What You'll Do:

As an Enterprise Account Manager, you will be integral to driving growth and maintaining strong relationships within our Enterprise sales segment, focusing on U.S.-based customers with 150-999 vehicles. This role combines strategic sales practices with proactive account management, ensuring that clients receive exceptional service while identifying opportunities for revenue expansion through upsells, cross-sells, renewals, and product adoption.

We are looking for driven and experienced SaaS sales professionals with a consultative approach, strong problem-solving skills, and the ability to execute strategic account plans while navigating complex sales cycles. This is a remote position with occasional travel (~20%) to client sites for relationship building and support.

What You'll Do:

• Serve as the primary point of contact for assigned accounts, proactively identifying needs, resolving issues, and managing overall account health to drive retention and revenue growth.
• Develop and implement strategic account plans that align with client goals, focusing on upsells, cross-sells, and renewals.
• Lead discovery calls, product demos, and trials to understand business challenges and align Motive’s solutions to customer goals.
• Monitor account health, addressing potential issues swiftly and coordinating with internal teams to mitigate risks and ensure customer satisfaction.
• Maintain detailed account records, tracking key interactions, customer feedback, and sales activities in CRM.
• Collaborate closely with Sales Engineering to address technical inquiries and ensure smooth product integration and adoption.
• Conduct regular business reviews to assess product adoption, gather feedback, and present tailored solutions that drive value.
• Demonstrate a consistent attention to detail in accurate sales forecasting and KPI tracking.

What We're Looking For:

• Bachelor's degree required.
• 4+ years of SaaS sales experience in a customer expansion or account management role, ideally within a enterprise, complex SaaS or technical sales environment.
• Demonstrated success in achieving sales goals, such as President’s Club or Rep of the Year.
• Strong consultative sales methodology and negotiation skills (MEDDIC/MEDDPICC experience is a plus).
• Technical aptitude with the ability to demonstrate a moderately complex product effectively.
• Excellent communication and presentation skills, capable of translating technical concepts to non-technical stakeholders.
• Self-starter who thrives in a fast-paced, dynamic environment and takes initiative to solve complex problems.
• Strong organizational skills with the ability to manage multiple accounts and competing priorities effectively.
• Growth-oriented with a passion for continuous learning and a drive to understand customer business models.

• About the Role

  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.

  Responsibilities

  • 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.

  Qualifications

  • 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
  
  Location: Remote — United States or Canada