Skip to content
MotiveMotiveUnited States

Director, Commercial Sales & Account Management

Lead a team of 100+ offshore Account Managers and sellers to drive Net ARR growth through upsell, cross-sell, and strategic renewals for CMRL customers. Requires 10+ years SaaS sales/account management experience including 4+ years leadership, with proven success scaling teams in high-growth environments.

240k – 300k/yr
Remote10+ YOEAccount Management

About the role

Responsibilities

  • Directly manage frontline managers — coaching and motivating them to hit quarterly targets and broader strategic goals, while building a culture of accountability, continuous improvement, and customer satisfaction.
  • Recruit, hire, and develop top talent, building a bench of future leaders. Bring demonstrated experience scaling sales teams from the ground up and leading through periods of transformational growth.
  • Partner with Marketing on customer experience, lead generation, and pricing/acquisition strategy. Work with Product, Sales, Onboarding, and Strategy leaders to surface customer needs, inform roadmap decisions, and design incentive plans and GTM strategies that create a cohesive, connected customer journey across global functions.
  • Track and report on key performance metrics, using data to identify strengths, close gaps, and guide decisions toward quarterly sales targets.
  • Drive engagement, upsell, and retention strategies, testing and iterating quickly. Serve as the customer-facing escalation point for complex deals, leveraging executive relationships to resolve challenges and close successfully.
  • Build and refine scalable processes that improve team efficiency and performance.

Qualifications

  • 10+ years of experience in SaaS sales, account management, or customer success, including 4+ years in a leadership role.
  • Proven success leading SMB, Commercial, or Mid-Market segments through complex deal cycles, cross-functional dependencies, and strategic renewal motions.
  • Experience leading offshore Sales, Account Management, or Customer Success teams a plus, but not required.
  • Strong operational acumen, with comfort using Salesforce, dashboards, AI tools, forecasting models, and pipeline analytics.
  • Experience with value-based selling and/or multi-product growth motions.
  • Excellent communicator and cross-functional collaborator with the ability to influence up, down, and across the organization.
  • Proven ability to build and scale teams in fast-paced, high-growth SaaS environments.

Nice-to-Haves

  • Experience leading offshore Sales, Account Management, or Customer Success teams.

Skills

SaaS SalesAccount ManagementCustomer SuccessSalesforceSales Leadershipupsellcross-sellrenewals managementValue-Based Sellingpipeline analytics

Similar roles

Account Management jobs
Stellar

Senior Director, Account Management

StellarNew York, NY +1

Leads account management pod and manages Tier 1 ecosystem partners in financial services and blockchain. Drives expansion of tokenized assets, payments, and DeFi on Stellar network. Requires 10+ years in BD/account management with institutional finance and blockchain expertise.

225k – 335k/yr
Hybrid10+ YOEAccount Management
Scale AI

Head of Engagement Management

Scale AISan Francisco, CA +1

Lead and develop a team of Engagement Managers for Scale AI's most strategic GenAI lab accounts. Own end-to-end customer relationships, growth strategy, retention and expansion against revenue targets while translating frontier research needs into human data programs. Requires 6+ years technical customer ownership, 2+ years people management, and deep ML understanding.

225k – 281k/yr
On-site8+ YOEAccount Management
Brex

Director, Client Sales

BrexSan Francisco, CA +1

Leads Enterprise Client Sales team to manage strategic accounts, driving retention, expansion, and churn prevention through executive engagement, MEDDIC methodology, and Customer Success partnerships. Requires 10+ years B2B experience and 4+ years managing quota teams.

271k – 335k/yr
Hybrid10+ YOEAccount Management
Starbridge

Director of Sales

StarbridgeUnited States

Directly manage and coach a team of quota-carrying Account Executives selling into the SLED market. Own team attainment, live deal support, daily coaching, and AI-powered systems to scale performance.

280k – 300k/yr
Remote7+ YOEAccount Management
Cribl

Regional Sales Director, Midwest (Strategic)

CriblUnited States

Lead and develop a team of 5-7 Strategic Sales Reps in the Midwest to drive new logo acquisition and account expansion for Cribl's telemetry platform. Requires 5+ years leading sales teams with proven overachievement in SaaS/enterprise deals.

200k – 215k/yr
Remote5+ YOEAccount Management