Vice President of SMB Sales & Account Management

Join Motive, a leading company in the IoT space, as the Vice President of SMB Sales & Account Management. In this transformative role, you will lead a global inside sales and account management organization, drive digital transformation and AI integration, master churn analytics and forecasting, automate customer lifecycle touchpoints, expand core customer ACV and cross-sell, fix and proactively manage renewals, and explore base monetization and strategic partnerships. You should have 10+ years of progressive sales, account management, or post-sales leadership experience, a strong expertise in leveraging AI and automation, and a deep operational expertise in post-sales, customer retention, churn mitigation, and expansion motions within SMB B2B SaaS or Hardware/Software (IoT) environments.

• Diriger une organisation de vente interne et de gestion des comptes à fort volume, en supervisant une équipe mondiale de représentants de nouveaux logos et de gestionnaires de comptes.
• Moderniser le moteur de mise sur le marché (GTM) de l'entreprise, stabiliser le taux de désabonnement contrôlable, élever les taux de vente croisée des produits multiples et transformer le mouvement SMB en un modèle d'efficacité opérationnelle de classe mondiale.
• Collaborer étroitement avec les équipes de marketing et de produit pour établir des déclencheurs automatisés basés sur l'utilisation qui anticipent les besoins des clients, favorisent les interventions proactives et améliorent les scores de santé des clients.

• 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
• 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
• Relentlessly Data-Driven: Highly analytical decision-maker who relies on quantitative metrics over qualitative anecdotes to solve complex operational challenges
• 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