10+ years of leadership experience in sales or account management, particularly in high-volume, distributed teams.
Expertise in AI and automation to enhance operational efficiency in sales processes.
Strong background in post-sales and customer retention strategies within SMB B2B SaaS or IoT sectors.
Data-driven decision-maker with a focus on quantitative metrics for operational challenges.
Ability to collaborate effectively with Product and Marketing teams for product-led growth.
Willingness to travel up to 3 weeks per quarter for regional and international site visits.
Responsibilities
Drive digital transformation by integrating AI and automation into sales operations.
Lead a global inside sales and account management team, ensuring alignment with US-based directors.
Analyze customer data to identify and mitigate controllable churn factors.
Automate customer lifecycle touchpoints to enhance proactive engagement and improve health scores.
Develop playbooks to increase average deal values through cross-selling additional products.
Revamp renewal and billing processes to enhance customer trust and satisfaction.
Collaborate with Business Development to explore innovative monetization strategies.
Benefits
Opportunity to lead a transformative digital initiative in a high-impact role.
Work with a globally distributed team, enhancing cross-cultural collaboration.
Engagement in cutting-edge AI and automation technologies.
Chance to shape customer experience and operational efficiency in a growing company.
Flexibility in travel for professional development and team alignment.
Full Job Description
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.
About Motive
Motive is a software company that provides cloud-based solutions for the automotive industry. The company's products include customer relationship management (CRM) software, sales and service applications, and data analytics tools. Motive was founded in 2003 and is headquartered in Emeryville, California. The company has a strong focus on innovation and has received numerous awards for its products and services. Motive has a small team of around 200 employees and is privately held.
