Director of Enterprise Account Management, Motive
$243-330k
OTE
Fleet management platform for trucks
Be an early applicant
Fleet management platform for trucks
1001+ employees
Be an early applicant
$243-330k
OTE
1001+ employees
Company mission
To connect the world’s trucks.
Role
Who you are
- 10+ years of experience in SaaS Account Management sales, enterprise sales leadership, or revenue-focused account leadership
- 4+ years as a second-line leader managing multiple teams of enterprise-focused sellers or account managers
- Demonstrated success owning, retaining, and expanding revenue within complex Enterprise and Strategic customer segments
- Strong operational acumen and experience working with tools such as Salesforce, sales analytics dashboards, and revenue forecasting metrics
- Experience building scalable account management programs that drive retention, renewal, and significant account expansion
- Excellent communicator with the ability to influence stakeholders across multiple functions
- Proven ability to build and scale quota-carrying teams in fast-growing SaaS environments
What the job involves
- 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
- These Account Managers own their accounts outright and are focused on driving retention, securing renewals, and uncovering all expansion opportunities within the existing account base
- The Director of Enterprise Account Management will play a critical role in helping these teams navigate complex enterprise organizations, focusing heavily on 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
- We’re looking for a sales-driven, customer-focused leader who thrives in a high-growth environment, understands how to scale account management organizations, and has a track record of building high-performing teams that deliver exceptional revenue and customer outcomes
- Leadership and Team Management: Lead a geographically distributed Enterprise and Strategic Account Management sales organization. Develop and support frontline managers while fostering a high-performance culture centered on sales accountability, collaboration, and quota attainment
- Account Ownership & Revenue Growth: Guide the team in full account ownership, driving retention, negotiating renewals, identifying expansion opportunities, and closing deals within complex enterprise accounts
- Business Value Realization & Executive Alignment: Develop strategies for Account Managers to effectively demonstrate business value realization to complex enterprise customers. Work with the team to proactively monitor customer health and identify risk and expansion opportunities. Ensure the team is successfully building and expanding executive connections across the account base to secure long-term partnerships and upsell opportunities
- Talent Development: Recruit, hire, and develop top Enterprise Account Management sales talent. Establish strong coaching frameworks and career development pathways that support the growth of individual contributors and frontline managers
- Cross-Functional Collaboration: Partner closely with Sales Operations, Product, Customer Support, and Implementation teams to improve the overall customer lifecycle and support expansion efforts. Bring customer insights back to internal teams to influence product development and enhance the value proposition for enterprise clients
- Performance & Sales Insights: Track and analyze key sales metrics, pipeline generation, and renewal forecasting to identify opportunities to strengthen net revenue retention. Use data-driven insights to guide team strategy and sales operational improvements
- Executive Customer Engagement: Serve as a senior escalation point and executive sponsor for strategic accounts, helping resolve complex challenges, negotiate major renewals, and ensure strong long-term partnerships
- Process Optimization: Develop and refine scalable sales processes, account planning models, and operational playbooks that enable the Account Management organization to consistently hit revenue targets as the business grows
Our take
Trucking is a huge but fragmented industry that was largely ignored by Silicon Valley until companies such as Motive (formerly KeepTruckin) came along. The integrated fleet management platform acts as air traffic control for trucks, bringing drivers online and into the 21st century.
The company offers both hardware and software solutions to freight companies, allowing them to manage their fleet and keep their drivers safe. One of these solutions is an AI-powered dashcam that detects unsafe driving behavior in real time and instantly alerts the driver.
The platform, which is used by over 120,000 companies, from small businesses to Fortune 500 enterprises, received $150 million in VC in 2025, which is being used to accelerate its investment in AI and grow its enterprise capabilities.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-13% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
May 2022
$150m
SERIES F
Jun 2021
$190m
SERIES E
Total funding: $567.3m
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Obaid Khan
(Co-Founder & Board Member)Studied Political Science and Government at University of California before founding KeepTruckin in 2013.
Shoaib Makani
(Co-Founder & CEO)Studied Government & Economics at LSE. Analytics Intern at Yahoo. Worked for a year at Google as APMM. Went on to work in Business Development at AdMob.
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