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 uniquely integrates safety, operations, and finance functions, enabling seamless management of drivers, vehicles, equipment, and fleet expenses within a single system. Powered by advanced AI, Motive offers comprehensive visibility and control while automating routine tasks to reduce manual workload. 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 is committed to transforming operational management.

As an Outbound Sales Development Representative focused on the Mid-Market segment, you will play a critical role in driving new business opportunities. This position requires proactive outreach to potential clients through various channels, including cold calls, emails, and social media. You will identify and engage decision-makers, conduct consultative conversations to understand their needs, and qualify leads to ensure alignment with our solutions. This role suits individuals with a hunter mindset who thrive in goal-driven environments, possess excellent organizational skills, and are passionate about building strong customer relationships to fuel business growth.

Key Responsibilities:
- Proactively prospect and engage potential customers using outbound methods such as cold calling, email campaigns, and social media outreach.
- Research and identify high-potential accounts and key decision-makers within targeted industries.
- Conduct consultative discussions to understand prospects’ challenges, needs, and business objectives.
- Effectively communicate the value proposition of Motive’s products and services, tailoring messaging to address specific pain points.
- Qualify leads based on established criteria and hand them off to the sales team for further development.
- Maintain detailed and accurate records of all outreach activities, interactions, and lead qualifications in Salesforce.
- Stay informed about industry trends, competitors, and product updates to continuously refine sales approaches.
- 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 fundamentals and a genuine interest in developing a career focused on lead qualification and customer engagement.
- Ability to thrive in a fast-paced, dynamic environment with shifting priorities and the capacity to adapt quickly.
- Excellent organizational and time-management skills to manage 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 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 using leading sales tools and strategies.
- Direct contribution to the growth and success of a rapidly expanding organization.

Motive values diversity and inclusion as core principles and is an equal opportunity employer welcoming candidates from varied backgrounds, experiences, abilities, and perspectives. Candidates must be authorized to access products and technologies controlled under U.S. Export Administration Regulations. Depending on the role and location, some candidates may be required to sign a non-compete agreement, subject to applicable laws and exceptions. Interviews and training may take place in person at one of Motive’s global offices.

For more information about Motive and our offerings, please visit gomotive.com.