Manager, Commercial Account Management

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.

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About the Role

As a Manager, Commercial Account Management, you will lead a team responsible for fast-growing accounts that sit between SMB and Mid-Market, often requiring more nuanced account management strategies. Your team of Commercial Account Managers will own monthly and quarterly revenue targets by expanding and retaining customers who have grown beyond the SMB stage but are not yet in Mid-Market.

You’ll shape and scale a global commercial sales team through coaching and structured processes. While the role is primarily remote, you will oversee Commercial Account Managers based in Pakistan (Islamabad or Lahore) and should be willing to travel periodically for strategic planning and in-person collaboration.

What You’ll Do

• Meet and exceed commercial revenue goals through a team of Account Managers focused on growing and retaining existing commercial accounts.

• Set and optimize pipeline targets (both inbound and outbound), ensuring that KPIs align with organizational and revenue objectives.

• Drive consistent execution of Motive’s sales methodologies, partnering with sales operations to ensure CRM alignment, training, and coaching programs.

• Guide your team on prospecting, qualifying, selling, and closing upsell or cross-sell deals within existing commercial accounts, helping them hit monthly, quarterly, and annual quotas.

• Implement and maintain disciplined pipeline planning, collaborating with leadership for accurate forecasting.

• Oversee the team’s effective use of Motive’s product suite (VG, Dashcam, Motive Card, new solutions), reinforcing best practices in negotiation and value positioning.

• Coach Account Executives through regular call reviews, deal strategy sessions, and performance evaluations to continuously enhance sales performance.

• Provide leadership with clear forecasts and trend analyses, highlighting growth opportunities and potential risks within the Commercial segment.