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Director, Commercial Sales & Account Management

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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 to learn more.

About the Role

Motive is seeking a Director of Commercial Sales & Account Management to lead a growing offshore team focused on expansion and retention within our CMRL customer base. This senior leader will own Net ARR growth through a combination of upsell/cross-sell strategy and strategic renewals management.

As a second-line leader, you'll oversee a team of 100+ offshore Account Managers and sellers who manage complex customer relationships across multiple industries and product lines. This is a customer-facing, results-oriented role that 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.

We're looking for a sales leader who thrives in high-growth environments, understands the nuances of SMB/Commercial relationship management, and has a track record of building consultative, value-driven teams.

Responsibilities

  • 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. Bring demonstrated experience scaling sales teams from the ground up and leading 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, connected 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.

Qualifications

  • 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