Manager, Mid-Market Account Management

About the Role

As a Manager, Mid-Market Account Management, you will oversee a specialized team that manages Motive’s larger, more complex US-based customers. These accounts typically require strategic relationship management, in-depth product knowledge, and the ability to navigate complex organizational structures. Your team of Mid-Market Account Managers will drive monthly and quarterly revenue by expanding and retaining high-value existing accounts.

We need a senior leader with advanced sales acumen, proven software solutions expertise, and a knack for coaching high-performing teams. While the role is primarily remote, you’ll oversee day-to-day operations for Mid-Market Account Managers in Pakistan (Islamabad or Lahore), with occasional travel for strategic meetings.

What You’ll Do

• Lead and exceed revenue objectives through a team of Mid-Market Account Managers focusing on sophisticated upsell, cross-sell, and retention.
• Define and execute pipeline targets, ensuring your team applies disciplined CRM usage and accurate deal tracking.
• Implement consistent sales methodologies, partnering with operations to refine processes and establish advanced training/coaching programs.
• Coach your team on complex prospecting, qualifying, selling, and closing processes tailored to the multi-layered needs of mid-market customers.
• Enforce pipeline planning discipline, providing leadership with detailed forecasts and insights into deal status.
• Promote expert-level adoption of Motive’s solutions (VG, Dashcam, Motive Card, new products), demonstrating how these offerings solve complex problems for mid-market clients.
• Conduct regular call reviews, strategy sessions, and performance check-ins, ensuring each Account Manager excels in consultative selling and high-level negotiation.
• Communicate effectively with senior and C-level stakeholders, both internally and externally, bringing forward key insights on mid-market trends.
• Step in to deliver demos and lead negotiations on the largest or most intricate deals within your team’s pipeline.

What We’re Looking For

• 6+ years of international sales experience (US market preferred).
• 3+ years in sales leadership, managing teams that handle complex B2B accounts (mid-market or enterprise).
• A proven record of success in B2B sales with complex deal negotiations and longer sales cycles.
• Superior contractual and negotiation skills, effective in engaging senior or C-level contacts.
• Expert in pipeline management; able to hold teams accountable to forecasting and performance targets.
• Exceptional leadership and communication skills, adept at building high-performance teams for demanding customer segments.
• A strategic, solutions-oriented mindset, comfortable with fast-paced and evolving business environments while consistently delivering results.