Director of CMRL Sales & Account Management

Motive is a company that empowers people running physical operations with innovative tools. They are seeking a Director of Commercial Sales & Account Management to lead a team focused on driving expansion and retention within the CMRL customer base, maximizing Net ARR through upsell/cross-sell growth and strategic renewals.

Responsibilities:

• 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

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, 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