Director, SMB Sales & Account Management – Remote Position Available In Montgomery, Pennsylvania

Job Description:

Who we are: Motive empowers the people who run physicaloperations with tools to make their work safer, more productive,and more profitable. For the first time ever, safety, operationsand finance teams can manage their drivers, vehicles, equipment,and fleet related spend in a single system. Combined with industryleading AI, the Motive platform gives you complete visibility andcontrol, and significantly reduces manual workloads by automatingand simplifying tasks. Motive serves more than 120,000 customers -from Fortune 500 enterprises to small businesses – across a widerange of industries, including transportation and logistics,construction, energy, field service, manufacturing, agriculture,food and beverage, retail, and the public sector. About the

Role:

Motive is seeking a Director of SMB Expansion Sales & AccountManagement to drive growth across our existing small andmedium-sized customer base through outbound sales, while alsoreducing churn among escalated accounts at risk of cancellation orcontraction. This senior leadership role will drive strategy andexecution to boost customer engagement, increase upsell andcross-sell, and retain high-risk accounts. You will lead a large,distributed sales organization through second-line leaders,fostering a high-performance culture focused on ambitious growthtargets and customer success. We’re looking for a proven leaderwith a background in sales, customer success, andoperations—someone who has scaled large teams and thrives infast-cycle, high-volume environments. The ideal candidate bringsstrategic thinking, operational rigor, and a collaborative approachto cross-functional execution.

What Youll Do:

Leadership andManagement:

Lead a team of second-line managers overseeing anorganization of 100 HC across multiple sub-teams. Cultivate ahigh-performance environment that prioritizes accountability,continuous improvement, and customer satisfaction.

TalentDevelopment:

Recruit, hire, train, and develop top talent, buildinga pipeline of future leaders within the organization. Demonstrablesuccess in building and scaling sales teams from early stages andguiding transformational growth.

Strategic Collaboration:

Partnerwith Marketing leadership to innovate on customer experiences,drive lead generation, and experiment with pricing and acquisitionstrategies. Collaborate with Sales, Support, Onboarding, andStrategy leaders to design effective sales programs, reduce churn,resolve escalations faster, and build cohesive strategies thatalign global GTM functions for a seamless customer journey.

Performance Analysis:

Regularly report on key metrics to identifystrengths and areas for improvement, using data-driven insights toguide decision-making. Lead the team with a disciplined,data-driven approach to continually assess business performance andachieve monthly and quarterly targets.

Customer Engagement:

Developand implement strategies to drive customer engagement, increaseupsell opportunities, and reduce churn. Rapidly test new ideas,leveraging data and insights to innovate and improve continuously.

Process Optimization:

Create and refine scalable processes toenhance team efficiency and overall performance. Act as anescalation point to help resolve issues, triage problems, andsupport account growth as needed.

What Were Looking For:

Experience:

10 years of experience in Sales, Customer Success, orSales Operations, including 4 years leading large Inside Salesteams—preferably in a SaaS environment.

Leadership:

Proven trackrecord of building and managing high-performing teams, with a focuson strategic and operational excellence.

Analytical & OperationalRigor:

Strong analytical, planning, and problem-solving skills witha deep understanding of sales metrics, performance standards, andmethodologies. Comfortable working with large data sets to uncoverinsights, optimize processes, and drive data-informed decisionsacross sales and customer workflows. SMB Expertise at

Scale:

Deepunderstanding of SMB sales processes, with a proven track record ofleading large, distributed teams. Experienced in navigating theunique challenges of managing at scale—across time zones, cultures,and performance levels—while driving consistency, efficiency, andresults.

Communication:

Exceptional communication skills with theability to inspire and influence internal teams, cross-functionalpartners, and external customers. Must be located in USA or CanadaPay Transparency Your compensation may be based on several factors,including education, work experience, and certifications. Forcertain roles, total compensation may include restricted stockunits. Motive offers benefits including health, pharmacy, opticaland dental care benefits, paid time off, sick time off, short termand long term disability coverage, life insurance as well as 401kcontribution (all benefits are subject to eligibilityrequirements). Learn more about our benefits by visiting MotivePerks & Benefits. The compensation range for this position willdepend on where you reside. For this role, the on-target earnings(base pay commissions) are: United States $198,000 – $301,000 USDCreating a diverse and inclusive workplace is one of Motives corevalues. We are an equal opportunity employer and welcome people ofdifferent backgrounds, experiences, abilities and perspectives. Theapplicant must be authorized to receive and access thosecommodities and technologies controlled under U.S. ExportAdministration Regulations. It is Motives policy to require thatemployees be authorized to receive access to Motive products andtechnology.