VP, SMB Sales & Account Management

The role

This leader will oversee a global inside sales and account management organization. You will drive digital transformation by integrating AI and automation into the GTM engine to manage SMB customers.

What you will do

• Modernize GTM operation by embedding AI automation and tech-touch workflows
• Oversee a global inside sales and account management organization
• Partner with US-based Directors to maintain operational rigor and performance management
• Analyze customer data to separate controllable churn from market attrition
• Partner with Lifecycle Marketing and Product teams to establish automated triggers
• Build and scale playbooks to attach additional products to customers
• Overhaul auto-renewal and billing processes
• Collaborate with Business Development to explore monetization strategies

Required qualifications

• 10+ years of progressive sales, account management, or post-sales leadership experience
• Track record of managing distributed, high-headcount inside orgs
• Expertise in leveraging AI, tech-touch automation, and product telemetry
• Operational expertise in post-sales, customer retention, churn mitigation, and expansion motions within SMB B2B SaaS or Hardware/Software (IoT) environments
• Highly analytical decision-maker
• Ability to collaborate with Product and Product Marketing teams
• Willingness to travel up to 3 weeks per quarter to regional hubs and international centers
• Authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations

Nice to have

• Experience transforming or scaling down manual support/sales workflows through technology

About the company

Motive empowers people who run physical operations with tools to make work safer, more productive, and more profitable. The platform serves nearly 100,000 customers across various industries.