Who you are

• 10+ years of experience in SaaS sales, account management, or customer success, with at least 4+ years in leadership roles
• Demonstrated success leading CMRL or MM customer segments with complex deal cycles, cross-functional dependencies, and strategic renewal motions
• Strong operational acumen and comfort working with Salesforce, dashboards, AI tools, forecasting models, and pipeline analytics
• Experience with value-based selling, solution consulting, 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
• This is remote role and can be based anywhere in the in US or Canada

What the job involves

• Motive is seeking a Director of Networks Sales & Account Management to lead the strategic direction and operational execution of our most complex account structures
• This is a high-impact leadership role focused on driving expansion and retention within Motive’s "Network" customer base — entities that operate via a "Parent" relationship with a vast, distributed network of associated businesses (e.g., franchises, portfolio companies, independent contractors, and channel partners)
• You will lead a high-performing organization of Account Managers responsible for maximizing Net ARR
• Your challenge is unique: you must help support executive alignment at the corporate "Parent" level while owning adoption and growth across the "Long-tail" network
• You will collaborate cross-functionally with Product, Marketing, and Operations to build a seamless customer journey for these multi-layered ecosystems
• Leadership and Management: Directly manage second-line managers and a handful of frontline managers, motivating and coaching them to achieve quarterly targets and strategic business objectives. Cultivate a high-performance environment that prioritizes accountability, continuous improvement, and customer satisfaction
• Network Strategy & Expansion: Develop and execute GTM strategies specifically designed for "Parent/Child" account models. You will oversee the end-to-end lifecycle, ensuring that as the Parent company grows, Motive accelerates adoption across their independent contractors and franchises
• Operational Excellence: Partner with Sales Ops and Finance to manage the unique billing and onboarding complexities inherent in network accounts. Refine processes to ensure "long-tail" entities can be spun up and managed efficiently
• Talent Development: Recruit, hire, train, and develop top 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. You will coach leaders on how to navigate the nuances of distributed network sales and retention
• Strategic Collaboration: Partner with Marketing leadership to innovate on customer experiences, drive lead generation, and experiment with pricing and acquisition strategies. Collaborate with Product, Sales, Onboarding, and Strategy leaders to identify customer needs, influence roadmap decisions, and design cohesive sales programs, incentive plans, and GTM strategies that connect across global functions for a seamless customer journey
• Performance Analysis: 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 sales targets
• Customer Engagement: Drive strategies to boost engagement, upsell, and retention, rapidly testing data-driven ideas for continuous improvement. Act as a customer-facing escalation point for complex deals, using executive relationships to resolve challenges, align strategies, and ensure successful closures with exceptional customer experience