Sales Leadership Trainer

The best sellers and managers remember the trainer who changed how they work. Be that person for Motive's upmarket teams: in the room, on the road, and accountable for win rates and manager behavior that measurably improve.

As Sales Trainer (US), a senior individual contributor role, you'll report to the Lead Enablement Business Partner, Enterprise Sales. You'll train across all GTM teams, with a primary focus on upmarket sales leaders, AEs and may also train CS, sales engineering, and other teams. You'll deliver deeper sales skills from our skills library, layered on the Motive Value Architecture (internal Sales Methodology), and own the definition of our manager and leadership coaching framework. Your first key project is building that framework for leaders at every level (or adapting what we have from our external skills vendors), tailored to Motive, and championing it with leaders until every level is bought into the same way of coaching. You'll also run in-office sessions that help ramping reps reach their goals faster. You'll pair with the Sales Trainer in Pakistan, who covers PK and downmarket teams. Expect to travel 25 to 45% of the time.

What You'll Do:

• Deliver deeper sales skills from our external skills library, layered on the Motive Value Architecture, live and virtually across our offices and geographies. The core focus is the US, with San Francisco, Austin, and Nashville as frequent locations, and sessions may extend to Canada, Mexico, and the UK.
• Run drills, workshops, and roleplays that measurably raise proficiency, and use AI roleplay tools to extend practice between sessions.
• Facilitate other methodologies where needed, including Challenger, and train CS, sales engineering, and other GTM teams as priorities require.
• Support upmarket accreditation with sessions, assessments, and coaching, working with the Upmarket Accreditation PM, the senior Accreditation PM on your team, who owns cross-segment accreditation standards.
• Own the manager and leadership coaching framework, defining the coaching behaviors expected of frontline managers in 1:1s, deal reviews, and pipeline reviews, in partnership with sales leaders and the EBPs.
• Run cohort-based leadership programs for Motive's frontline sales managers on coaching, deal inspection, and pipeline management, and train managers before their reps.
• Give managers practical tools (coaching guides, inspection checklists, team drills) and reinforce until the habits stick.
• Measure what changes: coaching cadence and quality, team proficiency, win rate, deal velocity, pipeline health, and accreditation progress.
• Run a feedback loop with the Lead EBP, sales leaders, managers, and Sales Ops to sharpen programs each quarter.
• Pair with the PK Sales Trainer on shared materials and standards, partner with Role Readiness on new manager transitions, and connect your sessions to Kickoff, plays, and Skilljar content with the EBPs, Content & Academy, and GTM Activation.

What We're Looking For:

• 10+ years in sales training or enablement, plus quota-carrying sales experience, ideally selling upmarket or supporting complex enterprise sales in B2B SaaS.
• A facilitator senior sellers and leaders seek out, in person and virtually.
• You've defined a manager coaching framework and scaled frontline manager development in coaching, deal inspection, and pipeline management.
• You've tied training to results such as quota attainment, win rate, deal velocity, and pipeline health.
• You layer external sales skills content onto a company's own sales process, with facilitation experience in established methodologies (e.g., Challenger, Sandler, Command of the Message); certification a plus.
• You design drills, roleplays, and skill assessments, and use AI roleplay and call scoring tools.
• You run several programs at once and influence sales leaders you don't report to.
• Comfortable traveling 25 to 45% of the time.