About the Role:You've made the calls, booked the meetings, and know what separates a good SDR from a great one. Now own SDR performance at Motive, side by side with the VP of Sales Development in Austin, and turn early-career reps into a pipeline engine and the next AE bench.
As Sr Manager, SDR Enablement Business Partner, you'll report to the VP, Sales Enablement and partner with the VP of Sales Development. You'll own SDR skills after ramp, SDR accreditation paths, and SDR activations, and lead a team of three in Pakistan (two SDR Enablement specialists and an SDR Accreditation PM). This is a hands-on role: you set the strategy, then run sessions, review calls, and build training yourself. It is based in Austin and works in the office with SDR leadership.
What You'll Do:- Measure enablement by business outcomes shared with the VP of Sales Development (meetings set, pipeline quality, conversion to opportunity), backed by % of SDRs accredited in launched paths and % completing and passing each activation.
- Diagnose gaps from MORs, conversation intelligence, performance data, and leader interviews, and partner with Sales Ops to link accreditation to results.
- Bring the SDR view into quarterly enablement planning, set the quarter's priorities with the VP of Sales Development, and run the operating rhythm with SDR leadership, operating as a fully consultative partner by Q2.
- Build the SDR curriculum for prospecting into fleet and physical operations businesses: cold calling, messaging, objection handling, qualification, discovery, and handoff to AEs.
- Build and run SDR accreditation paths (6- or 12-month programs in quarterly skill cycles, with badges that mark progress) that bridge to the AE role.
- Coach on live calls and pipeline, and run drills, workshops, AI roleplays, and call reviews that turn practice into meetings.
- Add the Motive layer to the external early-career skills content SDRs use, aligned to the Motive Value Architecture, and keep the SDR Role Playbook current each quarter.
- Adapt and run SDR activations, plays, and tool refreshers, and serve as the intake point for plays from Sales Development leaders.
- Lead your team of three, with the SDR Accreditation PM running structure, badging, and reporting for SDR paths.
- Set the coaching standard for Sales Development managers so coaching stays consistent as the team grows.
- Partner with Role Readiness, which owns SDR onboarding, so new SDRs move from certified into your accreditation cadence, and with the senior Accreditation PM (under the Lead Enablement Business Partner, Enterprise Sales), who owns cross-segment accreditation standards. Connect SDR plans to the rest of GTM with the other EBPs, GTM Activation, Content & Academy, and Sales Ops.
What We're Looking For:- 4 to 7 years in sales enablement, sales development leadership, or sales training at a fast-growing B2B SaaS company. Time as an SDR, BDR, or AE strongly preferred.
- You've enabled SDR or BDR teams in a high-volume outbound motion and can coach a cold call as well as you can design a program.
- You've built and run certification or accreditation programs, not just administered them, and can show measurable results.
- You read the data and the calls, find the gap, and fix it.
- Fluent in established sales methodologies (e.g., Sandler, Challenger, Command of the Message) and AI practice tools, and how they apply to prospecting.
- You've led a team, including offshore team members in another time zone, and influence leaders you don't manage.
- A strong facilitator and coach for early-career reps and experienced sellers alike.
- Able to work in the office in Austin, Texas with SDR leadership.
Pay TransparencyYour compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits
The base compensation range for this role is:
$170,000-$213,000 USD
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
