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.
Motive is seeking a Director of Networks Sales & Account Management to lead the strategic direction and operational execution of our most complex account structures. This is a high-impact leadership role focused on driving expansion and retention within Motive’s "Network" customer base — entities that operate via a "Parent" relationship with a vast, distributed network of associated businesses (e.g., franchises, portfolio companies, independent contractors, and channel partners).
You will lead a high-performing organization of Account Managers responsible for maximizing Net ARR. Your challenge is unique: you must help support executive alignment at the corporate "Parent" level while owning adoption and growth across the "Long-tail" network. You will collaborate cross-functionally with Product, Marketing, and Operations to build a seamless customer journey for these multi-layered ecosystems.
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. Cultivate a high-performance environment that prioritizes accountability, continuous improvement, and customer satisfaction.
- Network Strategy & Expansion: Develop and execute GTM strategies specifically designed for "Parent/Child" account models. You will oversee the end-to-end lifecycle, ensuring that as the Parent company grows, Motive accelerates adoption across their independent contractors and franchises.
- Operational Excellence: Partner with Sales Ops and Finance to manage the unique billing and onboarding complexities inherent in network accounts. Refine processes to ensure "long-tail" entities can be spun up and managed efficiently.
- 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. You will coach leaders on how to navigate the nuances of distributed network sales and retention.
- 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.
- 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
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:
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.
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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.
