Manager, SMB Account Management

Full Job Description

Who we are:

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.

Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.

Visit gomotive.com to learn more.

About the Role

As a Manager, SMB Account Management, you’ll have the opportunity to work with Motive’s largest volume of customers, who collectively represent the majority of Motive’s revenue stream. Our technology solutions create efficiencies and drive revenue growth for businesses in the physical economy—trucking, freight & logistics, construction, oil and gas, local delivery/services, and more.

We’re looking for a seasoned sales leader who is driven, an exceptional communicator, and a strong people manager. In this role, you will scale and manage a global team of SMB Account Managers, guiding them to achieve monthly and quarterly revenue targets by selling Motive’s products and services into existing SMB customer accounts. While this role is primarily remote, you’ll oversee day-to-day operations of the SMB Account Management team and should be willing and able to travel occasionally to one of our Pakistan offices (Islamabad or Lahore).

What You’ll Do

• Lead and exceed bookings and revenue targets through a team of SMB Account Executives who focus on growing existing customer accounts.

• Define inbound/outbound appointment and pipeline targets, ensuring consistent execution, accountability, and performance metrics (KPIs).

• Drive consistent execution of Motive’s sales playbook, collaborating with sales operations to align CRM processes, training, and coaching programs.

• Coach and measure the team’s effectiveness in prospecting, qualifying, selling, and closing upsell or cross-sell opportunities with SMB customers to achieve quota.

• Oversee disciplined pipeline planning, ensuring accurate forecasts and clear deal status for leadership visibility.

• Leverage Motive’s portfolio (VG, Dashcam, Motive Card, new products) in every sales pursuit, emphasizing best practices in negotiation and value-based selling.

• Regularly review calls and coach Account Executives to continuously improve their sales capabilities, focusing on shorter sales cycles typical in SMB segments.

• Track, audit, and forecast business performance to leadership, highlighting trends, risks, and opportunities.

• Step in to support demos and negotiate larger or more complex deals as needed.

What We’re Looking For

• 4+ years in international sales (US market preferred).

• 2+ years in sales leadership (plus), ideally within a technology or product-driven company.

• Proven B2B sales track record with short sales cycles in a fast-paced, highly competitive market.

• Outstanding contractual and negotiation skills.

• Demonstrated ability to enforce pipeline management best practices.

• A self-starter mindset—comfortable taking on ambiguous projects and leveraging resources to drive them to completion.

Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.

Please review our Candidate Privacy Notice here.

UK Candidate Privacy Notice here.

The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.

All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.

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