Senior Director of Mid-Market Sales & Account Management, Motive
Fleet management platform for trucks
Be an early applicant
Fleet management platform for trucks
1001+ employees
Be an early applicant
1001+ employees
Company mission
To connect the world’s trucks.
Role
Who you are
- 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
- 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, 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 remote role and can be based anywhere in the in USA or Canada
What the job involves
- Motive is seeking a Senior Director of Mid-Market Sales & Account Management to lead a growing team responsible for driving expansion and retention within our Mid-Market 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 50+ 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 Success, and Onboarding teams to deliver an exceptional customer experience from first sale through renewal
- Leadership and Management: Directly manage second-line managers and a handful of frontline managers, motivating and coaching them to achieve quarterly targets and strategic business objectives. Cultivate a high-performance environment that prioritizes accountability, continuous improvement, and customer satisfaction
- Talent Development: Recruit, hire, train, and develop top talent, building a pipeline of future leaders within the organization. Demonstrable success in building and scaling sales teams from early stages and guiding transformational growth
- Strategic Collaboration: Partner with Marketing leadership to innovate on customer experiences, drive lead generation, and experiment with pricing and acquisition strategies. Collaborate 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
- Performance Analysis: Regularly report on key metrics to identify strengths and areas for improvement, using data-driven insights to guide decision-making. Lead the team with a disciplined, data-driven approach to continually assess business performance and achieve quarterly sales targets
- Customer Engagement: Drive strategies to boost engagement, upsell, and retention, rapidly testing data-driven ideas for continuous improvement. Act 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
- Process Optimization: Create and refine scalable processes to enhance team efficiency and overall performance
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 series F funding in 2022, which is being used to accelerate its investment in AI, expand its product offerings into spend management, 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
(COO)Studied Political Science and Government at University of California before founding KeepTruckin in 2013.
Shoaib Makani
(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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