About this role.
Motive is hiring a Canada-based Director of Account Management to lead an enterprise and strategic account organization focused on retention, renewals, and expansion revenue. The leader will manage Account Managers and Customer Success Managers while building scalable account-planning, forecasting, and customer-health practices. This is a senior, quota-oriented SaaS sales leadership role requiring executive customer engagement and close collaboration with Sales Operations, Product, Support, and Implementation. The position calls for 10+ years of relevant SaaS or enterprise sales experience and at least four years managing enterprise-focused commercial teams. Success will depend on improving net revenue retention, developing talent, and resolving complex customer and renewal situations.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader CA market for similar roles.
Core skills
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Sample interview questions
I start by segmenting accounts by renewal timing, health, growth potential, and risk. I establish clear account plans and executive engagement motions for priority accounts, then inspect leading indicators such as adoption, stakeholder coverage, pipeline creation, and renewal forecast quality. This gives managers time to address risk while creating a disciplined path to expansion.
I would define shared customer outcomes alongside distinct responsibilities. Customer Success should drive adoption, value realization, and health signals, while Account Management owns commercial strategy, renewals, and expansion; both teams need common account plans, escalation paths, and operating rhythms. I would measure collaboration through customer outcomes and revenue results rather than allowing functional handoffs to create gaps.
I use a standardized forecast process that combines CRM stage data with qualitative inspection of customer value, decision process, executive sponsorship, product adoption, procurement, and competitive risk. Managers should identify downside scenarios early and document mitigation actions, while upside expansion is qualified against a real business case and buying process. Forecast accuracy improves through regular deal reviews and calibration against historical conversion patterns.
I coach teams to map economic buyers, champions, operational owners, and potential blockers across the account. Executive meetings should be anchored in measurable business outcomes, strategic priorities, and a forward-looking roadmap rather than product updates. As a leader, I would personally engage on strategic accounts, major renewals, and escalations where executive alignment can materially improve partnership value.
I would first assess team capability, portfolio segmentation, renewal coverage, forecast reliability, customer-health signals, and current account-management processes. Next, I would align with the GM Canada and cross-functional partners on targets, operating cadence, escalation mechanisms, and the highest-priority customer risks and growth opportunities. By the end of 90 days, I would aim to have clear performance expectations, repeatable account-planning standards, and an action plan for talent development and revenue improvement.
Who we are:
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
Visit gomotive.com to learn more.
About the Role
Motive is seeking a Director of Account Management in Canada to lead a growing sales organization responsible for managing, retaining, and expanding relationships across our customer base in Canada.
This leader will oversee a team of Account Managers and Customer Success Managers. These Managers own their accounts outright and are focused on driving expansion opportunities within the existing account base, while also ensuring retention and securing renewals.
This leader will play a critical role in helping teams navigate complex organizations, focusing heavily on business value realization and building deep executive connections to maximize the customer’s investment in Motive. This role works closely with the GM Canada, Sales Operations, Product, Customer Support, and Implementation teams to deliver a seamless customer experience and drive revenue growth across every stage of the customer journey.
We’re looking for a sales-driven, customer-focused leader who thrives in a high-growth environment, understands how to scale account management organizations, and has a track record of building high-performing teams that deliver exceptional revenue and customer outcomes.
Responsibilities
- Leadership and Team Management: Lead a geographically distributed Enterprise and Strategic Account Management sales organization that you’ll partner with on prospecting, account planning, pipeline generation in existing customers, achieving revenue targets
- Account Ownership & Revenue Growth: Guide the team in full account ownership, driving retention, negotiating renewals, identifying expansion opportunities, and closing deals within complex enterprise accounts.
- Business Value Realization & Executive Alignment: Develop strategies for Account Managers to effectively demonstrate business value realization to complex enterprise customers. Work with the team to proactively monitor customer health and identify risk and expansion opportunities. Ensure the team is successfully building and expanding executive connections across the account base to secure long-term partnerships and upsell opportunities.
- Talent Development: Recruit, hire, and develop top Enterprise Account Management sales talent. Establish strong coaching frameworks and career development pathways that support the growth of individual contributors and frontline managers.
- Cross-Functional Collaboration: Partner closely with Sales Operations, Product, Customer Support, and Implementation teams to improve the overall customer lifecycle and support expansion efforts. Bring customer insights back to internal teams to influence product development and enhance the value proposition for enterprise clients.
- Performance & Sales Insights: Track and analyze key sales metrics, pipeline generation, and renewal forecasting to identify opportunities to strengthen net revenue retention. Use data-driven insights to guide team strategy and sales operational improvements.
- Executive Customer Engagement: Serve as a senior escalation point and executive sponsor for strategic accounts, helping resolve complex challenges, negotiate major renewals, and ensure strong long-term partnerships.
- Process Optimization: Develop and refine scalable sales processes, account planning models, and operational playbooks that enable the Account Management organization to consistently hit revenue targets as the business grows.
Qualifications
- 10+ years of experience in SaaS sales, enterprise sales leadership, or revenue-focused account leadership
- 4+ years managing enterprise-focused sellers or account managers and customer success managers
- Demonstrated success owning, retaining, and expanding revenue within complex customer segments
- Strong operational acumen and experience working with tools such as Salesforce, sales analytics dashboards, and revenue forecasting metrics
- Experience building scalable account management programs that drive retention, renewal, and significant account expansion
- Excellent communicator with the ability to influence stakeholders across multiple functions
- Proven ability to build and scale quota-carrying teams in fast-growing SaaS environments
📍 Location: Toronto, Canada
Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units (RSUs). Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.
The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:
Canada
$243,000—$365,000 CAD
Creating a diverse and inclusive workplace is one of Motive’s core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.
Please review our Candidate Privacy Notice here.
UK Candidate Privacy Notice here.
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive’s policy to require that employees be authorized to receive access to Motive products and technology.
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
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