VP, SMB Sales & Account Management
Motive
Salary undisclosed
Need a reasonable accommodation to apply or interview? Contact us.
JobMinglr uses automated technology to recommend jobs based on profile information and job preferences. Match Score does not determine eligibility for a position, prevent a user from viewing or applying to a job, or make hiring decisions on behalf of an employer.
Description
Who we are:
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 nearly 100,000 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.
About the Role:
Motive is looking for an exceptional, operational, and data-driven Vice President, SMB to lead our high-volume inside sales and account management organization. Managing a book of business across SMB customers, this leader will oversee a global organization of New Logo reps and Account Managers primarily based in Lahore and Islamabad, Pakistan, managed through US-based Director-level leadership in Austin.
This is a transformative, high-impact mandate. We are seeking a forward-thinking executive to drive our digital transformation, blending human talent with AI-driven workflows, product-led growth (PLG) triggers, and automated customer lifecycle orchestration. You will modernize our GTM engine, stabilize controllable churn, elevate multi-product cross-sell attach rates, and turn our SMB motion into a world-class model of operational efficiency.
What You'll Do:
- Drive Digital Transformation & AI Integration: Modernize a large-scale, human-heavy GTM operation by identifying repetitive tasks and embedding AI automation, self-service tools, and tech-touch workflows across the customer journey.
- Lead a Global, Distributed Team: Oversee an inside sales and account management organization. Partner with US-based Directors in Austin to maintain high operational rigor, performance management, coaching, and alignment across frontline offshore teams.
- Master Churn Analytics & Forecasting: Deep-dive into aggregate customer data across SMB accounts to separate controllable churn (onboarding friction, billing issues, product gaps) from uncontrollable market attrition, implementing actionable levers to maximize retention.
- Automate Customer Lifecycle Touchpoints: Partner closely with Lifecycle Marketing and Product teams to establish usage-based automated triggers that anticipate customer needs, drive proactive interventions, and improve customer health scores.
- Expand Core Customer ACV & Cross-Sell: Build and scale repeatable playbooks to attach 3rd and 4th products (such as AI Dashcam Plus and telematics safety suites) to raise average deal values and scale core customer accounts.
- Fix & Proactively Manage Renewals: Overhaul auto-renewal and billing processes to eliminate customer friction, improve trust, and resolve public sentiment issues on platforms like G2 and Trustpilot.
- Explore Base Monetization & Strategic Partnerships: Collaborate with Business Development to explore innovative monetization strategies across our customer base (e.g., embedded commercial insurance partnerships).
What We're Looking For:
- Proven Large-Scale Leadership: 10+ years of progressive sales, account management, or post-sales leadership experience, with a track record of managing distributed, high-headcount inside orgs (hundreds of team members across global/offshore hubs like LatAm, India, Philippines, or Pakistan).
- AI & Automation Mindset: Strong expertise in leveraging AI, tech-touch automation, and product telemetry to streamline high-volume operations. Experience transforming or scaling down manual support/sales workflows through technology is strongly preferred.
- Post-Sales & Account Management Depth: Deep operational expertise in post-sales, customer retention, churn mitigation, and expansion motions within SMB B2B SaaS or Hardware/Software (IoT) environments.
- Relentlessly Data-Driven: Highly analytical decision-maker who relies on quantitative metrics over qualitative anecdotes to solve complex operational challenges.
- Product-To-Sales Fluency: Ability to collaborate closely with Product and Product Marketing teams to build tight feedback loops that resolve reliability issues and drive product-led expansion.
- Travel Flexibility: Willingness to travel up to 3 weeks per quarter to regional hubs (SF, Austin, Nashville) and site visits to international centers.
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.
Please review our Candidate Privacy Notice here.
UK Candidate Privacy Notice here.
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.
Regarding US-based roles, depending on your role and primary work location, Motive Technologies, Inc. (“Employer”) discloses candidates may be required to execute a non-compete covenant with the Employer. This requirement does not apply to lawyers, interns, or employees working in CA, MN, MT, ND, OK, or where otherwise prohibited by law.
Non-compete covenant terms in all other jurisdictions will be subject to the applicable statutory requirements, including but not limited to, procedures, industry related prohibitions, or salary and compensation thresholds.
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
About this role
Leading Motive's SMB sales and account management operation means taking ownership of a global, high-volume inside sales organization spanning offshore teams in Pakistan and US-based leadership in Austin. You'll inherit a large, human-dependent GTM engine and transform it into an AI-driven, data-obsessed machine—automating repetitive workflows, embedding product-led growth triggers, and modernizing how customers are onboarded, retained, and expanded. The mandate is concrete: stabilize controllable churn by diagnosing what's fixable (billing friction, onboarding gaps, product reliability), drive cross-sell attach rates on higher-value product bundles, and turn renewal and billing processes from pain points into trust-builders.
This role demands 10+ years managing distributed, high-headcount inside sales or post-sales teams, ideally across offshore hubs. You need deep expertise in SMB SaaS or IoT environments, a relentless analytical approach to churn and retention metrics, and genuine fluency with both AI automation and product teams. The work is operational and hands-on—you'll partner closely with Lifecycle Marketing and Product to build automated customer health workflows, collaborate with Business Development on monetization partnerships, and maintain rigor across frontline teams through US-based Directors. Expect to travel up to three weeks per quarter to regional hubs and international centers.
This is an in-office role based in Nashville, suited for an executive who thrives on scaling efficiency through technology and data, not just headcount, and who can balance strategic vision with the operational discipline required to manage a complex, geographically distributed organization.
This role's local market on JobMinglr
Pay for this role
The employer didn't post a pay range for this role. That usually means pay is set in negotiation, which favors whoever arrives with numbers. Check ranges on comparable VP, SMB Sales & Account Management postings in Nashville, and analyze any offer before you accept it.
Before you apply, worth reading
How JobMinglr reads this job
Every listing here is scored against your profile before you apply: skills overlap, experience level, location and work arrangement, each weighted and explained. You see the score and the reasons, not just a list. How the matching works.