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 nearly 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.
What we’re looking for
We're looking for someone who brings a marketer's curiosity and a builder's mindset to the Mid-Market segment. You understand the market we serve, the buyers you're reaching, and what moves them to act all while maintaining enthusiasm to solve challenges physical operations organizations face. You're always sharpening the axe: questioning assumptions, testing new approaches, growing your AI skill set and looking for ways to make the next campaign better than the last. You enjoy comfortable operating in ambiguity and a fast-paced environment where priorities shift and are not discouraged by blockers, but motivated to find solutions. If this sounds like you, read on!
Role Responsibilities
- Plan, execute, and optimize Programmatic ABM campaigns and full-funnel demand generation campaigns across dmid-market, and working with other segment leads to ensure large scale campaigns accurately capture ICP for all segments/personas.
- Partner closely with the Content Marketing, Customer Marketing and PMM team to map existing content to the buyer's journey, identify content gaps, and request new content and sales collateral to support campaign objectives.
- Maintain target account lists and apply a working understanding of buyer funnel stages, definitions, and conversion benchmarks to inform targeting and messaging decisions.
- Partner with Marketing Operations to ensure accurate targeting, list hygiene, and campaign setup, flagging issues and driving resolution proactively.
- Collaborate with Product Marketing to apply established messaging frameworks to campaigns and adapt messaging for segment-specific needs.
- Develop campaign and creative briefs independently, including copy direction, messaging hierarchy, and design inputs that align to buyer journey stages.
Campaign and ABM Execution
- Partner with channel owners to launch and monitor campaigns across: 6sense Display, LinkedIn, Additional Display channels, Content Syndication, Email, Web, Events/Field, Associations. You will not be responsible for hands on keyboard but work with partners to understand how each channel works individually and collectively to drive new pipeline across buying committees.
- Own execution for select channels, including: Webinars, Calendared Sales Plays, and partnering on Direct Mail: managing end-to-end setup, targeting, launch, and performance tracking.
- Ensure channel execution aligns to defined campaign messaging and buyer journey stages, making adjustments based on performance data and segment feedback.
- Evaluate channel activations and performance and make strategic decisions based on segment and buyer needs, reallocating spend or effort when warranted.
- Build testing and iteration cycles into each campaign to gain a larger understanding of demand generation learnings.
- Leverage AI tools and agentic workflows to accelerate campaign personalization, sales play development, and insight generation — applying a working knowledge of AI to streamline day-to-day execution without sacrificing quality.
Sales Partnership and Enablement
- Partner with SDRs, AEs, and sales leadership to align marketing campaigns with outbound and inbound motions, ensuring marketing programs support sales priorities and pipeline goals.
- Enable sales teams to act on campaign engagement by providing targeting direction, messaging, sales plays, and enablement materials.
- Maintain regular communication with sales partners to share campaign performance, upcoming programs, and recommended actions, and to incorporate sales feedback into campaign planning.
- Contribute to weekly sales communications that summarize active marketing initiatives, upcoming programs, and sales actions.
- Prepare materials for sales meetings and planning sessions, tailoring content to the audience.
- Attend select sales meetings to stay aligned on priorities and feedback, advocating for marketing programs and incorporating sales input into campaign planning.
Reporting and Optimization
- Monitor campaign performance and pipeline contribution against goals, identifying trends, risks, and optimization opportunities independently.
- Partner with Marketing Analytics to maintain dashboards and reporting cadences; partner with Marketing Operations and Sales Operations to maintain Outreach dashboards and sales command centers in Salesforce.
- Analyze performance data to understand what is working and why, making recommendations for reallocation or adjustment.
- Contribute to weekly Mid-Market metrics updates with clear, actionable insights.
- Support ad-hoc reporting needs for WBRs, MBRs, and QBRs as requested, translating data into recommendations for leadership.
Qualifications
- 5+ years of experience in B2B demand generation, campaign management, or growth marketing (not including internships).
- Proven track record of executing multi-channel demand generation campaigns that drive measurable pipeline contribution beyond just events.
- Hands-on experience with ABM strategies, including 1:Few and 1:Many campaign motions.
- Experience partnering with sales teams (SDRs, AEs) to align marketing campaigns with outbound and inbound motions.
- Working knowledge of marketing automation platforms and CRM systems (Salesforce, Marketo)
- Comfortable analyzing campaign performance data in Excel/Google Sheets and Tableau, with the ability to derive insights and make data-informed decisions.
- Strong project management skills with experience in Asana or equivalent tools.
- Excellent written and verbal communication skills, with the ability to create compelling campaign briefs and sales enablement materials.
- Salesforce (required), Asana, Sendoso (or equivalent), Outreach. Glean, Clay (preferred)
Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.
Please review our Candidate Privacy Notice here.
UK Candidate Privacy Notice here.
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.
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.
