What are the responsibilities and job description for the Sr. Manager, SMB Sales position at Motive?
About the Role:
As a second-line leader on the SMB Outbound Sales team, you will drive Motive’s ARR growth by leading a team tasked with acquiring the largest prospects in the SMB segment. You’ll lead a fast growing business focused on driving new pipeline and closing strategies. You’ll manage and coach high-performing teams, helping them deliver on ambitious targets, while rolling up your sleeves to work directly with the team and our customers when needed. We are looking for a proven leader with New Logo sales experience, has expertise in value-based sales motions, and brings strong strategic and analytical thinking.
This leader will play an instrumental role in shaping our company-wide strategy to land our largest SMB customers in our most impactful customer segment. You’ll work closely with our Product Marketing and Sales leadership teams on positioning, messaging, and pipeline generation. You will work closely with our Sales Enablement team to identify and deliver sales training programs. Finally, you’ll work closely with our Sales Operations teams to drive efficiency and scale our growth.
The Sr. Manager, SMB Sales role presents a unique opportunity to join an organization and lead a team that is growing in headcount, TAM coverage, and revenue contribution.
What You'll Do:
- Directly manage 4-5 frontline managers and motivate a large team (25 ) of Account Executives to consistently hit monthly/quarterly targets while achieving strategic business objectives
- Support our rapid growth and development by recruiting, hiring, training and coaching top talent
- Collaborate with multiple internal partner teams to help define strategy and processes to improve efficiency, enhance sales capability, and scale the growth of the team
- Regularly report on key individual and team metrics to identify strengths and opportunities for improvement
- Become an expert on Motive’s products and use-cases, coaching your team on how to position, sell, and win business in the Physical Economy
- Perform quarterly performance reviews and hold weekly 1:1 meetings with direct reports
- Lead and construct a Weekly Business Review (WBR) for your direct reports and Director
- Create and present Weekly Business Reviews to internal executive leadership
- Lead weekly deal reviews and define strategy for bottom-of-funnel opportunities
- Critically solve problems related to process, pricing, and assigned ad-hoc projects
- Generate methodical bottom-up and top-down forecasts of financial performance
- Create performance and development strategies for the team to reach quotas and KPIs consistently
What We're Looking For:
- 4 years of experience leading Outbound Sales teams with a value-based sales motion, SMB & SaaS preferred (2nd line experience preferred)
- 10 years overall SMB sales experience combined with 4 years of leading first and second line managers)
- History of leading overachieving sales teams and references to back this up
- Proven success in building programs and processes to scale pipeline through outbound prospecting and funnel development
- Managing offshore sales team a plus
- A strategic and operational mindset in thinking about driving rep efficiency and business growth
- Desire and ability to operate and thrive in a fast-paced, performance-driven environment
- Self-disciplined with the ability to effectively prioritize and own a variety of highly strategic and impactful initiatives
- A leader, a coach, and a doer with a desire to grow their career, and advance within the company on a growing team
- Travel 2-4 x a year
- Locations: Must already live in the USA or Canada
