Director, Account Management - Canada

Motive; Toronto; On-site; CAD 243,000 - 365,000; Full time

Benefits offered by this job

Health benefits

Dental & vision

Paid time off

Disability coverage

Life insurance

401k plan

Job summary

Motive is seeking a Director of Account Management & Customer Success in Canada to lead a growing sales organization responsible for managing, retaining, and expanding relationships across our customer base in Canada.

This leader will oversee a team of Account Managers and Customer Success Managers focused on driving expansion within existing accounts, retention, and renewals, while building executive connections to maximize customer value in Motive's platform.

Qualifications

• 10+ years in SaaS sales leadership or revenue-focused account leadership.
• 4+ years managing enterprise-focused sellers, account managers, and customer success managers.
• Proven success owning, retaining, and expanding revenue in complex accounts.
• Strong operational acumen with Salesforce and revenue forecasting metrics.
• Experience building scalable account management programs that drive retention and expansion.
• Excellent communicator with ability to influence stakeholders across functions.
• Proven ability to scale quota-carrying teams in fast-growing SaaS environments.

Responsibilities

• Leadership and Team Management: lead a distributed Enterprise and Strategic Account Management sales organization.
• Account Ownership & Revenue Growth: drive retention, renewals, expansion opportunities, and closing deals.
• Business Value Realization & Executive Alignment: demonstrate value realization and build executive connections.
• Talent Development: recruit, hire, and develop top Enterprise Account Management talent.
• Cross-Functional Collaboration: partner with Sales Operations, Product, Support, and Implementation.
• Performance & Sales Insights: analyze metrics, pipeline, and renewal forecasting to strengthen net revenue retention.
• Executive Customer Engagement: act as senior escalation point for strategic accounts and renewals.
• Process Optimization: create scalable sales processes and playbooks to hit targets.

Skills

SaaS sales leadership

Enterprise sales experience

Team leadership

Executive stakeholder management

Sales forecasting & analytics

Communication

Tools

Salesforce

Job description

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.

Visit gomotive.com to learn more.

About The Role

Motive is seeking a Director of Account Management & Customer Success in Canada to lead a growing sales organization responsible for managing, retaining, and expanding relationships across our customer base in Canada.

This leader will oversee a team of Account Managers and Customer Success Managers. These Managers own their accounts outright and are focused on driving expansion opportunities within the existing account base, while also ensuring retention and securing renewals.

This leader will play a critical role in helping teams navigate complex organizations, focusing heavily on business value realization and building deep executive connections to maximize the customer's investment in Motive. This role works closely with the GM Canada, Sales Operations, Product, Customer Support, and Implementation teams to deliver a seamless customer experience and drive revenue growth across every stage of the customer journey.

We’re looking for a sales-driven, customer-focused leader who thrives in a high-growth environment, understands how to scale account management organizations, and has a track record of building high-performing teams that deliver exceptional revenue and customer outcomes.

Responsibilities

• Leadership and Team Management: Lead a geographically distributed Enterprise and Strategic Account Management sales organization that you’ll partner with on prospecting, account planning, pipeline generation in existing customers, achieving revenue targets
• Account Ownership & Revenue Growth: Guide the team in full account ownership, driving retention, negotiating renewals, identifying expansion opportunities, and closing deals within complex enterprise accounts.
• Business Value Realization & Executive Alignment: Develop strategies for Account Managers to effectively demonstrate business value realization to complex enterprise customers. Work with the team to proactively monitor customer health and identify risk and expansion opportunities. Ensure the team is successfully building and expanding executive connections across the account base to secure long-term partnerships and upsell opportunities.
• Talent Development: Recruit, hire, and develop top Enterprise Account Management sales talent. Establish strong coaching frameworks and career development pathways that support the growth of individual contributors and frontline managers.
• Cross-Functional Collaboration: Partner closely with Sales Operations, Product, Customer Support, and Implementation teams to improve the overall customer lifecycle and support expansion efforts. Bring customer insights back to internal teams to influence product development and enhance the value proposition for enterprise clients.
• Performance & Sales Insights: Track and analyze key sales metrics, pipeline generation, and renewal forecasting to identify opportunities to strengthen net revenue retention. Use data-driven insights to guide team strategy and sales operational improvements.
• Executive Customer Engagement: Serve as a senior escalation point and executive sponsor for strategic accounts, helping resolve complex challenges, negotiate major renewals, and ensure strong long-term partnerships.
• Process Optimization: Develop and refine scalable sales processes, account planning models, and operational playbooks that enable the Account Management organization to consistently hit revenue targets as the business grows.

Qualifications

• 10+ years of experience in SaaS sales, enterprise sales leadership, or revenue-focused account leadership
• 4+ years managing enterprise-focused sellers or account managers and customer success managers
• Demonstrated success owning, retaining, and expanding revenue within complex customer segments
• Strong operational acumen and experience working with tools such as Salesforce, sales analytics dashboards, and revenue forecasting metrics
• Experience building scalable account management programs that drive retention, renewal, and significant account expansion
• Excellent communicator with the ability to influence stakeholders across multiple functions
• Proven ability to build and scale quota-carrying teams in fast-growing SaaS environments

Location

Toronto, 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 (RSUs). 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.

Compensation

The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are: Canada 243,000—365,000 CAD.

EEO and Diversity

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.

Candidate Privacy Notice

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. 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.