Director of CMRL Sales & Account Management - Remote

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 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.

About the Role

Motive is seeking a Director of Commercial Sales & Account Management to lead a growing team responsible for driving expansion and retention within our CMRL customer base. This senior leader will be accountable for maximizing Net ARR through a dual focus on upsell/cross-sell growth and strategic renewals. You will oversee a team of 100+ Account Managers and sellers managing complex customer relationships across multiple industries and product lines. This is a customer-facing, results-driven leadership role that blends sales expertise with lifecycle management strategy. You’ll collaborate cross-functionally with Product, Marketing, Customer Support, and Onboarding teams to deliver an exceptional customer experience from first sale through renewal. We’re looking for a sales leader who thrives in a high-growth environment, understands the nuances of mid-market relationship management, and has a proven track record of leading consultative, value-driven teams.

Responsibilities

• Leadership and Management: Directly manage second-line managers and a handful of frontline managers, motivating and coaching them to achieve quarterly targets and strategic business objectives. 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 Product, Sales, Onboarding, and Strategy leaders to identify customer needs, influence roadmap decisions, and design cohesive sales programs, incentive plans, and GTM strategies that connect across global 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 quarterly sales targets.
• Customer Engagement: Drive strategies to boost engagement, upsell, and retention, rapidly testing data-driven ideas for continuous improvement. Act as a customer-facing escalation point for complex deals, using executive relationships to resolve challenges, align strategies, and ensure successful closures with exceptional customer experience.
• Process Optimization: Create and refine scalable processes to enhance team efficiency and overall performance.

Qualifications

• 10+ years of experience in SaaS sales, account management, or customer success, with at least 4+ years in leadership roles.
• Demonstrated success leading CMRL or MM customer segments with complex deal cycles, cross-functional dependencies, and strategic renewal motions.
• Strong operational acumen and comfort working with Salesforce, dashboards, AI tools, forecasting models, and pipeline analytics.
• Experience with value-based selling, solution consulting, and/or multi-product growth motions.
• Excellent communicator and cross-functional collaborator with the ability to influence up, down, and across the organization.
• Proven ability to build and scale teams in fast-paced, high-growth SaaS environments.
• This is remote role and can be based anywhere in the in US (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: Bay Area, California

• $240,000 - $330,000 USD

Other Locations in U.S.

• $240,000 - $330,000 USD

Creating a diverse and inclusive workplace is one of Motives core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motives policy to require that employees be authorized to receive access to Motive products and technology. Remote Skills: Acquisition Strategy, Agriculture, Artificial Intelligence (AI), Business Analysis, Business Development, Channel Strategies, Coaching, Communication Skills, Construction, Continuous Improvement, Cross-Functional, Cross-Selling, Customer Escalations, Customer Experience, Customer Relations, Customer Relationship Management (CRM), Customer Satisfaction, Customer Support/Service, Energy & Utilities, Establish Priorities, Executive Relationships, Finance, Food and Beverage Industry, Forecasting, Fortune 500 Customers, Government, Import/Export, Incentive Programs, Lead Generation, Leadership, Management Strategy, Manufacturing, Market Segmentation, Marketing, Meet Sales Quota, Metrics, Needs Assessment, On Site Support, Onboarding, Performance Analysis, Process Improvement, Product Marketing, Product Pricing, Program Planning, Regulations, Relationship Management, Reporting Dashboards, Retail, Revenue Growth, Sales, Sales Cycle, Sales Management, Sales Pipeline, Sales Strategy, Salesforce.com, Small Business, Software as a Service (SaaS), Solution Sales, Talent Management, Team Lead/Manager, Team Player, Test Data, Transportation and Logistics, Up-Selling, Value Selling, Vehicle Driving, Vehicle Fleets About the Company: Motive Apply tot his job Apply To this Job