Opportunity at
MotiveManager, SMB Account Management
Motive is hiring a Manager for SMB Account Management to run a global team of account managers. The SMB book is the company's largest in customer…
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About This Role
Motive is hiring a Manager for SMB Account Management to run a global team of account managers. The SMB book is the company's largest in customer count and provides most of its revenue. Those customers include freight carriers, trucking firms, logistics operators, builders, energy-sector companies, local service providers, and similar businesses. The posting describes the role as primarily remote, with occasional travel to Motive's offices in Islamabad or Lahore. The…
Job Description
Motive is hiring a Manager for SMB Account Management to run a global team of account managers. The SMB book is the company's largest in customer count and provides most of its revenue. Those customers include freight carriers, trucking firms, logistics operators, builders, energy-sector companies, local service providers, and similar businesses. The posting describes the role as primarily remote, with occasional travel to Motive's offices in Islamabad or Lahore.
The manager drives the team toward monthly and quarterly bookings and revenue by selling Motive's products, including vehicle gateways, dashcams, and Motive Card, into existing SMB accounts. The manager sets inbound and outbound appointment and pipeline goals, tracks KPIs, and makes sure the team follows the sales playbook alongside sales operations.
Day to day, the manager coaches account executives on finding, qualifying, and closing upsell and cross-sell business. The manager reviews calls, supports demos, joins difficult negotiations, enforces pipeline hygiene, and reports performance, risk, and emerging trends to leadership. Because SMB deals close quickly, coaching centers on speed as well as quality.
Candidates need four or more years of international sales experience, with US market exposure preferred, and a record of short-cycle B2B selling in a crowded market. Two or more years in sales leadership is a plus, ideally at a technology or product company. Strong contract and negotiation skills and the initiative to take on loosely defined projects are expected. No salary or benefits are listed.
Responsibilities
- Lead the team toward bookings and revenue targets on existing SMB accounts
- Set inbound and outbound appointment and pipeline targets, and track results against KPIs
- Apply the sales playbook together with sales operations, aligning CRM practices, training, and coaching
- Coach account executives on finding, qualifying, and closing upsell and cross-sell deals
- Review pipeline plans and forecasts so leadership has an accurate view of deals
- Bring Motive's full product lineup into each pursuit, using value-based selling and negotiation
- Review calls and build account executives' ability to shorten sales cycles
- Sit in on demos and take over bigger, trickier negotiations as required
Requirements
- Four or more years in international sales, with US market experience preferred
- A proven B2B sales record with short cycles in a fast, competitive market
- Strong contract and negotiation skills
- Ability to enforce disciplined pipeline management
- A self-starter who can take on unclear projects and carry them through
Qualifications
- Two-plus years in sales leadership, ideally at a tech or product-led business
Core Skills
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is this job based?
The posting lists Pakistan as the location. It describes the role as primarily remote, with occasional travel to the Islamabad or Lahore offices.
What sales experience is required?
At least four years in international sales, with US market experience preferred.
Does the posting list a salary?
No. The posting does not state a salary, pay range, or benefits.
What does the role focus on?
It focuses on growing existing SMB customer accounts through upsell and cross-sell rather than new-logo acquisition.
Sample Interview Questions
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