Director, Enablement Business Partners, MCS

Who we are:

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.

Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.

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We are seeking a highly skilled and motivated Director of Enablement Business Partners to join our Enablement /Revenue team to support our Mid-Market, Commercial, and SMB (MCS) business unit. The selected candidate will play a pivotal role in our sales organization's success by leading our team of Enablement Business Partners (EBPs) who are responsible for providing strategic enablement support to our Mid-Market, Commercial, and SMB sales segments. This role will also play a role in supporting leadership in our Revenue organization, at scale. This individual will drive enablement for a globally distributed team that supports Sales, Sales Development, Sales Engineering, and Account Management.

Team Leadership:

• Lead and manage the EBPs, setting clear performance expectations, conducting regular evaluations (MBRs), and providing guidance, mentorship, and development.
• Inspire the team to maintain a high standard in key business partner competencies:
  • Business Acumen
  • L&D Expertise/Needs Analysis
  • Program Management, Prioritization and Operational Excellence
  • Stakeholder Management and Influence
  • Change Management
  • Presentation & Communication Skills
  • Leading through frontline leaders
• Partner with the Onboarding Program Manager to ensure EBPs are doing their part to accelerate new hire ramp-up and productivity across the MCS segments.

Strategy:

• Lead EBP collaboration with Mid-Market, Commercial, and SMB Sales Leaders to develop and implement segment-specific competency maps, enablement strategies, and training roadmaps.
• Ensure that enablement programs are aligned with the unique sales processes, buyer's journeys, and product roadmaps of the MCS segments.
• Collaborate with the Sales Operations and Enablement Analytics teams to gather and analyze data related to sales performance, productivity, and revenue attainment within the MCS segments.
• Utilize data-driven insights to identify areas for improvement and recommend targeted enablement initiatives to address sales challenges.
• Monitor industry trends and best practices to continuously enhance the effectiveness of enablement programs.

Leadership Development:

• Create a leadership development strategy that elevates the capabilities of our frontline managers, focusing on coaching and management excellence.
• Partner with the HR team to define core leadership competencies and embed them into our performance management and career growth frameworks.
• Design and deliver high-impact training for leaders on critical skills, including effective coaching techniques, setting clear expectations, conducting impactful 1:1s, and inspecting opportunity-level execution.
• Build and launch a scalable coaching framework, including a mechanism for accountability, to ensure managers are consistently developing their teams.
• Define clear expectations for call coaching and preparation to improve the quality and effectiveness of frontline sales conversations.

• Proven experience (7+ years) in sales enablement, sales operations, or a related field, with a track record of success in leading teams and driving revenue growth.
• Leading "sales/GTM" enablement teams in a high growth SaaS 
• Verifiably successful experience in Sales or Business Development (carried a quota) 
• Deep understanding of the Mid-Market, Commercial, and SMB sales motions, including high-velocity and full-cycle sales processes. Ideally, the candidate will have experience with offshore operations as SMB and CMRL
• Strong analytical and problem-solving skills with the ability to leverage data to make informed decisions.
• Excellent communication and presentation skills, with the ability to influence and motivate stakeholders at all levels.
• Demonstrated ability to manage multiple priorities and deadlines in a fast-paced environment.
• Expert ability to build relationships, influence, and promote a work environment focused on team development and constant coaching.
• Expertise in adult learning theory (e.g., ADDIE, Kirkpatrick's evaluation model, Maslow's hierarchy of needs, Bloom's Taxonomy).
• Passion for continuous learning and staying up-to-date with industry trends and best practices.

Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.

The compensation range for this position will depend on where you reside. For this role, the compensation range is:

United States

$200,000 - $280,000 USD

Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. 

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