Director, Mid-Market Sales Development (Austin, TX)



Sales & Business Development
Austin, TX, USA
Posted on Saturday, June 22, 2024

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 more than 120,000 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.

Visit gomotive.com to learn more.

About the Role:

Motive is searching for an Austin, TX based Director of Sales Development with a demonstrated track record of building, managing and leading Sales Development teams. Reporting to the VP of Sales Development, you will play an integral role in shaping Motive Sales Development’s next phase of growth and maturity by leading our Mid-Market Sales Development teams. You will design new and also enhance existing systems and processes for a scaling SDR organization while also being a true coach to your front line managers and the Sales Development Representatives that report to them.
You will partner closely with marketing on demand generation programs/campaigns and collaborate to develop the sales strategy while driving key initiatives to achieve sales objectives of Motive’s Mid-Market segment. The ideal candidate loves solving big challenges, motivating their team and is constantly looking for ways to improve the sales process and conversion rates.

What You'll Do:

  • Lead and build on the great momentum of our existing Mid-Market SDR teams
  • Hire, onboard and ramp a team of SDR Managers and Sales Development Representatives
  • Establish enhanced rigor on your teams and deliver cross-functional improvements
  • Manage the execution of the overall targeted strategy for generating outbound prospecting pipelines
  • Collaborate with marketing to drive new business through demand generation
  • Achieve monthly, quarterly, and annual revenue targets
  • Develop your team’s skills for prospecting, qualifying, and Opportunity creation
  • Provide regular coaching, feedback, and professional development while prioritizing and maintaining an inclusive, dynamic, highly engaged team environment
  • Maintain a strong focus on outcomes and impact by closely monitoring metrics with the aim to increase productivity and quality of meetings for the sales team.
  • Partner closely with sales leadership and teams to ensure proper alignment on account coverage, target personas, opportunity quality and SDR to AE hand-off
  • Plan, forecast, and understand ramp adjusted capacity to ensure the team is grown effectively, in tandem with the needs of the sales organization and the supply of inbound demand from marketing
  • Articulate the business outcomes Motive provides, and maintain in-depth knowledge of the Motive’s platform, integrations, our competitors, and industry trends
  • Own and drive execution of new business pipeline goals by understanding and analyzing top-of-the-funnel metrics, pipeline quality, and revenue influenced across all segments
  • Actively use tools such as 6sense, Salesforce and Salesloft
  • Provide constructive, real-time feedback to your teams

What We're Looking For:

  • Location: Austin, TX
  • 2+ years of Sales Development 1st line leadership experience
  • 2+ years of 2nd line leadership experience with a consistent record of quota attainment
  • Proven record of sales success leading high-performing pipeline generation teams in a fast-growing technology company
  • Ability to hire, onboard, and continuously train top talent early in their sales careers
  • Experience in creating a talent engine that successfully managing early career salespeople to achieve performance goals that lead to promotions to other teams in the business
  • Ability to be flexible and adaptable to changing conditions
  • Experience in creating a talent engine that successfully managing early career salespeople to achieve performance goals that lead to promotions to other teams in the business
  • Excellent communication, organizational, and time management skills
  • Proven ability to work with cross-functional teams as being collaborative, innovative, accountable, and reliable

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.

Please review our Candidate Privacy Notice here.

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.