Director of Commercial Sales & Account Management

Responsibilities

Motive is seeking a Director of Commercial Sales & Account Management to lead a growing offshore team focused on expansion and retention within our CMRL customer baseThis senior leader will own Net ARR growth through a combination of upsell/cross-sell strategy and strategic renewals managementAs a second-line leader, you’ll oversee a team of 100+ offshore Account Managers and sellers who manage complex customer relationships across multiple industries and product linesThis is a customer-facing, results-oriented role that blends sales leadership with lifecycle strategy.

You’ll work cross-functionally with Product, Marketing, Customer Support, and Onboarding to deliver a seamless customer experience from first sale through renewalDirectly manage frontline managers — coaching and motivating them to hit quarterly targets and broader strategic goals, while building a culture of accountability, continuous improvement, and customer satisfactionRecruit, hire, and develop top talent, building a bench of future leaders.

Bring demonstrated experience scaling sales teams from the ground up and leading through periods of transformational growthPartner with Marketing on customer experience, lead generation, and pricing/acquisition strategy.

Work with Product, Sales, Onboarding, and Strategy leaders to surface customer needs, inform roadmap decisions, and design incentive plans and GTM strategies that create a cohesive, connected customer journey across global functionsTrack and report on key performance metrics, using data to identify strengths, close gaps, and guide decisions toward quarterly sales targetsDrive engagement, upsell, and retention strategies, testing and iterating quickly.

Serve as the customer-facing escalation point for complex deals, leveraging executive relationships to resolve challenges and close successfullyBuild and refine scalable processes that improve team efficiency and performance

Qualifications

• We’re looking for a sales leader who thrives in high-growth environments, understands the nuances of SMB/Commercial relationship management, and has a track record of building consultative, value-driven teams
• Proven 10+ years of experience in SaaS sales, account management, or customer success, including 4+ years in a leadership role
• Proven success leading SMB, Commercial, or Mid-Market segments through complex deal cycles, cross-functional dependencies, and strategic renewal motions
• Experience with value-based selling and/or multi-product growth motions
• Excellent communicator and cross-functional collaborator with the ability to influence up, down, and across the organization
• Strong operational acumen, with comfort using Salesforce, dashboards, AI tools, forecasting models, and pipeline analytics
• Experience leading offshore Sales, Account Management, or Customer Success teams (a plus, but not required)
• Proven ability to build and scale teams in fast-paced, high-growth SaaS environments#J-18808-Ljbffr