About the role
Motive is hiring a Sales Strategy & Operations Manager (the Greenhouse posting is titled Business Strategy & Operations Manager) to support its Strategic segment: the largest, most complex fleets, where a single account can be worth millions in ARR across a multi-year, multi-product relationship. You'll be the primary sales ops partner to Strategic Sales Leadership and their Directors of Strategic Accounts, working with Enterprise Sales Operations and the wider GTM org, and you'll direct analytical support from Motive's Strategy & Operations team in Pakistan.
The mandate is to make the sales motion more effective and productive with a data-driven view of forecasting, pipeline generation and management, and territory design.
What you'll do
- Own the segment's weekly, monthly and quarterly cadences (forecast calls, pipeline inspection, QBRs) and escalate deviations
- Find the drivers of performance in a low-volume, high-value motion and lead initiatives on win rate, deal velocity and multi-product attach
- Own territory design and book-of-business optimisation, moving to a variable model based on account potential, incumbents and industry
- Own Strategic reporting and analytics in Salesforce, Google Sheets and Hex on Snowflake, and build tools leaders need
- Use AI and automation (Glean agents, Google Apps Script, n8n) to remove manual reporting rather than absorb it
- Run cross-functional projects that reduce friction for sales and connect Strategic Sales to the rest of Enterprise
What they ask for
- 6+ years of field sales or revenue operations at a high-growth SaaS company, including direct support of an Enterprise or Strategic segment
- Comfortable in a low-volume, high-ACV motion where deal-level judgment matters
- Exceptional spreadsheet and data management skills; Excel and Google Sheets expertise is a must
- Builds Salesforce reports and dashboards and understands how SFDC apps integrate
- Has partnered with sales leadership on forecasting, territory alignment, rules of engagement and QBRs
- Experience scoping and reviewing analysis from offshore or distributed teams
- Self-starter who manages multiple concurrent projects in a fast-changing environment
- Strong written and verbal communication
- Genuine AI proficiency: uses LLMs daily and has built something real with agents or automation
Nice to have
- SQL proficiency
- Hands-on Hex (or similar notebook tool) querying Snowflake or another cloud warehouse
Benefits
- Pay by zone: $154k–$222k; total comp may include RSUs
- Health, pharmacy, optical and dental benefits
- Paid time off and sick time
- Short- and long-term disability and life insurance
- 401(k) contribution
About Motive
Motive builds a platform for businesses that run physical operations, letting safety, operations and finance teams manage drivers, vehicles, equipment and fleet spend in one system with AI-driven automation. It serves nearly 100,000 customers, from Fortune 500 enterprises to small businesses, across transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail and the public sector.
Original listing
Motive - Business Strategy & Operations Manager (Sales Strategy & Operations Manager, Strategic segment). Greenhouse gomotive 8782390002, https://job-boards.greenhouse.io/gomotive/jobs/8782390002, fetched 2026-10-16 (open; first published 2026-09-11, updated 2026-10-15). LinkedIn post link lnkd.in/g57EbgPq resolves here. Location: United States - Remote. Pay zones: San Francisco $178,000-$222,000; New York City area and Seattle $170,000-$212,000; other US locations $154,000-$193,000; total comp may include RSUs. Benefits: health, pharmacy, optical, dental, PTO, sick time, short and long term disability, life insurance, 401k contribution. Motive: physical operations platform for drivers, vehicles, equipment, fleet spend; AI; nearly 100,000 customers. Role: primary sales ops partner to Strategic Sales Leadership and Directors of Strategic Accounts; own WBR/MBR/QBR cadences, forecast calls, pipeline inspection; win rate, deal velocity, multi-product attach; territory design and book-of-business optimization; reporting in Salesforce, Google Sheets, Hex on Snowflake; AI and automation (Glean agents, Google Apps Script, n8n); cross-functional projects; directs analytical support from Strategy & Ops team in Pakistan. Requirements: 6+ years field sales/RevOps at high-growth SaaS incl. Enterprise or Strategic; low-volume high-ACV; spreadsheets; Salesforce reports and dashboards; forecasting, territory alignment, ROE, QBRs; reviewing offshore analytical work; self-starter; prioritization; communication; Excel/Google Sheets must; SQL and Hex/Snowflake strongly preferred; genuine AI proficiency.