About the Role

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 Networks business — franchise systems, associations, buying groups, and other affiliated fleet networks. Networks is one of our highest-leverage growth motions: a single network relationship can unlock hundreds of member fleets. It is also one of our least standardized, which makes this a build role. The playbooks, metrics, and operating cadence for how we sell to and grow networks are still being written, and this role will write them.

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, and other sales metrics. You will collaborate closely with Networks Sales Leadership and Global Account Managers, the Enterprise Sales Operations team, Marketing, Partnerships, and Finance, and will direct analytical support from our Strategy & Operations team in Pakistan.

What You'll Do

• Serve as the primary sales operations business partner to Networks Sales Leadership and the Global Account Manager team
• Build the operating model for a scaling motion — define the metrics that matter, stand up the reporting behind them, and establish the weekly and monthly cadences that keep the business inspectable
• Own forecasting and pipeline management for a motion where the parent network relationship and downstream member adoption have to be tracked and measured separately
• Partner with Central Operations on the rules of engagement, account hierarchy, and segmentation nuance that determine how network and franchise accounts are owned and credited
• Quantify network penetration and member conversion to identify where to invest next, and lead the initiatives that improve those rates
• Own key reporting and analytics for the Networks team (Salesforce, Google Sheets, Hex on Snowflake) and develop the analytical tools that help the team sell strategically
• Build your own leverage — use AI and automation tooling (Glean agents, Google Apps Script, n8n) to stand up reporting and automate the manual steps in a motion that does not yet have mature systems support
• Partner with cross-functional teams to scope and execute strategic projects that reduce workflow friction and inefficiencies for the sales organization
• Become a trusted advisor for sales leadership, offering an operational lens on how to tackle business problems at scale

What We Hope You Bring

• 6+ years of Field Sales/Revenue Operations experience at a high-growth SaaS company
• Experience standing up operating processes and reporting where none existed — you are a builder, not only an operator of existing systems
• Exposure to channel, partner, franchise, association, or other indirect and multi-tiered sales motions is a strong plus
• Exceptional spreadsheet and data management skills to quickly structure analyses, answer key business questions, and drive decision making
• Experience 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 tools
• Comfort working with complex account hierarchies, parent/child relationships, and the segmentation and crediting questions that come with them
• Experience partnering with Sales Leadership on initiatives such as weekly forecasting, territory alignment, ROE, QBRs and other related projects
• 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 guidance
• Demonstrated ability to prioritize workload and manage multiple concurrent projects in a rapidly changing, hyper-growth environment
• Strong written and verbal communication skills
• Excel 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 preferred
• Genuine 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). With limited existing infrastructure in this part of the business, the ability to create your own tooling is a force multiplier