Director, GTM/Sales Onboarding

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 100,000 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 gomotive.com to learn more.

 

Locations: Austin, TX or Nashville, TN (hybrid) or US-Remote 

About the Role:

Motive’s Enablement Team plays a critical role in the strategic implementation of key business initiatives and driving meaningful business impact across our Revenue organizations (Sales, Sales Development, Sales Engineering, Customer Success). We are seeking an experienced Director of GTM Onboarding to lead and scale our global onboarding programs for Account Executives, Sales Development Representatives, Sales Engineers, and other GTM roles. This individual will ensure that new frontline team members are equipped with the information and skills they need to win in their roles.

What you'll do:

Program Evaluation and KPI Definition:

• Evaluate the current onboarding and enablement programs, defining the right metrics to measure effectiveness (e.g., ramp times, leading indicators).
• Develop and implement a comprehensive set of KPIs that provide insights into the onboarding program’s efficiency and impact.

Structure Role-Based Tracks:

• Design and implement highly specific role-based training tracks across GTM roles.
• Ensure alignment with global training curriculum while tailoring content to regional, segment- or role-specific needs.

“Bridge” Programs:

• Create and oversee bridge programs (e.g., SDR to AE) that prepare top performers for advanced roles within the organization.
• Develop detailed program components, including live sessions, self-paced learning, and hands-on activities.

Leadership and Team Development:

• Provide hands-on coaching and support to the onboarding team of 12.
• Grow the team efficiently to keep pace with company expansion.

Cross-Functional Collaboration:

• Collaborate closely with departments such as Product, Marketing, Sales Operations, Finance, and Legal to ensure a comprehensive training curriculum.
• Secure commitments for support and resources needed for program success.

Tech Stack Mastery:

• Leverage project management, artificial intelligence, and onboarding-specific technology to manage and optimize the onboarding experience.
• Stay abreast of new technologies that can enhance training delivery.

Executive Reporting and Business Justification:

• Regularly report progress and success metrics to executive leadership.
• Build and present business justifications for additional resources as needed.

Engagement and Innovation:

• Increase engagement by introducing new approaches and practices (e.g., video, virtual, gamification solutions).
• Design onboarding programs methodically, ensuring sustainability and guaranteeing that changes are updated within a pre-defined SLA.

What We're Looking For:

• Minimum of 7 years of experience in sales enablement, with a preference for experience at large companies (5,000+ employees) and experience managing offshore teams/BPOs.
• Experience in scaling sales onboarding and enablement programs in a fast-growing SaaS company. 
• Experience in managing and leading sales onboarding/enablement teams 
• Proven track record of building and scaling complex onboarding programs across multiple organizations and/or regions.
• Experience defining and leveraging metrics to measure and improve onboarding programs.
• Strong leadership qualities, embodying ownership, tenacity, and resilience in driving the onboarding function.
• Experience in adding clarity and structure to an ambiguous environment, building business justifications for necessary resources, and reporting progress to executive leadership.
• Background with consultative, solution selling methodologies, and training programs.