Outbound Sales Development Representative, Mid-Market

Motive is a leading provider of innovative tools designed to empower teams managing physical operations by enhancing safety, productivity, and profitability. Our platform integrates safety, operations, and finance functions, enabling seamless management of drivers, vehicles, equipment, and fleet-related expenses within a single system. Powered by advanced AI, Motive offers comprehensive visibility and control while automating routine tasks to reduce manual workloads. Serving nearly 100,000 customers—from Fortune 500 companies to small businesses—across diverse industries such as transportation, logistics, construction, energy, manufacturing, agriculture, retail, and the public sector, Motive continues to drive operational excellence worldwide.

As an Outbound Sales Development Representative focused on the Mid-Market segment, you will play a critical role in driving new business growth. Your primary responsibility will be to proactively identify and engage potential customers through various outbound channels. Using your strong communication skills and consultative approach, you will qualify leads and ensure alignment with Motive’s solutions before passing them to the sales team. This position is ideal for a motivated individual with a hunter mindset who thrives in a goal-driven environment and is passionate about building relationships and contributing to business success.

Key Responsibilities
- Proactively prospect and engage potential customers using cold calls, emails, and social media outreach.
- Research and identify high-potential accounts and key decision-makers within target industries.
- Conduct consultative conversations to understand prospects’ needs, challenges, and business objectives.
- Clearly communicate the value proposition of Motive’s products and tailor messaging to address specific pain points.
- Qualify leads based on established criteria and hand them off to the sales team for further development.
- Maintain accurate and detailed records of outreach activities, interactions, and lead status in Salesforce.
- Stay informed about industry trends, competitors, and product updates to continuously refine outreach strategies.
- Consistently meet or exceed weekly activity targets and monthly lead qualification goals.

Required Qualifications
- Minimum of 2 years’ experience in an outbound sales role.
- Exceptional verbal and written communication skills, with the ability to engage and build rapport with international audiences.
- Strong understanding of sales principles and a demonstrated desire to grow a career in sales, focusing on lead qualification and customer engagement.
- Ability to thrive in a fast-paced, dynamic environment with shifting priorities and the flexibility to adapt quickly.
- Excellent organizational and time-management skills to handle and prioritize a high volume of leads effectively.
- Availability to work from 6:00 AM to 3:00 PM Pacific Time.

Preferred Qualifications and Benefits
- Experience with sales tools such as Salesforce, SalesLoft, or Genesys is advantageous.
- Prior experience engaging with international customers is a plus.
- Opportunity to develop sales skills within a high-performing team environment.
- Hands-on experience with leading sales tools and strategies.
- Direct contribution to the growth and success of a rapidly expanding organization.

Motive is committed to fostering a diverse and inclusive workplace and is proud to be an equal opportunity employer. We welcome candidates from all backgrounds, experiences, abilities, and perspectives. Candidates must be authorized to access technologies controlled under U.S. Export Administration Regulations, as employees are required to have authorized access to Motive’s products and technology. Depending on the role and location, some candidates may be required to sign a non-compete agreement in accordance with applicable laws. Interviews and training sessions may be conducted in person at one of our global offices.

Join Motive and be part of a company that is transforming how physical operations are managed worldwide.