Sales Operations Manager
About Motorway
Motorway is the UK’s fastest-growing used car marketplace – our award winning, online-only platform connects private car sellers with over 7,500 verified dealers nationwide, who compete to offer the best price. Founded in 2017, our technology makes the process refreshingly easy, earning us an 'Excellent' Trustpilot rating with over 70,000 reviews. We're not just building a platform; we're changing how people sell cars.
Backed by leading investors like Index Ventures and ICONIQ Growth, and following a successful $190 million funding round, we're on a mission to transform the used car market.
About the role
As we continue to expand our sales function, we’re seeking a motivated Sales Operations Manager to join our Dealer Services team. You will own (and expand) our Sales CRM system (Hubspot), and generate insights that inform account targeting, sales strategy and commercial outcomes.
We’re looking for an experienced Sales Operations Manager to support our growing Dealership Sales teams. Reporting into Head of Growth & Transformation, working closely with our sales leaders, you will be responsible for empowering our sales team (~40 people) to be more efficient and effective through sales tooling, analysis and reporting, and leveraging new technologies (incl. AI) to drive automation and growth across our network of 7.5k UK car dealers currently using Motorway. This is a hybrid role working 2 days per week in between our London and Brighton office.
You will be working closely with:
The Strategic Account Management (SAM) team, who build and maintain relationships with a portfolio of key strategic partners across the country.
The Business Development team, who work with Dealers remotely to help dealers get the most out of our platform, including shorter term account management and driving adoption of our suite of ancillary services.
The Dealer Services Leadership team, who are responsible for sales, commercial and operational performance of the Dealer side of the marketplace.
What you’ll do
Lead Sales tooling: Own and optimize our Sales CRM tooling (Hubspot), including; (i) pipeline management and prioritisation, workflow automation, and reporting infrastructure.
Process Improvement: Lead on process improvement, including implementing new processes and workflows within existing systems and rolling these out across our sales teams
Sales strategy, forecasting and planning: Work with sales leaders to refine and optimise our sales strategy and organisational structure, including future planning and forecasting activities.
Pipeline management: Own core processes to identify and prioritise pipelines / sales opportunities to the broader team in addition to setting up and managing operational aspects such as lead allocation, recycling and reporting.
Commercial Insights: Contributing to weekly and monthly business reviews, working closely with executive-level stakeholders to inform the wider business on performance of our sales teams.
Sales Analytics: Deliver regular insights and dashboards on sales performance (e.g. pipeline, conversion, churn); track and report on key sales KPIs.
Sales Automation: Automate parts of the existing sales workflow; identify, test and own new opportunity areas that could be managed centrally and using AI tools to drive growth (e.g. churn prevention).
Requirements:
3+ years of experience working in sales / revenue operations
Experience working with Sales CRM tools, with Hubspot experience a strong preference
Strong numeracy and modelling skills (incl. Excel / Google Sheets) with the ability to interpret and manipulate data into clear insights and decisions (SQL and Google Big Query experience is preferred)
Great communicator. Strong verbal and written communication
Startup mindset. You thrive in ambiguity, are comfortable wearing multiple hats, and enjoy finding scrappy, pragmatic solutions.
Organised and adaptable. Able to prioritise effectively, manage multiple projects simultaneously, and respond quickly to shifting priorities.
Self-starter. You take initiative and ownership, proactively identifying areas for improvement and getting stuck in to make them better.