Senior Enablement Business Partner, Commercial

September 18

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Motive

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Transport • Artificial Intelligence • Enterprise

Motive is a company that provides an integrated operations platform designed to enhance the safety, productivity, and profitability of fleet management and operations. Utilizing cutting-edge AI technology, Motive offers solutions such as driver safety monitoring, fleet management, equipment monitoring, and spend management. These services provide unparalleled visibility into vehicles and equipment, automate workflows, reduce costs, and improve efficiency for industries like construction, oil & gas, public sector, food & beverage, and logistics. Motive is recognized as a leader in fleet management and empowers companies to maximize their operational potential with innovative solutions.

1001 - 5000 employees

🚗 Transport

🤖 Artificial Intelligence

🏢 Enterprise

📋 Description

• Act as a proactive performance partner to the Commercial sales team, using data and competency frameworks to identify and address skills gaps. • Deliver high-impact skills coaching and development, transforming reps into elite sellers who master value articulation, negotiation, and objection handling. • Generate key insights by partnering with Sales Operations, analyzing Gong data (aggregate and individual), participating in Weekly Business Reviews, and running focus groups and leader interviews to understand the rep persona and business needs. • Proactively execute targeted enablement plays that close performance gaps, maximizing practical application and role-playing (advanced MVA and BVS training, positioning, AI tactics, negotiation, objection handling, persona-based selling, best practice sessions, call libraries, strategies, and resources). • Provide ramp support to new reps after onboarding, ensuring they have the tools and coaching needed to succeed. • Measure the effectiveness of initiatives by partnering with Sales Operations and using platforms like Gong and assessments to track pre- and post-intervention changes in behavior. • Craft and maintain a continuous training roadmap to enhance sales performance, covering sales skills, product and industry knowledge, systems, and tools. • Be a thought leader for stakeholders on sales best practices and for Enablement on L&D and instructional design. • Manage competing priorities tactfully to ensure all stakeholder needs are met. • Support operationalization of enablement efforts, contributing to tools and playbooks built by the Enablement Operations team (up to 20% of time).

🎯 Requirements

• 5+ years of experience in Enablement, L&D, or Training roles, ideally in a high-growth, B2B, SaaS organization. • Demonstrated experience developing and delivering enablement programs to a diverse sales audience. • Strong project management skills, with excellence in planning, documentation, execution, and measurement of enablement initiatives. • Ability to work independently, prioritize effectively, and manage multiple projects simultaneously in a fast-paced global environment. • Excellent communication and facilitation skills, with an expert ability to build relationships, influence, and promote a work environment focused on team development and constant coaching. • Solid understanding of adult learning principles and instructional design methodologies. • Experience with sales methodologies such as Challenger Sale, Force Management, Solution Selling, or Value Selling. • Familiarity with CRM platforms (e.g., Salesforce) and sales engagement tools. • Fluency in English is required. • Willingness and ability to work overnight hours to align with the US commercial segment sales team. • Authorization to receive and access commodities and technologies controlled under U.S. Export Administration Regulations (access to Motive products and technology).