Manager, Mid-Market Account Management - Remote

Overview

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.

In Short

• Lead and exceed revenue objectives through a team of Mid-Market Account Managers focusing on sophisticated upsell, cross-sell, and retention.
• Define and execute pipeline targets, ensuring your team applies disciplined CRM usage and accurate deal tracking.
• Implement consistent sales methodologies, partnering with operations to refine processes and establish advanced training/coaching programs.
• Coach your team on complex prospecting, qualifying, selling, and closing processes tailored to the multi-layered needs of mid-market customers.
• Enforce pipeline planning discipline, providing leadership with detailed forecasts and insights into deal status.
• Promote expert-level adoption of Motive’s solutions (VG, Dashcam, Motive Card, new products), demonstrating how these offerings solve complex problems for mid-market clients.
• Conduct regular call reviews, strategy sessions, and performance check-ins, ensuring each Account Manager excels in consultative selling and high-level negotiation.
• Communicate effectively with senior and C-level stakeholders, both internally and externally, bringing forward key insights on mid-market trends.
• Step in to deliver demos and lead negotiations on the largest or most intricate deals within your team’s pipeline.

Requirements

• 6+ years of international sales experience (US market preferred).
• 3+ years in sales leadership, managing teams that handle complex B2B accounts (mid-market or enterprise).
• A proven record of success in B2B sales with complex deal negotiations and longer sales cycles.
• Superior contractual and negotiation skills, effective in engaging senior or C-level contacts.
• Expert in pipeline management; able to hold teams accountable to forecasting and performance targets.
• Exceptional leadership and communication skills, adept at building high-performance teams for demanding customer segments.
• A strategic, solutions-oriented mindset, comfortable with fast-paced and evolving business environments while consistently delivering results.

Benefits

• Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.