Manager, SMB Account Management

Motive is a leading provider of technology solutions that empower teams managing physical operations to work safer, more productively, and profitably. Our platform integrates safety, operations, and finance functions, enabling seamless management of drivers, vehicles, equipment, and fleet expenses in one system. Leveraging advanced AI, Motive delivers comprehensive visibility and control while automating routine tasks to reduce manual workloads. Serving nearly 100,000 customers—from Fortune 500 companies to small businesses—across diverse industries such as transportation, logistics, construction, energy, manufacturing, agriculture, retail, and the public sector, Motive is transforming how physical economy businesses operate.

As the Manager of SMB Account Management, you will lead a global team responsible for managing Motive’s largest volume of customers, who contribute significantly to the company’s revenue. This role focuses on driving revenue growth by expanding existing SMB accounts across sectors including trucking, freight, logistics, construction, oil and gas, and local delivery services. You will be instrumental in scaling the team, setting performance targets, and ensuring the consistent execution of sales strategies. While primarily remote, occasional travel to Motive’s offices in Islamabad or Lahore, Pakistan, will be required to support team operations.

Key Responsibilities

- Lead and exceed bookings and revenue goals by managing a team of SMB Account Executives focused on growing existing customer relationships.
- Establish clear inbound and outbound appointment and pipeline targets, maintaining accountability and tracking key performance indicators (KPIs).
- Drive adherence to Motive’s sales playbook, collaborating with sales operations to align CRM processes, training, and coaching initiatives.
- Coach the team on prospecting, qualifying, selling, and closing upsell and cross-sell opportunities to meet or exceed quotas.
- Oversee disciplined pipeline management, ensuring accurate forecasting and transparent deal status reporting for leadership.
- Utilize Motive’s product portfolio—including VG, Dashcam, Motive Card, and new offerings—in sales engagements, emphasizing negotiation best practices and value-based selling.
- Regularly review sales calls and provide coaching to improve sales effectiveness, focusing on the shorter sales cycles typical in SMB markets.
- Track, audit, and report business performance trends, risks, and opportunities to senior leadership.
- Support demos and negotiate complex or larger deals as needed.

Required Qualifications

- Minimum of 4 years’ experience in international sales, preferably targeting the US market.
- At least 2 years in a sales leadership role, ideally within a technology or product-driven company.
- Proven success in B2B sales with short sales cycles in fast-paced, competitive environments.
- Strong contractual and negotiation skills.
- Demonstrated ability to enforce pipeline management best practices.
- Self-motivated with the ability to independently manage ambiguous projects and leverage resources to achieve results.

Motive values diversity and inclusion and is committed to creating a workplace that welcomes people of varied backgrounds, experiences, abilities, and perspectives. We are an equal opportunity employer.

Candidates must be authorized to access commodities and technologies controlled under U.S. Export Administration Regulations, as Motive requires employees to have authorized access to its products and technology. For US-based roles, some candidates may be required to sign a non-compete agreement, subject to applicable laws and exemptions.

All positions are for current vacancies, and some interviews or training sessions may be conducted in person at Motive’s global offices.