Director, Sales Operations and Strategy

3 weeks ago

San Francisco, United States Motive Full time
About the Role:

Motive seeks an experienced business leader for the role of Director Sales Operations – Enterprise. In this role you will be a business partner to the Vice President of Enterprise Sales and a senior member of the GTM Strategy and Operations leadership team. You are a results oriented executive and have demonstrated success in working cross-functionally with Enterprise 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; actively engage in the largest commercial opportunities to deliver customer value and success while maximizing business results for Motive; be a key driver for the Motive business model and the culture of excellence we seek to achieve both in Enterprise and globally.

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.

What You'll Do:
  • Drive the Enterprise Operating Plan and Capacity Planning in partnership with Motive Finance, HR, and Central Operations organization to build scalable capabilities that support Enterprise growth plans and revenue targets.
  • Oversee Enterprise Weekly/Monthly/Quarterly Sales Forecasting activities in partnership with Enterprise Sales & Sales Operations Leadership.
  • Drive creation of Business Review narratives to Sales Leadership, c-suite leadership team, and Board of Directors on weekly / monthly /Quarterly/Annual basis.
  • Provide opportunity deal level and customer specific guidance, advice, and evaluations, to ensure value creation and realization for both external and internal stakeholders.
  • Design and implement mechanisms to scalably hold Enterprise Sales Motive rules of engagement and Salesforce Hygiene requirements.
  • Engage with the Sales Enablement team to support sales onboarding and ongoing sales enablement activities and programs, including adoption and utilization of Sales Tools & Capabilities.
  • Partner with the Sales Compensation team to ensure tight alignment that supports all critical processes/procedures and provide any critical data and or insights needed to support the commissions process & policies.
  • Hire and develop an exceptionally talented team; mentor, coach, and guide team members on day-to-day operational requirements and ensure proper delegation of authority to execute.
What We're Looking For:
  • 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.
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