Senior Manager, GTM Operations

About the role

• Motive empowers businesses running physical operations to improve safety, productivity, and profitability. Its AI-powered platform brings together driver, vehicle, equipment, and fleet-spend management for safety, operations, and finance teams.
• Motive serves nearly 100,000 customers, from Fortune 500 enterprises to small businesses, across transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
• The GTM Intelligence & Operations team owns the systems, data, and governance supporting how 2,000 sellers, managers, and marketers engage customers worldwide.
• Reporting to the Senior Director of GTM Intelligence & Operations, you will lead systems administrators and program owners responsible for the end-to-end GTM SaaS stack. This includes Salesforce, sales engagement, prospecting, enrichment, gifting, customer references, conversation intelligence, and integrations.
• Own the stack's roadmap, architecture, budget, and licensing, partnering with Sales Operations, Sales leadership, Enterprise Systems, Marketing, Legal, Finance, Procurement, and other teams.
• This role calls for an enterprise systems leader with a business owner's mindset who leads with data, translates technical and regulatory requirements into plain language, remains calm during outages, and develops team members into independent experts.
• This is a remote position; candidates must already be located in North America. The posting is listed as United States - Remote.

Responsibilities

• Lead, coach, and grow GTM systems administrators and program owners by setting priorities, delegating platform ownership, and developing trusted subject matter experts.
• Own the connected GTM platform ecosystem, with Salesforce at its center, including architecture, data models, profiles and permissions, automation, integrations, and downstream tools. Serve as the final escalation point for complex platform issues.
• Set Salesforce administration standards across the GTM organization, including release management, change control, documentation, and quoting and CPQ processes connecting pipeline to revenue, in partnership with Enterprise Systems.
• Own strategy, budget, renewals, and license governance for the GTM SaaS portfolio, including the sales engagement platform. Partner with Finance and Procurement on ROI, seat forecasting, and investment decisions.
• Lead vendor evaluations and major tool migrations from requirements and diligence through build, launch, change management, and legacy-tool retirement. Ground multimillion-dollar decisions in data and user feedback.
• Partner with Legal, Security, and Marketing to design and enforce compliance and governance across markets, including consent management, Do Not Contact, call recording, texting, and email deliverability. Provide data and audit support to Legal and leadership.
• Serve as systems lead for cross-functional initiatives such as new market launches, rebrands, and new sales motions. Partner with Enablement on onboarding, training, and documentation that drive lasting adoption.
• Lead incident response with vendors and Enterprise Systems, engineer workarounds, protect data integrity, and keep field and executive leaders informed.

Requirements

• At least 10 years of experience in GTM operations, sales or revenue operations, or GTM systems within an enterprise or high-growth B2B SaaS organization, including at least 5 years of direct people management leading systems administrators or GTM operations teams.
• Deep, hands-on Salesforce administration experience at an enterprise scale of 1,000 or more users, including objects, security and sharing, profiles and permission sets, automation, reporting, and integrations.
• Salesforce Administrator, Advanced Administrator, Platform App Builder, CPQ Specialist, or other Salesforce certifications are a plus.
• CPQ experience is strongly preferred, ideally with Salesforce CPQ or Revenue Cloud, including product and pricing configuration, discount approvals, and quote-to-cash handoffs.
• Proven experience managing an end-to-end enterprise GTM platform spanning CRM, sales engagement such as Outreach or Salesloft, data and enrichment such as ZoomInfo and LinkedIn Sales Navigator, conversation intelligence, gifting, and customer reference platforms. Experience with AI features in GTM tools is a plus.
• Demonstrated success leading a major GTM tool evaluation, implementation, or migration from start to finish, including vendor diligence, business case development, contract negotiation, and change management.
• Working knowledge of outbound compliance and deliverability requirements, including GDPR, TCPA, CAN-SPAM, CCPA, and Do Not Contact, plus experience partnering with Legal to implement them in systems.
• Experience owning a software budget and license governance and presenting clear, data-backed recommendations to executive leadership.
• Applicants must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations and Motive products and technology.

Benefits

• Health, pharmacy, optical, and dental care benefits, subject to eligibility requirements.
• Paid time off and sick time off, subject to eligibility requirements.
• Short-term and long-term disability coverage, life insurance, and 401k contribution, subject to eligibility requirements.
• For certain roles, total compensation may include restricted stock units.

Additional information

• Motive is an equal opportunity employer committed to a diverse and inclusive workplace.
• Depending on the role and primary work location, US-based candidates may be required to execute a non-compete covenant, subject to applicable law. This requirement does not apply to lawyers, interns, employees working in CA, MN, MT, ND, or OK, or where otherwise prohibited by law.
• All job postings are for existing vacancies. Some interviews or new-hire training sessions may be held in person at a global office.