Manager, Commercial Sales
Job description
About the role
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. The Manager, Commercial Sales will own the execution and scaling of commercial sales operations from Pakistan, translating strategic revenue goals into actionable team targets and accountable outcomes. You will own the full sales lifecycle from pipeline development to deal closure while mentoring a team of Account Executives in Islamabad or Lahore. You will leverage Motive's AI-powered platform to drive bookings, optimize quota attainment, and ensure consistent execution of sales playbooks across the organization. This role requires a results-oriented leader who thrives in fast-paced, quota-driven environments and can demonstrate measurable improvements in team productivity and revenue generation. You will act as the critical link between product, operations, and enterprise customers to align commercial execution with strategic priorities.
Key facts
What you'll do
Establish and exceed monthly and quarterly bookings and revenue targets through a team of Account Executives operating from Pakistan.
Set and track inbound and outbound appointment targets while maintaining rigorous pipeline discipline and consistent execution of performance KPIs.
Champion the end-to-end Motive sales playbook and collaborate closely with sales operations to refine CRM processes and sales management training initiatives.
Teach, coach, and measure key responsibilities including prospecting, qualifying, selling, and closing new business to both existing and net new customers.
Maintain a disciplined pipeline approach ensuring that forecast accuracy and coverage are continuously improved.
Articulate and position the full range of Motive offers including ELD, Dashcam, and emerging products while sharing best practice sales and negotiation techniques.
Listen to sales calls, provide real-time coaching, and mentor Account Executives to elevate their skill sets and performance.
Understand, audit, and forecast business metrics to leadership with transparency and data-driven insights.
Deliver compelling product demos and negotiate complex deals sourced by Account Executives to secure profitable outcomes.
Drive adoption of AI-powered tools within the sales team to reduce manual workloads and enhance customer engagement.
Identify and remove operational blockers that prevent the sales team from achieving quota and strategic objectives.
Partner with cross-functional stakeholders to align commercial activities with product roadmaps and customer success initiatives.
Implement structured coaching frameworks that sustain high performance and continuous improvement across the sales organization.
Monitor market trends and competitive dynamics to refine positioning and support long-term growth strategies.
Ensure compliance with export control regulations and internal policies while managing sensitive customer and commercial data.
Requirements
2+ years in sales leadership roles within technology or product-focused companies, with a preference for experience in fast-paced, quota-driven environments.
At least 4+ years in International Sales, with demonstrated success in the US market preferred.
Bachelor's Degree, preferably an overseas degree from institutions in the US, UK, or Canada, and/or in-depth exposure to US, Canada, or UK B2B customers.
Proven track record in SaaS sales with experience in transactions characterized by a short sales cycle and high competitiveness.
Exceptional contractual and negotiation skills, with the ability to influence stakeholders at multiple levels.
Demonstrated ability to mentor teams and hold individuals accountable for pipeline management and quota attainment.
Self-starter capable of navigating ambiguous projects and resource constraints while delivering results independently.
Authorization to receive and access commodities and technologies controlled under U.S. Export Administration Regulations is mandatory.
Commitment to maintaining strict confidentiality regarding customer data, commercial terms, and strategic initiatives.
Strong written and verbal communication skills in English, with the ability to articulate complex value propositions clearly.
Experience managing distributed teams across different time zones while maintaining engagement and performance standards.
Understanding of fleet management, telematics, or related operational technology domains is considered a strong background fit.
Willingness to travel to Islamabad or Lahore as required for business operations and team collaboration.
Practical notes
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.