Director, Mid-Market Sales & Account ManagementUnited States - Remote

Director, Mid-Market Sales & Account Management

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 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.

About the Role

Motive is seeking a Director of Mid-Market Sales & Account Management to lead a growing team responsible for driving expansion and retention within our Mid-Market customer base. This senior leader will be accountable for maximizing Net ARR through a dual focus on upsell / cross-sell growth and strategic renewals. You will oversee a team of 50+ Account Managers and sellers managing complex customer relationships across multiple industries and product lines. This is a customer-facing, results-driven leadership role that blends sales expertise with lifecycle management strategy. You'll collaborate cross-functionally with Product, Marketing, Customer Success, and Onboarding teams to deliver an exceptional customer experience from first sale through renewal.

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. 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 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.
• Process Optimization : Create and refine scalable processes to enhance team efficiency and overall performance.

What We're Looking For

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

Bay Area, California : $198,000 - $300,000 USD

Other Locations in U.S. : $198,000 - $300,000 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.