Senior Director, Commercial Account Management

Overview

Lead a growing offshore team of frontline managers and 200+ Account Managers and sellers focused on expansion and retention within the CMRL customer base, owning Net ARR growth through upsell, cross-sell and strategic renewals.

What you'll do

• Directly manage frontline managers, coaching and motivating them to hit quarterly targets and broader strategic goals.
• Build a culture of accountability, continuous improvement, and customer satisfaction.
• Recruit, hire, and develop top talent, building a bench of future leaders.
• Scale sales teams from the ground up and lead 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.
• 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.

What you'll need

• 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.
• Strong operational acumen, with comfort using Salesforce, dashboards, AI tools, forecasting models, and pipeline analytics.
• 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.
• Proven ability to build and scale teams in fast-paced, high-growth SaaS environments.

Nice to have

• Experience leading offshore Sales, Account Management, or Customer Success teams.

Details

• Location: United States, remote.
• Some interviews or new-hire training sessions may be held in person at one of Motive's global offices.
• On-target earnings (base pay + commissions): $250,000 to $320,000 USD.
• Compensation may include restricted stock units for certain roles.
• Non-compete covenant may be required for US-based roles, depending on role and primary work location, excluding lawyers, interns, and employees in CA, MN, MT, ND, OK, or where otherwise prohibited by law.