SMB Account Manager, Expansion

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 provides complete visibility and control, significantly reducing manual workloads by automating and simplifying tasks.

Motive serves more than 120,000 customers—from Fortune 500 enterprises to small businesses—across various 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

As an SMB Expansion Account Manager, you'll work with Motive's largest revenue line. SMB customers constitute the majority of Motive's customer base and are our largest revenue stream. We seek professionals with a proven track record, high motivation, international exposure to US customers and culture, and a commitment to refining their skillset.

A successful SMB Account Manager is coachable, receptive to feedback, eager to learn, and committed to continuous improvement. Strong interpersonal skills, technical aptitude, high attention to detail, and the ability to convey ideas effectively are essential. Since our sales team collaborates closely, a team-oriented mindset is crucial. The role is high-energy, fast-paced, quota-driven, and requires flexibility with changing processes.

What You'll Do

1. Develop strong executive relationships and understand each client's business to identify growth opportunities.
2. Survey prospects to understand their pain points and align them with Motive solutions.
3. Demo Motive software to fleet managers and strategic SMB customers.
4. Collaborate with your team—customer success, support, product specialists, sales engineers, analytics—to support and grow your customers.
5. Support contract renewals proactively to ensure smooth processes and minimize churn.
6. Resolve problems by identifying issues, analyzing options, and implementing solutions.
7. Plan effectively to meet and exceed business goals and revenue quotas.
8. Deepen understanding of our technology and market to suggest improvements.
9. Stay informed on market trends to provide consultative insights.

What We're Looking For

1. Bachelor's Degree, preferably with US/UK/Canada exposure, or extensive experience with US/Canada/UK B2B customers.
2. 2+ years of relevant or transferable work experience.
3. Ownership attitude from opportunity identification to closing deals.
4. Leadership or management experience influencing stakeholders and decision-makers.
5. Ability to build rapport with executives and influence outcomes.
6. Excellent communication skills to convey value propositions and handle objections.

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We value diversity and are an equal opportunity employer, welcoming individuals from various backgrounds and perspectives.

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Applicants must be authorized to access controlled commodities and technologies under U.S. Export Administration Regulations. It is Motive's policy to ensure employees are authorized to access our products and technology.