Director of Commercial Sales & Account Management

Responsibilities

Motive is seeking a Director of Commercial Sales & Account Management to lead a growing offshore team focused on expansion and retention within our CMRL customer base

This senior leader will own Net ARR growth through a combination of upsell/cross-sell strategy and strategic renewals management

As a second-line leader, you’ll oversee a team of 100+ offshore Account Managers and sellers who manage complex customer relationships across multiple industries and product lines

This is a customer-facing, results-oriented role that blends sales leadership with lifecycle strategy. You’ll work cross-functionally with Product, Marketing, Customer Support, and Onboarding to deliver a seamless customer experience from first sale through renewal

Directly manage frontline managers — coaching and motivating them to hit quarterly targets and broader strategic goals, while building a culture of accountability, continuous improvement, and customer satisfaction

Recruit, hire, and develop top talent, building a bench of future leaders. Bring demonstrated experience scaling sales teams from the ground up and leading through periods of transformational growth

Partner with Marketing on customer experience, lead generation, and pricing/acquisition strategy. Work with Product, Sales, Onboarding, and Strategy leaders to surface customer needs, inform roadmap decisions, and design incentive plans and GTM strategies that create a cohesive, connected customer journey across global functions

Track and report on key performance metrics, using data to identify strengths, close gaps, and guide decisions toward quarterly sales targets

Drive engagement, upsell, and retention strategies, testing and iterating quickly. Serve as the customer-facing escalation point for complex deals, leveraging executive relationships to resolve challenges and close successfully

Build and refine scalable processes that improve team efficiency and performance

Qualifications

We’re looking for a sales leader who thrives in high-growth environments, understands the nuances of SMB/Commercial relationship management, and has a track record of building consultative, value-driven teams

Proven 10+ years of experience in SaaS sales, account management, or customer success, including 4+ years in a leadership role

Proven success leading SMB, Commercial, or Mid-Market segments through complex deal cycles, cross-functional dependencies, and strategic renewal motions

Experience with value-based selling and/or multi-product growth motions

Excellent communicator and cross-functional collaborator with the ability to influence up, down, and across the organization

Strong operational acumen, with comfort using Salesforce, dashboards, AI tools, forecasting models, and pipeline analytics

Experience leading offshore Sales, Account Management, or Customer Success teams (a plus, but not required)

Proven ability to build and scale teams in fast-paced, high-growth SaaS environments

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