Business Strategy & Operations Manager

Overview

Sales Strategy & Operations Manager supporting Motive's Strategic segment, the largest and most complex fleet accounts, driving forecasting, pipeline management, territory design and sales operations for the Strategic Sales team.

What you'll do

• Serve as the primary sales operations business partner to Strategic Sales Leadership and their Directors of Strategic Accounts
• Own the weekly, monthly and quarterly business cadences for the segment, including forecast calls, pipeline inspection and QBRs, and escalate deviations from goals and expectations
• Pinpoint the drivers of performance in a low-volume, high-value motion and lead initiatives to increase win rates, deal velocity and multi-product attach
• Own territory design and book-of-business optimization, moving to a variable model that reflects account potential, incumbent providers and industry focus
• Own key reporting and analytics for the Strategic team (Salesforce, Google Sheets, Hex on Snowflake) and build analytical tools leaders need to understand their business
• Use AI and automation tooling (Glean agents, Google Apps Script, n8n) to eliminate manual reporting and workflow steps
• Partner with cross-functional teams to scope and execute strategic projects that reduce workflow friction and inefficiencies for the sales organization
• Be the connective tissue between Strategic Sales and the rest of the Enterprise business
• Become a trusted advisor for sales leadership, offering an operational lens on how to tackle business problems at scale

What you'll need

• 6+ years of Field Sales or Revenue Operations experience at a high-growth SaaS company, including direct support of an Enterprise or Strategic segment
• Comfort operating in a low-volume, high-ACV motion where deal-level judgment matters as much as aggregate trend analysis
• Exceptional spreadsheet and data management skills to quickly structure analyses, answer key business questions and drive decision making
• Experience building Salesforce reports and dashboards, knowledge of how SFDC applications integrate with each other, and ability to enable sales on SFDC best practices and related tools
• 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 who takes initiative to own projects and operates 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
• Genuine AI proficiency and curiosity, including daily use of LLMs and experience building something real with agent, scripting or workflow automation tooling (Glean, Google Apps Script, n8n, or equivalent)

Nice to have

• SQL proficiency and hands-on experience in a notebook-based analytics tool such as Hex querying a cloud data warehouse such as Snowflake

Details

• Location: United States, Remote
• Compensation: San Francisco, California $178,000 to $222,000 USD; New York City Area and Seattle, WA $170,000 to $212,000 USD; other locations in the United States $154,000 to $193,000 USD
• Benefits include health, pharmacy, optical and dental care, paid and sick time off, short and long term disability, life insurance and 401k contribution, subject to eligibility
• Regarding US-based roles, candidates may be required to execute a non-compete covenant, depending on role and primary work location, except for lawyers, interns, or employees in CA, MN, MT, ND, OK, or where otherwise prohibited by law
• Applicant must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations
• Some interviews or new-hire training sessions may be held in person at one of Motive's global offices