Senior Manager, Product Sales Specialists

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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Location: Remote

Job Summary

We are seeking a visionary and results-oriented Senior Manager, Product Sales Specialists to build, lead, and scale our specialized overlay sales team. This role is a critical component of our go-to-market strategy, responsible for ensuring the successful adoption and revenue growth of our most strategic products, including Cards and Equipment Monitoring. The ideal candidate will be an experienced sales leader with a proven track record of developing and managing high-performing teams, defining go-to-market motions, and driving complex, multi-product sales cycles, ideally from a prior role managing overlay specialists.

This role requires a leader who can not only manage a team of in-house experts but also influence cross-functional collaboration and drive scalable processes. The Director will be responsible for defining the team's strategic direction, managing compensation and quota models, and serving as a key partner to Sales, Product, and executive leadership.

Key Responsibilities
Team Leadership & Development

• Take ownership over existing team of Product Sales Specialists (Overlay Sellers)
• Build and scale a world-class team of quota-carrying Product Sales Specialists.
• Own the hiring process, including defining the ideal candidate profile and conducting interviews, to ensure the team has the necessary technical fluency and sales acumen.
• Provide ongoing performance management, coaching, and mentorship to specialists, elevating overlay team performance and fostering a culture of continuous learning and excellence.

Operational Excellence & Execution

• Partner with Sales and Product leadership to ensure seamless collaboration between specialists and Account Executives (AEs).
• Establish scalable processes for deal assignment, pipeline management, and collaboration to support a growing team.
• Partner with Sales Operations to implement systems and tools (e.g., Salesforce tracking) that provide visibility into the team's impact.
• Track and analyze key performance metrics such as attach rates, number of co-sold deals, ACV lift, to measure team ROI and justify expansion.
• Act as a bridge between the field sales organization and the Product team, channeling customer feedback and market insights to inform product roadmap and strategy.

Required Qualifications

• 5+ years of experience in sales leadership, with at least 2 years managing a team of sales specialists, solution engineers, or similar technical overlay roles.
• Demonstrated experience building and scaling a new sales function.
• Deep understanding of complex B2B sales cycles, particularly in SaaS, fintech, IoT, or telematics.
• A strong technical aptitude and ability to understand and articulate complex product offerings.
• Proven ability to define and implement new go-to-market strategies.
• Strong analytical skills and experience using data to measure success and inform strategic decisions.
• Exceptional communication, presentation, and interpersonal skills, with the ability to influence and align stakeholders across all levels of the organization.

Preferred Qualifications

• Familiarity with sales tools such as Salesforce, LinkedIn Navigator, and other outreach platforms.
• 2+ years managing a team of overlay sellers at an organization with the Sales Overlay motion already established.

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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