Director, Commercial Sales & Account Management

Motive is a company that empowers physical operations through innovative tools for safety and productivity. They are seeking a Director of Commercial Sales & Account Management to lead an offshore team focused on customer expansion and retention, overseeing complex relationships and driving net growth through strategic initiatives.

Responsibilities:

• Directly 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 satisfaction
• Recruit, 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 growth
• Partner 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 functions
• Track and report on key performance metrics, using data to identify strengths, close gaps, and guide decisions toward quarterly sales targets
• Drive 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 successfully
• Build and refine scalable processes that improve team efficiency and performance

Requirements:

• 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
• Strong operational acumen, with comfort using Salesforce, dashboards, AI tools, forecasting models, and pipeline analytics
• 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
• Proven ability to build and scale teams in fast-paced, high-growth SaaS environments
• Experience leading offshore Sales, Account Management, or Customer Success teams a plus, but not required