Director of CMRL Sales & Account Management
Motive is seeking a Director of Commercial Sales & Account Management to lead a growing team responsible for driving expansion and retention within our CMRL customer base. This senior leader will be accountable for maximizing Net ARR through a dual focus on upsell/cross-sell growth and strategic renewals.
You will oversee a team of 100+ Account Managers and sellers managing complex customer relationships across multiple industries and product lines. This is a customer-facing, results-driven leadership role that blends sales expertise with lifecycle management strategy. You’ll collaborate cross-functionally with Product, Marketing, Customer Support, and Onboarding teams to deliver an exceptional customer experience from first sale through renewal.
We’re looking for a sales leader who thrives in a high-growth environment, understands the nuances of mid-market relationship management, and has a proven track record of leading consultative, value-driven teams.
Responsibilities include directly managing second-line managers and a handful of frontline managers, motivating and coaching them to achieve quarterly targets and strategic business objectives. Cultivating a high-performance environment that prioritizes accountability, continuous improvement, and customer satisfaction. Recruiting, hiring, training, and developing top talent, building a pipeline of future leaders within the organization. Partnering with Marketing leadership to innovate on customer experiences, drive lead generation, and experiment with pricing and acquisition strategies. Collaborating 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. Regularly reporting on key metrics to identify strengths and areas for improvement, using data-driven insights to guide decision-making. Leading the team with a disciplined, data-driven approach to continually assess business performance and achieve quarterly sales targets. Driving strategies to boost engagement, upsell, and retention, rapidly testing data-driven ideas for continuous improvement. Acting 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. Creating and refining scalable processes to enhance team efficiency and overall performance.
Qualifications include 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. This is a remote role and can be based anywhere in the US (or Canada).
Compensation for this role includes on-target earnings (base pay + commissions) ranging from $240,000 to $330,000 USD, depending on location. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short-term and long-term disability coverage, life insurance, and 401k contribution.