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Motive is a fleet operations and safety platform serving nearly 100,000 customers across transportation, logistics, construction, energy, field service, and other industries. The company combines AI-driven visibility with operational and financial management tools for drivers, vehicles, equipment, and fleet spend.
As Manager of SMB Account Management, you will lead a global team of Account Executives focused on growing revenue within Motive's existing SMB customer base, which represents the majority of company revenue. You'll be responsible for scaling the team, setting and achieving monthly and quarterly bookings targets, and ensuring consistent execution of Motive's sales playbook.
Key responsibilities include:
- Leading a team of SMB Account Executives to exceed revenue and bookings targets
- Defining inbound/outbound appointment and pipeline targets with clear KPIs and accountability
- Driving execution of sales playbooks and collaborating with sales operations on CRM processes, training, and coaching
- Coaching the team on prospecting, qualifying, and closing upsell/cross-sell opportunities with shorter SMB sales cycles
- Overseeing disciplined pipeline planning and accurate forecasting for leadership visibility
- Leveraging Motive's full product portfolio (vehicle telematics, dashcam, card, new products) in sales pursuits
- Regularly reviewing calls and providing coaching to improve sales capabilities
- Tracking and forecasting business performance, identifying trends and opportunities
- Supporting complex deals and negotiations as needed
You'll work primarily remotely but should be willing to travel occasionally to Motive's Pakistan offices (Islamabad or Lahore) for team operations and strategic initiatives.
Required qualifications: 4+ years in international B2B sales (US market preferred), 2+ years in sales leadership within technology or product-driven companies, proven track record with short sales cycles in competitive markets, strong negotiation and pipeline management skills, and a self-starter mindset comfortable with ambiguity.
