Central Sales Strategy & Operations Lead

Motive seeks an experienced business leader for the role of Senior Manager, Central Sales Strategy & Operations. In this role you will be a business partner to the various different Sales Leaders You are a results oriented leader and have demonstrated success in working cross-functionally with various GTM teams, and proven skills in relationship building with internal stakeholders, planning & executing for business scale and velocity, and maximizing outcomes for the company. You will leverage a high degree of business acumen to: objectively partner with and guide the leadership team on current performance and opportunities; assess future investments and process developments that can further enable rapid business growth and a frictionless business motion; be a key stakeholder in the deal review process; be a key driver for the Motive business model and the culture of excellence we are always striving for. 

This position requires you to balance strategy with tactical execution and you thrive in an extremely dynamic, rapidly evolving, fast-paced work environment, often working under tight deadlines with changing requirements.

As the Senior Manager, Central Sales Strategy & Operations, you will be the operational backbone for our Go-To-Market organization, building and leading a team dedicated to driving efficiency and excellence. Your work will be critical in creating the standardized processes that allow our GTM teams to scale effectively.

• Lead and Develop a High-Performing Team: You will provide direct leadership, coaching, and development for the Partnership, SDR, and Sales Engineering Operations teams, fostering a collaborative and results-oriented environment.
• Own Core GTM Programs & Processes: You will take ownership of managing and administering critical operational programs, including our Rules of Engagement (ROEs), sales compensation policies, and annual President’s Club. You will also manage strategic initiatives like inventory allocation during supply constraints and develop streamlined, scalable processes for all central operational functions.
• Drive Standardization and Reporting Excellence: You will be responsible for creating the standard for operational rigor across the GTM organization. This includes standardizing reporting formats, data presentation, and Quarterly Business Review (QBR) templates across all segments to drive consistency and clarity in how we measure and present our performance.
• Serve as a Key Cross-Functional Partner: You will act as the primary operational point of contact for initiatives impacting our Partnership, SDR, and SE teams. You will also serve as a key mediator to resolve overlapping priorities between our business units, ensuring smooth collaboration and alignment.

• A minimum of 7+ years of business leadership experience in the technology sector In Sales Operations, Product, Finance, and/or Strategy roles
• Successful past experience in similar role at a high growth SaaS company (and have built infrastructure, automated processes that have scaled and adopted across the company) 
• An MBA or advanced degree is preferred
• You have a strong bias to action and are unafraid to get your hands dirty
• You dive deep, are highly analytical, operate at all levels, stay connected to the details, audit frequently, and are skeptical when metrics and anecdotes differ. You never say that’s not my job.
• You have a successful track record in both strategic and operational activities; driving change management, and in achieving support, engagement, and coordination with key stakeholders.
• You are comfortable and confident sharing your thoughts in verbal or written form, even when your opinion is uncomfortable or unpopular. 
• You think in terms of first principles, but you execute pragmatically.