Motive
Commercial Account Manager, Expansion
Job Summary
The Commercial Account Manager role involves building strong relationships with growing and strategic customers, understanding their operational challenges, and identifying opportunities for growth. Responsibilities include conducting needs analysis, delivering product demos, collaborating cross-functionally, managing contract renewals, and minimizing churn. Candidates should have experience in sales or account management, excellent communication skills, and the ability to manage complex deals. The role emphasizes a collaborative, fast-paced environment focused on revenue retention and customer success.
Required Skills
Job Description
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 more than 120,000 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
As a Commercial Account Manager, you will work with growing and strategically important customers. Professionals in this role generally build on their SMB experience, handling larger, more complex accounts that require a nuanced understanding of the Motive platform and the customer’s operational challenges. We are looking for individuals with a track record of success, strong motivation, exposure to US customers, and a commitment to refining their sales and account management skillset.
A successful Commercial Account Manager is coachable, receptive to feedback, has a willingness to learn, and is open to embracing continuous improvement. Strong interpersonal skills, a strong technical aptitude, and a high attention to detail are essential. Because of the collaborative nature of our Sales team, a win-as-a-team mentality is a must. Expect a fast-paced, quota-driven environment where adaptability is key.
What You'll Do
- Develop strong executive relationships and a deep understanding of your commercial clients’ businesses in order to identify opportunities for growth and expansion.
- Conduct thorough needs analysis to align customer pain points with the Motive solution.
- Perform compelling product demos tailored to the unique needs of your commercial accounts.
- Collaborate with cross-functional teams—customer success, support, product specialists, sales engineers, analytics, and more—to optimize growth opportunities for your customers.
- Manage contract renewals and minimize churn, ensuring maximum revenue retention through proactive communication and strategic account planning.
- Proactively resolve issues by identifying root causes, determining the best course of action, and implementing solutions.
- Strategically plan to meet and exceed sales goals and revenue quotas.
- Deepen your understanding of the Motive platform and market trends to provide consultative insight to customers and internal teams.
What We're Looking For
- Bachelor’s Degree (preferably an overseas degree from US/UK/Canada) and/or in-depth exposure to US/Canada/UK B2B customers.
- 4+ years of relevant or transferable work experience (post a higher education degree).
- Demonstrated success in an end-to-end sales or account management environment, including complex deal management.
- Effective leadership or influencing skills with the capacity to manage both internal stakeholders and customer executives.
- Strong relationship-building skills with the ability to engage decision-makers by understanding their business challenges and mapping them to Motive’s offerings.
- Excellent communication skills for presenting, negotiating, and overcoming objections in a consultative environment.
- Proven experience managing contract renewals and mitigating churn to drive revenue retention.
Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.
Please review our Candidate Privacy Notice here .
UK Candidate Privacy Notice here.
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.
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Motive
Motive provides an integrated platform to help improve the safety, productivity, and profitability of fleet operations for the physical economy.
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