Cognitive Collective

Helping you find your next career in AI. Learn more about the job board on the Scale blog.

Are you a scaling AI startup? Email to be added to our board.

Manager, Sales Development



Sales & Business Development
Austin, TX, USA
Posted on Thursday, March 21, 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 to learn more.

About the Role:
As a Sales Development Manager, you will be held accountable and responsible for optimizing a best-in-class Upmarket outbound Sales Development team that is solely dedicated to driving pipeline generation from out-bounding efforts. This role requires strong leadership skills with a proven ability to deliver results. As a Manager, you will need to be able to effectively coach to the overall quality of meetings set by your Sales Development Representatives, driving focus around strategic prospecting, organization, and overcoming objections.

Being passionate about the growth of your team and their continued success is a must. You will also collaborate closely with the Account Executive and Regional Sales Managers, Marketing, Sales Operations, and Business Intelligence to drive alignment and build qualified pipeline.
What You'll Do:
  • Manage and develop a team of 8 Outbound Sales Development Representatives through accountability, coaching, and ongoing training
  • Accountable for driving your team's monthly performance to consistently meet or exceed quota and activity expectations
  • Collaborate with Sales Development Representatives, Account Executives, and Leadership to execute on qualification guidelines and process improvements
  • Maintain high level of CRM hygiene to report key metrics and drive the right behaviors
  • Proactively drive and improve overall productivity and quality meeting set, through sales methodologies, tools, and professional development
What We're Looking For:
  • 2+ years of high performing Sales Development Leadership experience and outperforming expectations (previous management experience a plus) is preferred
  • Experience as a player coach going above and beyond general scope of work in a high-performing sales team
  • Experience in B2B SaaS sales or B2B sales training and proven execution for rapid improvements, driving quality meetings set for Account Executives is
  • Experience with Salesforce, SalesLoft, and other inside sales technology and methodologies to maximize productivity
  • Ability to draw actionable insights from data and calls to frame coaching sessions, improve quality appointments set, overcoming objections, and removing roadblocks

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.