From the listing
About the role
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. Motive serves nearly 100,000 customers, from Fortune 500 enterprises to small businesses, across a wide range of industries.
As a Manager, SMB Account Management, you will scale and manage a global team of SMB Account Managers, guiding them to achieve monthly and quarterly revenue targets by selling Motive’s products and services into existing SMB customer accounts. These customers collectively represent the majority of Motive’s revenue stream.
This role is primarily remote, overseeing day-to-day operations of the SMB Account Management team.
What you'll do
- Lead and exceed bookings and revenue targets through a team of SMB Account Executives focused on growing existing customer accounts.
- Define inbound/outbound appointment and pipeline targets, ensuring consistent execution, accountability, and performance metrics (KPIs).
- Drive consistent execution of Motive’s sales playbook, collaborating with sales operations to align CRM processes, training, and coaching programs.
- Coach and measure the team’s effectiveness in prospecting, qualifying, selling, and closing upsell or cross-sell opportunities with SMB customers to achieve quota.
- Oversee disciplined pipeline planning, ensuring accurate forecasts and clear deal status for leadership visibility.
- Leverage Motive’s portfolio (VG, Dashcam, Motive Card, new products) in every sales pursuit, emphasizing best practices in negotiation and value-based selling.
- Regularly review calls and coach Account Executives to improve their sales capabilities, focusing on shorter sales cycles typical in SMB segments.
- Track, audit, and forecast business performance to leadership, highlighting trends, risks, and opportunities.
- Support demos and negotiate larger or more complex deals as needed.
What they're looking for
- 4+ years in international sales.
- Proven B2B sales track record with short sales cycles in a fast-paced, highly competitive market.
- Outstanding contractual and negotiation skills.
- Demonstrated ability to enforce pipeline management best practices.
- A self-starter mindset—comfortable taking on ambiguous projects and leveraging resources to drive them to completion.
- A seasoned sales leader who is driven, an exceptional communicator, and a strong people manager.
- Willing and able to travel occasionally to one of our Pakistan offices (Islamabad or Lahore).
- Authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.
Nice to have
- US market experience preferred.
- 2+ years in sales leadership, ideally within a technology or product-driven company.
From the company page
Benefits
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