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.
We are searching for a Senior Demand Generation Specialist, Mid-Market to:
- Support net-new pipeline generation from new logo accounts by executing full-funnel, multi-channel campaigns in the market, using ABM as a core strategy. Partner closely with SDRs, AEs, and cross-functional marketing teams to help accelerate pipeline creation and deal progression through coordinated campaign execution.
- Accelerate new logo pipeline to close through marketing campaigns targeted to open opportunities, collaboration with our field marketing efforts, and bespoke support for top deals.
Role Responsibilities
Execute and Support Account-Based Marketing Campaigns and Direct-Response Demand Generation Campaigns
- Plan, execute and optimize ABM campaigns and direct-response demand generation campaigns across defined account segments.
- Partner closely with the Content Marketing team to map existing content to buyers journey in campaigns, identify gaps, and request new content as needed, as well sales sales collateral.
- Support maintenance of target account lists and develop a working understanding of buyer funnel stages and definitions.
- Partner with Marketing Operations to ensure accurate targeting, list hygiene, and campaign setup.
- Collaborate with Product Marketing to apply established messaging frameworks to campaigns.
- Contribute to the development of campaign and creative briefs, including copy direction and design inputs.
Channel Execution
- Partner with channel owners to launch and monitor campaigns across: 6sense Display, LinkedIn, Additional Display channels, Content Syndication, Email, Web, Events/Field, Associations
- Own execution for select channels with guidance, such as: Webinars, Direct Mail / Gifting
- Ensure channel execution aligns to defined campaign messaging and buyer journey stages. Understand channel activations and performance and make strategic decisions based on segment and buyer needs.
Sales Inbound and Outbound Support
- Support marketing-led sales outbound efforts under established plays and guidance.
- Responsibilities may include:
- Assisting with list selection and segmentation (with Operations)
- Drafting and iterating outbound messaging for Salesloft cadences
- Supporting creation of sales one-pagers and campaign summaries
- Coordinating with PMM and Enablement on sales readiness needs
- Marketing-supported outbound efforts may include:
- Monthly direct mail programs
- Webinar invitation campaigns
- Creating Salesloft cadences and messaging
- Time-bound, calendared sales plays
- Support SDR and AE outreach to inbound Hand Raisers and MQLs by:
- Aligning sequences to buyer actions and campaign intent
- Coordinating with Channels, Events, and Field teams on timing expectations
- Helping communicate large inbound spikes to sales partners
Sales Communication and Alignment
- Contribute to weekly sales communications that summarize active marketing initiatives.
- Support preparation of materials for sales meetings and planning sessions.
- Attend select sales meetings to stay aligned on priorities and feedback.
Campaign Planning Support
- Support quarterly planning for the Mid-Market segment by:
- Gathering inputs from PMM, Sales, Channels, and Creative partners
- Helping document campaign plans, timelines, and dependencies
- Assisting with webinar topic planning and direct mail forecasting
- Supporting asset planning and creative briefing
- Ensure campaign timelines and deliverables are tracked and communicated.
Reporting and Optimization
- Monitor campaign performance and pipeline contribution against goals with guidance.
- Assist in identifying performance trends, risks, and optimization opportunities.
- Contribute to weekly Mid-Market metrics updates.
- Support ad-hoc reporting needs for WBRs, MBRs, and QBRs as requested.
Core Competencies
- Execution: Strong ability to execute campaigns with attention to detail, timelines, and dependencies. Able to manage multiple initiatives with guidance. Experience with Asana and project management fundamentals.
- Marketing Fundamentals: Solid understanding of demand generation, ABM concepts, and campaign channels, with a desire to deepen expertise.
- Collaboration: Works effectively with cross-functional partners and incorporates feedback constructively. Comfortable creating campaign briefs and supporting executional partners.
- Analytical Thinking: Comfortable reviewing performance data and asking questions to understand what is working and why. Comfortable with Excel/Google Sheets and Tableau.
- Growth Mindset: Proactively seeks feedback, learning opportunities, and increased ownership over time. Interested in using agentic AI and tools to streamline operations and campaigns.
Technical Skills: Salesforce (highly preferred), Asana, Sendoso (or equivalent)
Bonus: Glean, Perplexity.AI, Salesloft
Hybrid role: Nashville or Austin-based, hybrid (2 days a week in office).
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.
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