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 more than 120,000 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.
Motive is seeking an experienced and strategic Director of SMB Expansion Sales to drive the growth of our existing small and medium-sized customer base. This senior leadership role will oversee the development and execution of strategies to enhance customer engagement, increase upsell and cross-sell opportunities, and minimize churn. You will lead a dynamic team of sales professionals, fostering a high-performance culture focused on achieving ambitious growth targets.
We are looking for a proven leader with extensive sales and customer success experience, particularly within a value-based sales motion. The ideal candidate will bring strong strategic and analytical thinking, a customer-centric approach, and the ability to collaborate effectively across multiple departments to drive overall business success
- Directly manage a team of frontline managers, motivating and coaching them to achieve monthly/quarterly targets and strategic business objectives. Cultivate a high-performance environment that prioritizes accountability, continuous improvement, and customer satisfaction.
- Recruit, hire, train, and develop top sales talent, building a pipeline of future leaders within the organization. Demonstrable success in building and scaling sales teams from early stages and guiding transformational growth.
- Partner with Marketing leadership to innovate on customer experiences, drive lead generation, and experiment with pricing and acquisition strategies. Collaborate with Sales, Onboarding, and Strategy leaders to design effective sales programs, incentive plans, and cohesive strategies that connect across global GTM functions for a seamless customer journey.
- Regularly report on key metrics to identify strengths and areas for improvement, using data-driven insights to guide decision-making. Lead the team with a disciplined, data-driven approach to continually assess business performance and achieve quarterly and annual sales targets.
- Develop and implement strategies to drive customer engagement, increase upsell opportunities, and reduce churn. Rapidly test new ideas, leveraging data and insights to innovate and improve continuously.
- Create and refine scalable processes to enhance team efficiency and overall performance. Act as an escalation point to help resolve issues, triage problems, and support account growth as needed.
- 10+ years in sales operations/management, with at least 4+ years leading Inside Sales teams (ideally in a SaaS environment).
- Proven track record of building and managing high-performing teams, with a focus on strategic and operational excellence.
- Strong analytical, planning, and problem-solving capabilities with a deep understanding of sales metrics, performance standards, and methodologies.
- Extensive knowledge of SMB sales processes and value-based sales methodologies, with a deep understanding of the unique needs and requirements of a distributed SMB sales team.
- Exceptional communication skills with the ability to inspire and influence both internal teams, partners, and external customers.
- Bachelor’s degree required; MBA or advanced degree preferred.
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The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:
United States
$198,000—$301,000 USD
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What We Do
Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. The Motive Automated Operations Platform combines IoT hardware with AI-powered applications to automate vehicle and equipment tracking, driver safety, compliance, maintenance, spend management, and more. Motive serves more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery. Visit gomotive.com to learn more.
Why Work With Us
We work hard, with humility and we see our efforts rewarded in tangible ways every day. At Motive, you’ll have the chance to make a difference for the drivers who keep our world moving. We trust each other to do great work because together we can achieve collective goals that reach beyond the physical economy.
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Motive Offices
Remote Workspace
Employees work remotely.