Functional Lead / Motion Lead – SMB SaaS Sales

About the

We are continuing to grow our Digital Inside Sales (DIS) organization supporting a leading global AI and software platform provider. Our approach combines trusted sales expertise, operational excellence, and data\-driven insights to deliver scalable growth across global markets in one of the fastest\-growing segments in the technology industry.

We are seeking an experienced Functional Lead / Motion Lead to lead our SMB SaaS Sales motion globally. This leader will own the global motion end\-to\-end, driving business performance, operational excellence, people leadership, and strategic execution across a large\-scale sales organization supporting cutting\-edge AI and SaaS solutions.

This is a senior client\-facing leadership responsible for managing managers, leading team leads across multiple regions, and partnering closely with Client Stakeholders, Enablement, Reporting, QA, Workforce Management, and Transformation teams to deliver measurable business impact.

\& Responsibilities

• Own the full lifecycle of the assigned sales motion, from strategy, operating model, seller readiness, performance management, quality standards, client governance, and continuous improvement through to measurable revenue and customer outcomes.


• Act as the commercial owner for the motion, driving revenue / ARR, pipeline generation, conversion, average deal size, seller productivity, and customer outcomes.


• Define and standardize sales methodology, SOPs, operating processes, and ways of working across teams and regions.


• Define motion\-specific seller entry criteria, certification standards, and go\-live readiness requirements across product knowledge, sales process, systems usage, call quality, and customer handling.


• Lead forecasting, pipeline reviews, and Weekly Business Review (WBR) governance cadences.


• Drive Team Leader effectiveness by setting clear expectations for coaching quality, side\-by\-sides, call reviews, pipeline inspection, performance management, and daily operating rhythm.


• Act as the primary point of contact for client stakeholders and cross\-functional leadership teams.


• Drive continuous improvement initiatives, experimentation, and operational optimization programs.


• Ensure cross\-functional alignment and strong operating rhythm across Delivery, Enablement, QA, Reporting, Workforce Management, and Leadership teams.


• Translate frontline customer, seller, competitor, and market insights into actionable recommendations for client stakeholders and internal leadership.


• Manage capacity planning, workforce strategy, hiring, onboarding, and team development initiatives.


• Foster a high\-performance culture focused on accountability, operational excellence, collaboration, and employee engagement.


• Partner with QA and Enablement to identify seller capability gaps, build targeted coaching plans, and ensure training translates into measurable live\-call performance.


• Lead motion\-level escalation response, including root\-cause analysis, remediation planning, stakeholder communication, owner assignment, and progress tracking through to resolution

• Minimum 5 years of experience in sales operations, service delivery, customer success, or program management.


• Minimum 3 years of experience leading inside sales or SaaS sales teams.


• Minimum 2 years of experience managing Team Leaders or people leaders.


• Experience working in client\-facing environments and collaborating with cross\-functional stakeholders.


• Experience leading teams in fast\-paced, performance\-driven operational environments.

• Experience owning a revenue\-generating sales motion or operational business line across multiple markets.


• Understanding of SaaS commercial models, consumption pricing, packaging, renewals, expansion and customer lifecycle.


• Experience supporting AI, cloud, SaaS, or high\-growth technology environments preferred.


• Proven ability to drive operational excellence and continuous improvement initiatives.


• Strong stakeholder management, communication, and problem\-solving skills.


• Experience using data and insights to drive business performance.


• Ability to manage competing priorities and adapt quickly to changing business needs.


• Proficiency in Microsoft Office and Google Workspace.


• Bachelor’s Degree preferred.

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