Senior Director, Commercial Account Management

About the role

<div class="content-intro"><p><strong>Who we are:</strong></p> <p>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.</p> <p>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.</p> <p>Visit <a href="http://gomotive.com">gomotive.com</a> to learn more.</p></div><h3><strong>About the Role:</strong></h3> <p>As the Senior Director of Commercial Account Management, you'll 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.</p> <p>As a third-line leader, you'll oversee a team of 200+ 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. The listing location is United States

Remote.

Key facts

What you'll do

• <div class="content-intro"><p><strong>Who we are:</strong></p> <p>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.</p> <p>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.</p> <p>Visit <a href="http://gomotive.com">gomotive.com</a> to learn more.</p></div><h3><strong>About the Role:</strong></h3> <p>As the Senior Director of Commercial Account Management, you'll 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.</p> <p>As a third-line leader, you'll oversee a team of 200+ 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.</p> <p>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.</p> <h3><strong>What You'll Do:</strong></h3> <ul> <li>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.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">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.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Partner with Marketing on customer experience, lead generation, and pricing/acquisition strategy.
• Serve as the customer-facing escalation point for complex deals, leveraging executive relationships to resolve challenges and close successfully.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Build and refine scalable processes that improve team efficiency and performance.<strong><br></strong></li> </ul> <h3><strong>What We're Looking For:</strong></h3> <ul> <li class="font-claude-response-body whitespace-normal break-words pl-2">10+ years of experience in SaaS sales, account management, or customer success, including 4+ years in a leadership role.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Proven success leading SMB, Commercial, or Mid-Market segments through complex deal cycles, cross-functional dependencies, and strategic renewal motions.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience leading offshore Sales, Account Management, or Customer Success teams a plus, but not required.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Strong operational acumen, with comfort using Salesforce, dashboards, AI tools, forecasting models, and pipeline analytics.</li> <li>Experience with value-based selling and/or multi-product growth motions.</li> <li>Excellent communicator and cross-functional collaborator with the ability to influence up, down, and across the organization. </li> <li>Proven ability to build and scale teams in fast-paced, high-growth SaaS environments.</li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="description"><em><span style="font-weight: 400;"><strong>Pay Transparency</strong><br>Your compensation may be based on several factors, including education, work experience, and certifications.
• For certain roles, total compensation may include restricted stock units.
• Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements).

Requirements

• You'll work cross-functionally with Product, Marketing, Customer Support, and Onboarding to deliver a seamless customer experience from first sale through renewal.</p> <p>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.</p> <h3><strong>What You'll Do:</strong></h3> <ul> <li>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.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">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.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Partner with Marketing on customer experience, lead generation, and pricing/acquisition strategy.
• Serve as the customer-facing escalation point for complex deals, leveraging executive relationships to resolve challenges and close successfully.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Build and refine scalable processes that improve team efficiency and performance.<strong><br></strong></li> </ul> <h3><strong>What We're Looking For:</strong></h3> <ul> <li class="font-claude-response-body whitespace-normal break-words pl-2">10+ years of experience in SaaS sales, account management, or customer success, including 4+ years in a leadership role.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Proven success leading SMB, Commercial, or Mid-Market segments through complex deal cycles, cross-functional dependencies, and strategic renewal motions.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience leading offshore Sales, Account Management, or Customer Success teams a plus, but not required.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Strong operational acumen, with comfort using Salesforce, dashboards, AI tools, forecasting models, and pipeline analytics.</li> <li>Experience with value-based selling and/or multi-product growth motions.</li> <li>Excellent communicator and cross-functional collaborator with the ability to influence up, down, and across the organization. </li> <li>Proven ability to build and scale teams in fast-paced, high-growth SaaS environments.</li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="description"><em><span style="font-weight: 400;"><strong>Pay Transparency</strong><br>Your compensation may be based on several factors, including education, work experience, and certifications.
• Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements).
• We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. </em></p> <p><em>Please review our Candidate Privacy Notice <a class="ProsemirrorEditor-link" href="https://drive.google.com/file/d/1X9AbvQHki8zZCyjDjip1g0NtdZHcykJc/view?usp=drive_link" target="_blank">here</a>.</em></p> <p><em>UK Candidate Privacy Notice <a href="https://drive.google.com/file/d/1nqdWTJ7WJJikhj1Yhlo4jxDRA_6yXZbd/view">here</a>.</em></p> <p><em><span id="m_-8012333603671085849gmail-docs-internal-guid-8821a356-7fff-42cb-93df-e4c910033371">The applicant must be authorized to receive and access those commodities and technologies controlled under U.S.
• Export Administration Regulations. </span>It is Motive's policy to require that employees be authorized to receive access to Motive products and technology. </em></p> <p><em>All job postings are for e