'll Do:- Manage and develop a team of Outbound Sales Development Representatives through accountability, coaching, and ongoing training.
- Drive team performance to consistently meet or exceed monthly quota and activity expectations.
- Collaborate with Sales Development Representatives, Account Executives, and Leadership to execute on qualification guidelines and process improvements.
- Maintain CRM hygiene to track key metrics and drive the right behaviors.
- Proactively enhance productivity and meeting quality using sales methodologies, tools, and professional development initiatives.
What We're Looking For
- Bachelor's degree (preferably from the US, UK, or Canada) or significant exposure to US/Canada/UK B2B customers.
- 2+ years of sales leadership experience (preferred) in a technology/product company.
- 4+ years of experience in international sales, outbound prospecting, and pipeline generation, with a focus on high-quality sales opportunities.
- Strong mentorship and leadership abilities to motivate, develop, and hold a team accountable.
- Data-driven decision-making skills with the ability to analyze key performance metrics.
- Excellent communication and collaboration skills to work effectively with AEs, RVPs, Marketing, and Sales Operations.
- A proactive, growth-oriented mindset with a passion for developing sales talent and delivering results.
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.
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