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. Its AI-powered platform lets safety, operations and finance teams manage drivers, vehicles, equipment, and fleet related spend in a single system. Motive serves nearly 100,000 customers across a wide range of industries.
As the Senior Director of Commercial Account Management, you'll lead a growing offshore team focused on expansion and retention within the CMRL customer base. You'll own Net ARR growth through upsell/cross-sell strategy and strategic renewals management, overseeing 200+ offshore Account Managers and sellers.
This customer-facing, results-oriented role blends sales leadership with lifecycle strategy. You'll work cross-functionally with Product, Marketing, Customer Support, and Onboarding to deliver a seamless customer experience from first sale through renewal.
What you'll do
- Directly manage frontline managers, coaching and motivating them to hit quarterly targets and broader strategic goals while building a culture of accountability, continuous improvement, and customer satisfaction.
- Recruit, hire, and develop top talent, building a bench of future leaders.
- Scale sales teams from the ground up and lead through periods of transformational growth.
- Partner with Marketing on customer experience, lead generation, and pricing/acquisition strategy.
- Work with Product, Sales, Onboarding, and Strategy leaders to surface customer needs, inform roadmap decisions, and design incentive plans and GTM strategies that create a cohesive customer journey across global functions.
- Track and report on key performance metrics, using data to identify strengths, close gaps, and guide decisions toward quarterly sales targets.
- Drive engagement, upsell, and retention strategies, testing and iterating quickly.
- Serve as the customer-facing escalation point for complex deals, leveraging executive relationships to resolve challenges and close successfully.
- Build and refine scalable processes that improve team efficiency and performance.
What they're looking for
- 10+ years of experience in SaaS sales, account management, or customer success, including 4+ years in a leadership role.
- Proven success leading SMB, Commercial, or Mid-Market segments through complex deal cycles, cross-functional dependencies, and strategic renewal motions.
- Strong operational acumen, with comfort using Salesforce, dashboards, AI tools, forecasting models, and pipeline analytics.
- Experience with value-based selling and/or multi-product growth motions.
- Excellent communicator and cross-functional collaborator with the ability to influence up, down, and across the organization.
- Proven ability to build and scale teams in fast-paced, high-growth SaaS environments.
- Must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.
Nice to have
- Experience leading offshore Sales, Account Management, or Customer Success teams.
Benefits, as listed
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