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Motive is seeking a Vice President of SMB Sales & Account Management to lead a transformative, high-impact organization focused on inside sales and account management. You will oversee a global team of New Logo representatives and Account Managers, primarily based in Lahore and Islamabad, Pakistan, with US-based Director-level leadership in Austin.
In this role, you will drive digital transformation by modernizing a large-scale, human-heavy go-to-market operation through AI automation, self-service tools, and tech-touch workflows. You will lead a distributed global team, maintaining high operational rigor, performance management, and coaching across frontline offshore teams in partnership with US-based Directors.
Key responsibilities include: mastering churn analytics and forecasting by analyzing aggregate customer data to identify controllable churn drivers (onboarding friction, billing issues, product gaps) and implementing actionable retention levers; automating customer lifecycle touchpoints through collaboration with Lifecycle Marketing and Product teams to establish usage-based triggers that drive proactive interventions; expanding core customer ACV and cross-sell by building repeatable playbooks to attach additional products (AI Dashcam Plus, telematics safety suites) and raise average deal values; overhauling auto-renewal and billing processes to eliminate customer friction and improve trust; and exploring innovative monetization strategies and strategic partnerships (e.g., embedded commercial insurance).
Motive empowers people who run physical operations with tools to make their work safer, more productive, and more profitable. The platform serves nearly 100,000 customers—from Fortune 500 enterprises to small businesses—across transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
REQUIREMENTS:
- 10+ years of progressive sales, account management, or post-sales leadership experience
- Proven track record managing distributed, high-headcount inside organizations (hundreds of team members across global/offshore hubs such as LatAm, India, Philippines, or Pakistan)
- Strong expertise in leveraging AI, tech-touch automation, and product telemetry to streamline high-volume operations
- Experience transforming or scaling down manual support/sales workflows through technology (strongly preferred)
- Deep operational expertise in post-sales, customer retention, churn mitigation, and expansion motions within SMB B2B SaaS or Hardware/Software (IoT) environments
- Highly analytical decision-maker who relies on quantitative metrics to solve complex operational challenges
- Ability to collaborate closely with Product and Product Marketing teams to build tight feedback loops
- Willingness to travel up to 3 weeks per quarter to regional hubs (SF, Austin, Nashville) and international centers
