Director, SMB Sales & Account Management New United States - Remote

Motive; United States; Remote; USD 198,000 - 301,000; Full time

Job summary

Motive is seeking a Director of SMB Expansion Sales & Account Management to lead sales strategies targeting small to medium-sized customers. This key role focuses on driving growth, engaging customers, and optimizing sales processes to enhance performance in a fast-paced environment.

Benefits

Health benefits

Paid time off

401k contribution

Qualifications

• 10+ years in Sales, Customer Success, or Sales Operations.
• 4+ years leading large Inside Sales teams in SaaS.
• Proven track record of building high-performing teams.

Responsibilities

• Lead a team of second-line managers over 100+ HC.
• Develop and implement strategies for customer engagement.
• Partner with marketing to drive lead generation and retention.

Skills

Sales Leadership

Customer Success

Strategic Thinking

Analytical Skills

Collaboration

Job description

United States - 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 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.

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 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:

United States

$198,000 - $301,000 USD

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 Noticehere .

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.

Apply for this job

*

indicates a required field

First Name *

Last Name *

Email *

Phone

Location (City)

Resume/CV *

Enter manually

Accepted file types: pdf, doc, docx, txt, rtf

Enter manually

Accepted file types: pdf, doc, docx, txt, rtf

Education

School * Select...

Degree * Select...

Select...

Start date year

End date year

LinkedIn Profile *

Github URL

Other Website

What tangible factors are most important to you when considering a job opportunity? *

Work-life Balance

Remote Work

Leadership

Compensation

PTO

Culture

Company Outlook

Select your top 3.

What about Motive makes it an appealing place to work and why are you interested in this specific role? *

Pronouns Select...

Let Motive know what pronouns you use so we can address you correctly.

Are you legally authorized to work in the United States? * Select...

In the future will you require immigration sponsorship by Motive to work in the United States? * Select...

How did you hear about this opportunity? * Select...

Did anyone at Motive refer you to this role or any other roles? If so, please share their name(s). Do you know anyone who works at Motive? If so, please provide their name(s). *

How many second-line leaders have you managed directly (if only managed first-line leaders please include and note) and what was the total size of the organization under your leadership (and please include, domestic, international, offshore, BPO etc.) *

What has been your team /organization yearly quota that you have been responsible for in the past 5 years and please change segment (SMB, MM, Enterprise etc.) and if it was net new, expansion, cross sell/upsell, renewals, churn etc. *

Do you have any experience managing high velocity sales teams offshore (and if yes please share countries/organization size)? *

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Motive’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305

Page 1 of 1

OMB Control Number 1250-0005

Expires 04/30/2026

Voluntary Self-Identification of Disability

Form CC-305 Page 1 of 1 OMB Control Number 1250-0005 Expires 04/30/2026
Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp .

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

• Alcohol or other substance use disorder (not currently using drugs illegally)
• Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
• Blind or low vision
• Cancer (past or present)
• Cardiovascular or heart disease
• Celiac disease
• Cerebral palsy
• Deaf or serious difficulty hearing
• Diabetes
• Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
• Epilepsy or other seizure disorder
• Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
• Intellectual or developmental disability
• Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
• Missing limbs or partially missing limbs
• Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
• Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
• Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
• Partial or complete paralysis (any cause)
• Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
• Short stature (dwarfism)
• Traumatic brain injury

Disability Status Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.