Manager, SMB Account Management

Overview

Lead and scale a global team of SMB Account Managers to hit monthly and quarterly revenue targets by selling Motive's products and services into existing SMB customer accounts.

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 you'll need

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

Nice to have

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

Details

• Primarily remote; willing and able to travel occasionally to one of Motive's Pakistan offices (Islamabad or Lahore).
• Some interviews or new-hire training sessions may be held in person at one of Motive's global offices.
• Applicants must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.