Associate Manager, Sales Development

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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About the Role: 

As a Sales Development Associate Manager (Public Sector), you will be responsible for optimizing a best-in-class Upmarket Outbound Sales Development team dedicated to pipeline generation through outbound efforts. This role demands strong leadership skills and a proven ability to deliver results. As a manager, you will coach your Sales Development Representatives (Public Sector) to enhance the quality of meetings set, focusing on strategic prospecting, organization, and objection handling. Additionally, you will collaborate closely with Account Executives (AEs), Regional Sales Managers (RSMs), Marketing, Sales Operations, and Business Intelligence to ensure alignment and drive a qualified pipeline.

• Manage and develop a team of Outbound Sales Development Representatives through accountability, coaching, and ongoing training.
• Prospect and win new business for Motive through developing strong executive relationships within key Public Sector entities.
• Survey prospects to understand pain points and procurement processes within their department so you can align those business needs with the Motive solution.
• Drive team performance to consistently meet or exceed monthly quota and activity expectations.
• Collaborate with Sales Development Representatives, Account Executives, and Leadership to execute on qualification guidelines and process improvements.
• Maintain CRM hygiene to track key metrics and drive the right behaviors.
• Proactively enhance productivity and meeting quality using sales methodologies, tools, and professional development initiatives.

• Bachelor's degree (preferably from the US, UK, or Canada) or significant exposure to US/Canada/UK B2B customers.
• 2+ years of sales leadership experience (preferred) in a technology/product company.
• 4+ years of experience in international sales, outbound prospecting, and pipeline generation, with a focus on high-quality Public Sector sales opportunities.
• Strong mentorship and leadership abilities to motivate, develop, and hold a team accountable.
• Data-driven decision-making skills with the ability to analyze key performance metrics.
• Excellent communication and collaboration skills to work effectively with AEs, RVPs, Marketing, and Sales Operations.
• A proactive, growth-oriented mindset with a passion for developing sales talent and delivering results.

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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The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology. 

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