Motive
Director, SMB Sales & Account Management
Job Summary
The role involves leading and managing a large sales and customer success team focused on SMB growth and retention. Key responsibilities include developing strategies to increase customer engagement, upsell, and reduce churn, while collaborating across departments to optimize processes. The candidate should have extensive experience in sales, team leadership, and data-driven performance management, particularly within SaaS and SMB environments. The position emphasizes operational excellence, talent development, and fostering a high-performance, customer-centric culture.
Required Skills
Benefits
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:
Motive is seeking a Director of SMB Expansion Sales & Account Management to drive growth across our existing small and medium-sized customer base through outbound sales, while also reducing churn among escalated accounts at risk of cancellation or contraction. This senior leadership role will drive strategy and execution to boost customer engagement, increase upsell and cross-sell, and retain high-risk accounts.
You will lead a large, distributed sales organization (100+ HC) through second-line leaders, fostering a high-performance culture focused on ambitious growth targets and customer success. We’re looking for a proven leader with a background in sales, customer success, and operations—someone who has scaled large teams and thrives in fast-cycle, high-volume environments. The ideal candidate brings strategic thinking, operational rigor, and a collaborative approach to cross-functional execution.
What You'll Do:
- Leadership and Management: Lead a team of second-line managers overseeing an organization of 100+ HC across multiple sub-teams. Cultivate a high-performance environment that prioritizes accountability, continuous improvement, and customer satisfaction.
- Talent Development: Recruit, hire, train, and develop top talent, building a pipeline of future leaders within the organization. Demonstrable success in building and scaling sales teams from early stages and guiding transformational growth.
- Strategic Collaboration: Partner with Marketing leadership to innovate on customer experiences, drive lead generation, and experiment with pricing and acquisition strategies. Collaborate with Sales, Support, Onboarding, and Strategy leaders to design effective sales programs, reduce churn, resolve escalations faster, and build cohesive strategies that align global GTM functions for a seamless customer journey.
- Performance Analysis: Regularly report on key metrics to identify strengths and areas for improvement, using data-driven insights to guide decision-making. Lead the team with a disciplined, data-driven approach to continually assess business performance and achieve monthly and quarterly targets.
- Customer Engagement: Develop and implement strategies to drive customer engagement, increase upsell opportunities, and reduce churn. Rapidly test new ideas, leveraging data and insights to innovate and improve continuously.
- Process Optimization: Create and refine scalable processes to enhance team efficiency and overall performance. Act as an escalation point to help resolve issues, triage problems, and support account growth as needed.
What We're Looking For:
- Experience: 10+ years of experience in Sales, Customer Success, or Sales Operations, including 4+ years leading large Inside Sales teams—preferably in a SaaS environment.
- Leadership: Proven track record of building and managing high-performing teams, with a focus on strategic and operational excellence.
- Analytical & Operational Rigor: Strong analytical, planning, and problem-solving skills with a deep understanding of sales metrics, performance standards, and methodologies. Comfortable working with large data sets to uncover insights, optimize processes, and drive data-informed decisions across sales and customer workflows.
- SMB Expertise at Scale: Deep understanding of SMB sales processes, with a proven track record of leading large, distributed teams. Experienced in navigating the unique challenges of managing at scale—across time zones, cultures, and performance levels—while driving consistency, efficiency, and results.
- Communication: Exceptional communication skills with the ability to inspire and influence internal teams, cross-functional partners, and external customers.
- Must be located in USA or Canada
Pay Transparency
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). Learn more about our benefits by visiting Motive Perks & Benefits.
The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:
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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