Director, Enterprise Account Management
Motive is seeking a Director of Enterprise Account Management to lead a growing sales organization responsible for managing, retaining, and expanding relationships across our Enterprise and Strategic customer base. This second-line leader will oversee multiple teams of Enterprise and Strategic Account Managers who own their accounts outright, focusing on driving retention, securing renewals, and uncovering all expansion opportunities within the existing account base. The Director will play a critical role in helping these teams navigate complex enterprise organizations, emphasizing business value realization and building deep executive connections to maximize the customer's investment in Motive. This role works closely with Sales Operations, Product, Customer Support, and Implementation teams to deliver a seamless customer experience and drive revenue growth across every stage of the customer journey.
Key responsibilities include leading a geographically distributed Enterprise and Strategic Account Management sales organization, developing and supporting frontline managers while fostering a high-performance culture centered on sales accountability, collaboration, and quota attainment. The Director will guide the team in full account ownership, driving retention, negotiating renewals, identifying expansion opportunities, and closing deals within complex enterprise accounts. Additionally, the role involves developing strategies for Account Managers to effectively demonstrate business value realization to complex enterprise customers, proactively monitoring customer health, identifying risk and expansion opportunities, and ensuring the team is successfully building and expanding executive connections across the account base to secure long-term partnerships and upsell opportunities.
The ideal candidate will have 10+ years of experience in SaaS Account Management sales, enterprise sales leadership, or revenue-focused account leadership, with at least 4+ years as a second-line leader managing multiple teams of enterprise-focused sellers or account managers. Demonstrated success in owning, retaining, and expanding revenue within complex Enterprise and Strategic customer segments is essential. Strong operational acumen and experience working with tools such as Salesforce, sales analytics dashboards, and revenue forecasting metrics are required. The candidate should have experience building scalable account management programs that drive retention, renewal, and significant account expansion, along with excellent communication skills and the ability to influence stakeholders across multiple functions.
Motive offers a competitive compensation package, with on-target earnings (base pay plus commissions) ranging from $243,000 to $330,000 USD, depending on location. Benefits include health, pharmacy, optical, and dental care, paid time off, sick time off, short-term and long-term disability coverage, life insurance, and 401(k) contributions. The company is committed to creating a diverse and inclusive workplace and welcomes people of different backgrounds, experiences, abilities, and perspectives.
Joining Motive means becoming part of a company that empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. With nearly 100,000 customers across various industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector, Motive offers significant growth opportunities and the chance to make a meaningful impact in a high-growth environment.