Business Strategy & Operations Manager
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 Strategic segment — the largest and most complex fleets in our market, where a single account can represent millions in ARR and a multi-year, multi-product relationship. This is our highest-stakes book of business, and the operating rigor behind it has to match the size of the prize.
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, territory design, and other sales metrics. You will collaborate closely with Strategic Sales Leadership, the Enterprise Sales Operations team, and the broader Go-to-Market organization, 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 Strategic Sales Leadership and their Directors of Strategic Accounts
Own the weekly, monthly, and quarterly business cadences for the segment — forecast calls, pipeline inspection, 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 from one-size-fits-all account counts 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 the analytical tools leaders need to understand their business
Build your own leverage — use AI and automation tooling (Glean agents, Google Apps Script, n8n) to eliminate manual reporting and workflow steps rather than absorbing them
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 We Hope You Bring
6+ years of Field Sales/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 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
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). We are an AI-first operations team, and we value operators who build their own solutions