Senior Director - Mid-Market Sales & Account Management

May 29

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Motive

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Transport • Artificial Intelligence • Enterprise

Motive is a company that provides an integrated operations platform designed to enhance the safety, productivity, and profitability of fleet management and operations. Utilizing cutting-edge AI technology, Motive offers solutions such as driver safety monitoring, fleet management, equipment monitoring, and spend management. These services provide unparalleled visibility into vehicles and equipment, automate workflows, reduce costs, and improve efficiency for industries like construction, oil & gas, public sector, food & beverage, and logistics. Motive is recognized as a leader in fleet management and empowers companies to maximize their operational potential with innovative solutions.

1001 - 5000 employees

🚗 Transport

🤖 Artificial Intelligence

🏢 Enterprise

📋 Description

• Who we are: • Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. • 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. • About the Role: • Motive is seeking a Senior Director of Mid-Market Sales & Account Management to lead a growing team responsible for driving expansion and retention within our Mid-Market customer base. • You will oversee a team of 50+ Account Managers and sellers managing complex customer relationships across multiple industries and product lines. • 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. • What You'll Do: • 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. • Talent Development: Recruit, hire, train, and develop top talent, building a pipeline of future leaders within the organization. • Strategic Collaboration: Partner with Marketing leadership to innovate on customer experiences, drive lead generation, and experiment with pricing and acquisition strategies. • Performance Analysis: Regularly report on key metrics to identify strengths and areas for improvement, using data-driven insights to guide decision-making. • Customer Engagement: Drive strategies to boost engagement, upsell, and retention, rapidly testing data-driven ideas for continuous improvement. • Process Optimization: Create and refine scalable processes to enhance team efficiency and overall performance.

🎯 Requirements

• 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, 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 USA or Canada