Join the Base10 family

Open opportunities with founders believing purpose is key
to profits and companies solving problems for the 99%

Director, Central Operations



United States · Remote
Posted on Tuesday, May 2, 2023

Who we are:

Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. Motive combines IoT hardware with AI-powered applications to connect and automate physical operations. Motive is one of the fastest-growing software companies in the world, serving more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery.

Motive is built on four foundational attributes; Own It, Less but Better, Build Trust, and Unlock Potential. This has taken our company to great heights, including being recognized by Fortune for Best Workplaces, Forbes Best Startup Employers, and Comparably for our Best Global Culture, Sales Team, Leadership Team, Career Growth, and CEO for Diversity. We’re proud to receive an employee net promoter score of 63 (according to Comparably) which places Motive in the top 5% of companies with 4,000 employees or more.

Today, our team is made up of more than 3,000 employees, located across the world, providing support to a wide range of customers. While most of our employees are remote, many have the opportunity to work on-site at any of our 8 global office locations. Visit our careers website to learn more about opportunities at Motive.

About the Role:

We are seeking a world-class Director of Central Operations to support the Global Sales and Sales Development organizations in strategy, planning, business insights, business cadence, comp design & quota setting, GTM Intelligence and data infrastructure.

The Director of Central Operations will work closely with the CRO and his direct staff as well as cross-functional organizations (Finance, Marketing and IT). This role will be expected to provide strategic thought leadership and to drive success and effectiveness throughout the business. Additionally, this role will set the data strategy and tooling plan for the sales organization including, systems, insightful dashboards and templates for the field teams.

This role requires a passionate and curious leader who has demonstrated the ability to deliver results in a high-growth, dynamic, fast-paced environment. This leader must love to dive deep into data and can communicate results and analyses to all levels and audiences. This role will report directly to the VP of Sales Strategy and Operations and will manage a team of both Managers and Analysts.

What You'll Do:

Lead Global Sales Planning

  • Drive a process with the CRO and key cross-functional teams to design a sales strategy, operating plans, coverage models, segmentation models, and more.

  • Partner with sales systems and IT to ensure systems reflect the necessary updates to run the business with the structures implemented.

  • Create and maintain detailed models and forecasts to support both short- and long-term strategic planning for Motive’s growth initiatives.

  • Support the forecasting cadence for key external and internal metrics.

Partner on CRO Executive Support

  • Partner closely with Sales Leadership on forecasting, planning, and reporting cadences to ensure his needs are met.

  • Work with the Sales Leadership, finance, and other teams to deliver on critical content like Board Decks, Investor content, and Internal Communications.

  • Report out key metrics to the CRO, provide key modeling and ad-hoc support requests.

Drive Global Sales Compensation & Quota Planning

  • Partner with the CRO and sales leaders to collect feedback on current compensation plans and ideal changes.

  • Design compensation and quota plans for each Sales role.

  • Work cross-functionally with HR, Legal, and Commissions Administration to ensure comp plans are in order and can be accurately paid out.

Stand up and lead a GTM Intelligence Team

  • Partner with IT, Finance and Sales leaders to establish the analytical tooling for the organization

  • Work with Investor relations and Finance to push an operational model that drives visibility and accountability for key external metrics

Build and Lead a High Performing Team

  • Build, lead, and motivate a team of 5-6 people including managers and analysts.

  • Operate as an inspirational leader for your team and adjacent organizations.

What We're Looking For:

  • Minimum of 10 years of progressive sales strategy and operations experience, including leadership of teams, required; 12 years or more preferred

  • Proven ability to lead large teams and complex cross functional projects

  • Expert presentation skills with ability to build compelling presentations and advanced excel modeling skills

  • Strong executive presence

  • Strategic, quantitative and operational mindset with consulting background preferred

  • Experience with Salesforce, Power BI

  • Results-oriented team player who leads by examples and holds themselves accountable for performance, takes ownership, and champions all aspects of our business

  • Demonstrated ability to work in a fast-paced, ever-changing, and global environment

  • Data driven with analytical outlook on role

  • BA/BS degree in Economics, Business, Finance, Accounting or related field required; MBA or CPA/public accounting background a plus

Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.

The compensation range for this position will depend on where you reside. Motive uses three geographic zones to determine pay range. For this role, the compensation ranges are:
San Francisco, California
$212,000$291,000 USD
U.S. metropolitan areas: Los Angeles, San Diego, New York City Area, Seattle, Washington D.C.
$191,000$262,000 USD
Other locations in the United States
$170,000$233,000 USD

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.