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MotiveSenior Director, Commercial Account Management
Motive seeks a Senior Director of Commercial Account Management to oversee an expanding offshore group concentrating on growth and retention inside its CMRL accounts. The role…
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About This Role
Motive seeks a Senior Director of Commercial Account Management to oversee an expanding offshore group concentrating on growth and retention inside its CMRL accounts. The role is on-site in the United States, and the listing gives on-target earnings, base plus commissions, of $250,000 to $320,000 USD. The director is responsible for net ARR growth through upsell, cross-sell and strategic renewals. This is a third-line leadership post. The director leads first-line…
Job Description
Motive seeks a Senior Director of Commercial Account Management to oversee an expanding offshore group concentrating on growth and retention inside its CMRL accounts. The role is on-site in the United States, and the listing gives on-target earnings, base plus commissions, of $250,000 to $320,000 USD. The director is responsible for net ARR growth through upsell, cross-sell and strategic renewals.
This is a third-line leadership post. The director leads first-line managers, each supervising part of a workforce of more than two hundred offshore account managers and sellers, handling complex relationships across industries and product lines. Duties include coaching managers toward quarterly goals, recruiting and developing talent so that future leaders are ready, and building a culture of accountability and customer satisfaction. Collaboration with marketing covers customer experience, lead flow and pricing; alongside product, sales, onboarding and strategy groups the director brings customer needs into planning, shapes incentive schemes and links each stage from first purchase to renewal. The director also runs quick experiments on engagement, upsell and retention and steps in as the top escalation contact for hard deals.
Expected background: ten-plus years across software selling, account handling or customer success, with four-plus years in a leadership seat. Candidates should show they have steered small-business, commercial or mid-market books through complicated deals and major renewals, and have stood up teams from nothing. Fluency with CRM systems, reporting dashboards, AI assistants, forecast models and pipeline analysis is important, and so is value-led selling across several products. Leading offshore teams is a plus but not required.
Responsibilities
- Coach frontline managers toward quarterly targets and wider strategic goals
- Recruit, hire and develop people so that a pool of future leaders exists
- Coordinate with marketers on client experience, lead flow and price-setting
- Work alongside product, sales, onboarding and strategy colleagues to design rewards and launch plans
- Track key metrics and use the numbers to close performance gaps
- Test and iterate on engagement, upsell and retention approaches
- Serve as the escalation point for complex deals
- Streamline processes that make the team more efficient
Requirements
- Ten-plus years across software selling, account handling or customer success
- Four or more years in a leadership role
- Demonstrated outcomes steering small-business, commercial or mid-market books through complicated deals
- Experience scaling a sales team up from the ground level
- Comfort with Salesforce, dashboards, AI tools, forecasting and pipeline analytics
- Experience with value-based selling or multi-product growth
- Skill building and growing teams inside quick-paced software companies
Qualifications
- Experience leading offshore teams in selling, account handling or customer success
Core Skills
Benefits
- Medical, pharmacy, vision and dental coverage
- Paid vacation and paid sick leave
- Disability protection, both short-term and long-term
- Life insurance
- 401(k) contribution
- Benefit eligibility rules apply
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is the role based?
The listing is on-site in the United States.
What is the posted earnings range?
On-target earnings, base pay plus commissions, are $250,000 to $320,000 USD.
How large is the team?
The director oversees first-line managers who lead an offshore group of more than two hundred account managers and sellers.
What experience is needed?
Ten-plus years across software selling, account handling or customer success, including four years in leadership.
Sample Interview Questions
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