Senior Director, Public Sector Sales Operations

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 [http://gomotive.com] to learn more. ABOUT THE ROLE: The Director of New Markets at Motive leads the strategy, launch, execution, reporting, and scale of Motive's presence across Mexico, the United Kingdom, and Canada — and drives the evaluation and expansion into the next wave of international markets, including LATAM, the EU, and beyond. This role owns the go-to-market roadmap for these markets end-to-end: from opportunity sizing and entry strategy through localized demand generation, sales enablement, and long-term growth. The Director operates as both strategic owner and hands-on leader, building the team, partnerships, and playbooks needed to establish Motive as a category leader in each region. This individual sets the vision for new market expansion and is accountable for commercial outcomes, not just program execution. Success requires a true startup mentality — comfort with ambiguity, a bias toward action, and a willingness to get their hands dirty. This is a builder's role: one day you're presenting expansion strategy to the executive team, the next you're on the ground running discovery calls, drafting localized collateral, or standing up an in-market process from scratch because no one has built it yet. There is no existing playbook to inherit; the Director writes it. The role requires strong executive presence, the ability to build and lead cross-functional and in-market teams, and the judgment to make high-stakes prioritization calls across distinct regulatory, cultural, and competitive environments — often with incomplete information and limited local infrastructure. WHAT YOU'LL DO: * Own the go-to-market strategy and P&L-adjacent growth targets for Motive's expansion across Mexico, the UK, and Canada * Define market entry and scaling plans for each region, including prioritization, sequencing, localization requirements, and investment cases presented to executive leadership. Act as the glue across the Marketing team, aligning demand gen, product marketing, brand, and ops behind a single regional roadmap. * Build, lead, and develop a small team of regional marketers and/or agency partners to execute campaigns, events, and demand generation programs tailored to each market * Set the operating cadence and strategic direction for Field Marketing, Sales, Partnerships, Demand Generation, Communications, and Product Marketing as they localize and activate programs in-region * Lead market research and competitive analysis to identify whitespace, regulatory considerations, buyer behavior, and regional needs that shape strategy * Establish and manage strategic partnerships (channel, technology, and regional partners) that accelerate credibility and pipeline in each market * Partner directly with regional and global Sales and Marketing leadership to build and drive pipeline coverage models, account targeting, and territory strategy * Own messaging and positioning adaptation for each market, ensuring brand consistency while addressing local buyer needs, language, and competitive dynamics * Define success metrics and reporting frameworks for market maturity, pipeline contribution, and ROI in partnership with Rev Ops and Marketing Ops; present results and recommendations to executive stakeholders. * Run structured test-and-learn programs across markets, using data to decide where to double down, pivot, or exit * Manage budget allocation across markets and vendors, ensuring efficient use of investment against growth targets * Build repeatable, scalable playbooks for market entry, corporate announcements, product announcements, and marketing and sales growth strategies that can be applied to future geographic expansion beyond Mexico, the UK, and Canada * Represent new markets strategy in leadership and board-level discussions and presentations as needed WHAT WE'RE LOOKING FOR: * 10+ years of experience in B2B marketing, with significant experience in international, regional, or new market leadership roles * 3+ years of experience directly managing people and/or leading cross-functional or matrixed teams * Proven track record of building and scaling go-to-market strategy in international markets, ideally including experience in LATAM, the EU/UK, Canada, or comparable regions * Demonstrated experience translating market strategy into measurable commercial outcomes (pipeline, revenue, market share) * Experience partnering with senior Sales, Marketing, and executive leadership to align marketing strategy with revenue goals * Strong command of budget management, vendor negotiation, and resource prioritization across multiple markets * Excellent executive communication and presentation skills, with experience presenting to senior leadership  * Energized by ambiguity, comfortable shifting between competing regional priorities, and quick to adapt as the business evolves. Builds where nothing exists rather than waiting for direction. * Ability to travel internationally quarterly and as needed to support in-market execution and relationship-building * Bachelor’s degree required; MBA or equivalent advanced experience preferred PREFERRED QUALIFICATIONS * Direct experience launching or scaling a company’s presence in LATAM, the EU/UK, and/or Canada * Fluency or working proficiency in Spanish, in addition to English * Experience in B2B enterprise tech, SaaS, technology; logistics, fleet, or related industrial sectors a nice to have but not mandatory  * Experience with account-based marketing and sales-led go-to-market motions at scale * Background in management consulting, corporate strategy, or international expansion functions * Experience establishing regulatory, compliance, or localization requirements for new-market launches 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 [https://drive.google.com/file/d/1X9AbvQHki8zZCyjDjip1g0NtdZHcykJc/view?usp=drive_link]. UK Candidate Privacy Notice here [https://drive.google.com/file/d/1nqdWTJ7WJJikhj1Yhlo4jxDRA_6yXZbd/view]. 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.

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.  At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Please note: This role will require you to be based in Bengaluru About the Department Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. The Account Director, IT/ITeS will be responsible for driving strategic growth across a portfolio of India's leading IT services, SaaS, engineering services, BPO, and Global Capability Center (GCC) customers. The role will develop executive relationships, identify new business opportunities, and lead account strategies that accelerate the adoption of cloud and cybersecurity solutions. Key Responsibilities * Own and grow a portfolio of strategic IT/ITeS accounts. * Develop executive relationships with CXOs and key business and technology stakeholders. * Identify, qualify, and close new cloud and cybersecurity opportunities. * Build and execute account plans aligned to customer business priorities. * Collaborate with partners and internal cross-functional teams to drive pipeline and revenue growth. * Lead complex, multi-stakeholder sales engagements and negotiations. * Maintain accurate forecasting and deliver against revenue targets. * Provide market intelligence and competitive insights to influence go-to-market strategy. Preferred Qualifications * 10+ years of enterprise technology sales experience, with a strong track record in the IT/ITeS sector. * Experience managing large strategic accounts and complex enterprise sales cycles. * Strong understanding of cloud, cybersecurity, AI, and digital transformation. * Demonstrated ability to engage C-level executives and build long-term strategic relationships. * Excellent commercial, negotiation, and stakeholder management skills. What Makes Cloudflare Special? We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.