Senior Manager, SMB Expansion Sales

As a Senior Manager at Motive, your primary responsibilities include overseeing a team of managers focused on achieving revenue goals, managing account executives, and executing the sales playbook effectively. You will establish appointment and pipeline targets, coach team members, and analyze performance metrics to ensure consistent achievement of sales objectives.

Candidates for the Senior Manager, SMB Expansion Sales position at Motive should have over four years of experience in international sales, preferably within the US market. Additionally, a minimum of two years in sales leadership and a proven record in B2B sales are essential, particularly in fast-paced environments with short sales cycles.

The Senior Manager, SMB Expansion Sales plays a critical role in driving revenue at Motive by managing sales teams that focus on generating new business within the SMB segment. By delivering effective training, establishing performance metrics, and leading through example, the Senior Manager ensures the sales teams are productive and focused on meeting and exceeding their sales targets.

Motive fosters a supportive and inclusive workplace where diverse backgrounds and ideas are valued. As a Senior Manager, you'll be part of a culture that promotes collaboration and innovation, enabling you to inspire your team and drive success in a dynamic environment.

Key skills required for the Senior Manager, SMB Expansion Sales role at Motive include exceptional communication and negotiation skills, a robust understanding of pipeline management, and a strong ability to coach and develop sales teams. Additionally, being self-directed and adept at navigating ambiguous projects will be essential for success in this role.

In answering this question, focus on specific experiences where you led sales teams, outlining your approach to developing team members, setting sales strategies, and driving performance. Highlight measurable successes and any relevant technology products you’ve sold.

To effectively answer this question, discuss your methods for establishing clear performance metrics, providing ongoing feedback, and using regular check-ins to keep your team aligned with sales goals. Use examples to illustrate when you've successfully held team members accountable.

When discussing your pipeline management strategies, highlight your approach to tracking sales activities, forecasting revenue accurately, and ensuring a balanced pipeline. Mention systems or tools you have used and how you adapt your strategies based on data insights.

Highlight your coaching style and how you approach performance issues with empathy. Detail how you identify areas for improvement, provide constructive feedback, and develop action plans to help underperformers succeed.

To answer this, share a specific example of a project or initiative where your efforts resulted in exceeding sales goals. Discuss the challenges faced, the strategies you implemented, and the final outcomes, focusing on quantifiable results.

Focus your response on understanding customer pain points and aligning product offerings to meet those needs. Describe how you gather customer feedback and use it to drive changes in your team’s approach to sales and service.

Share your negotiation tactics, emphasizing preparation, understanding the other party's needs, and finding win-win solutions. Use examples to illustrate when these techniques led to successful outcomes.

Discuss varied techniques you use to motivate teams, such as setting clear goals, recognizing achievements, and incorporating ongoing training and development. Provide examples of when your motivational strategies led to improvements in sales performance.

Indicate how you leverage data analytics to inform your sales strategy, including identifying trends, measuring performance, and adjusting tactics. Provide examples of data-driven decisions you've made in the past.

Share your commitment to continuous learning through reading industry publications, attending seminars, or participating in networking events. Discuss how this ongoing education has influenced your sales approach and strategies.