VP, SMB Sales & Account Management

Motive; United States; Hybrid; USD 180,000 - 260,000; Full time

Job summary

Motive is hiring a Vice President, SMB to lead our high-volume inside sales and account management team, based in the US with global offshore support. This role drives digital transformation, AI automation, and product-led growth to stabilize churn and boost multi-product attach rates.

You will oversee a distributed team across Lahore, Islamabad, and Austin, focusing on lifecycle optimization, renewals, and strategic partnerships while partnering with product and lifecycle marketing to scale

Qualifications

• 10+ years of progressive sales or account-management leadership in SMB/B2B SaaS or hardware.
• Experience managing distributed teams across regions (LatAm, India, Philippines, Pakistan) and offshore hubs.
• Strong expertise in AI, automation, and telemetry to optimize high-volume operations.
• Proven track record of reducing churn and increasing cross-sell in SMB segments.
• Excellent analytical skills with metrics-driven approach.

Responsibilities

• Drive Digital Transformation & AI Integration: Modernize a large-scale, human-heavy GTM operation by identifying repetitive tasks and embedding AI automation, self-service tools, and tech-touch workflows across the customer journey.
• Lead a Global, Distributed Team: Oversee an inside sales and account management organization. Partner with US-based Directors in Austin to maintain high operational rigor, performance management, coaching, and alignment across frontline offshore teams.
• Master Churn Analytics & Forecasting: Deep-dive into aggregate customer data across SMB accounts to separate controllable churn from uncontrollable market attrition, implementing actionable levers to maximize retention.
• Automate Customer Lifecycle Touchpoints: Partner closely with Lifecycle Marketing and Product teams to establish usage-based automated triggers that anticipate customer needs, drive proactive interventions, and improve customer health scores.
• Expand Core Customer ACV & Cross-Sell: Build and scale repeatable playbooks to attach 3rd and 4th products to raise average deal values and scale core customer accounts.
• Fix & Proactively Manage Renewals: Overhaul auto-renewal and billing processes to eliminate customer friction, improve trust, and resolve public sentiment issues on platforms like G2 and Trustpilot.
• Explore Base Monetization & Strategic Partnerships: Collaborate with Business Development to explore innovative monetization strategies across our customer base.

Skills

Large-Scale Leadership

AI & Automation

Post-Sales Management

Data-Driven Decision Making

Travel Flexibility

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 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. Visit gomotive.com to learn more.

About the Role:

Motive is looking for an exceptional, operational, and data-driven Vice President, SMB to lead our high-volume inside sales and account management organization. Managing a book of business across SMB customers, this leader will oversee a global organization of New Logo reps and Account Managers primarily based in Lahore and Islamabad, Pakistan, managed through US-based Director-level leadership in Austin. This is a transformative, high-impact mandate. We are seeking a forward-thinking executive to drive our digital transformation, blending human talent with AI-driven workflows, product-led growth (PLG) triggers, and automated customer lifecycle orchestration. You will modernize our GTM engine, stabilize controllable churn, elevate multi-product cross-sell attach rates, and turn our SMB motion into a world-class model of operational efficiency.

What You'll Do:

• Drive Digital Transformation & AI Integration: Modernize a large-scale, human-heavy GTM operation by identifying repetitive tasks and embedding AI automation, self-service tools, and tech-touch workflows across the customer journey.
• Lead a Global, Distributed Team: Oversee an inside sales and account management organization. Partner with US-based Directors in Austin to maintain high operational rigor, performance management, coaching, and alignment across frontline offshore teams.
• Master Churn Analytics & Forecasting: Deep-dive into aggregate customer data across SMB accounts to separate controllable churn (onboarding friction, billing issues, product gaps) from uncontrollable market attrition, implementing actionable levers to maximize retention.
• Automate Customer Lifecycle Touchpoints: Partner closely with Lifecycle Marketing and Product teams to establish usage-based automated triggers that anticipate customer needs, drive proactive interventions, and improve customer health scores.
• Expand Core Customer ACV & Cross-Sell: Build and scale repeatable playbooks to attach 3rd and 4th products (such as AI Dashcam Plus and telematics safety suites) to raise average deal values and scale core customer accounts.
• Fix & Proactively Manage Renewals: Overhaul auto-renewal and billing processes to eliminate customer friction, improve trust, and resolve public sentiment issues on platforms like G2 and Trustpilot.
• Explore Base Monetization & Strategic Partnerships: Collaborate with Business Development to explore innovative monetization strategies across our customer base (e.g., embedded commercial insurance partnerships).

What We're Looking For:

• Proven Large-Scale Leadership: 10+ years of progressive sales, account management, or post-sales leadership experience, with a track record of managing distributed, high-headcount inside orgs (hundreds of team members across global/offshore hubs like LatAm, India, Philippines, or Pakistan).
• AI & Automation Mindset: Strong expertise in leveraging AI, tech-touch automation, and product telemetry to streamline high-volume operations. Experience transforming or scaling down manual support/sales workflows through technology is strongly preferred.
• Post-Sales & Account Management Depth: Deep operational expertise in post-sales, customer retention, churn mitigation, and expansion motions within SMB B2B SaaS or Hardware/Software (IoT) environments.
• Relentlessly Data-Driven: Highly analytical decision-maker who relies on quantitative metrics over qualitative anecdotes to solve complex operational challenges.
• Product-To-Sales Fluency: Ability to collaborate closely with Product and Product Marketing teams to build tight feedback loops that resolve reliability issues and drive product-led expansion.
• Travel Flexibility: Willingness to travel up to 3 weeks per quarter to regional hubs (SF, Austin, Nashville) and site visits to international centers.
• 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.

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. Regarding US-based roles, depending on your role and primary work location, Motive Technologies, Inc. (“Employer”) discloses candidates may be required to execute a non-compete covenant with the Employer. This requirement does not apply to lawyers, interns, or employees working in CA, MN, MT, ND, OK, or where otherwise prohibited by law. Non-compete covenant terms in all other jurisdictions will be subject to the applicable statutory requirements, including but not limited to, procedures, industry related prohibitions, or salary and compensation thresholds. 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.