Description:
As a Commercial Account Manager, you will work with growing and strategically important customers. Professionals in this role generally build on their SMB experience, handling larger, more complex accounts that require a nuanced understanding of the Motive platform and the customer’s operational challenges. We are looking for individuals with a track record of success, strong motivation, exposure to US customers, and a commitment to refining their sales and account management skillset.
A successful Commercial Account Manager is coachable, receptive to feedback, has a willingness to learn, and is open to embracing continuous improvement. Strong interpersonal skills, a strong technical aptitude, and a high attention to detail are essential. Because of the collaborative nature of our Sales team, a win-as-a-team mentality is a must. Expect a fast-paced, quota-driven environment where adaptability is key.
What You'll Do
- Develop strong executive relationships and a deep understanding of your commercial clients’ businesses in order to identify opportunities for growth and expansion.
- Conduct thorough needs analysis to align customer pain points with the Motive solution.
- Perform compelling product demos tailored to the unique needs of your commercial accounts.
- Collaborate with cross-functional teams—customer success, support, product specialists, sales engineers, analytics, and more—to optimize growth opportunities for your customers.
- Manage contract renewals and minimize churn, ensuring maximum revenue retention through proactive communication and strategic account planning.
- Proactively resolve issues by identifying root causes, determining the best course of action, and implementing solutions.
- Strategically plan to meet and exceed sales goals and revenue quotas.
- Deepen your understanding of the Motive platform and market trends to provide consultative insight to customers and internal teams.
What We're Looking For
- Bachelor’s Degree (preferably an overseas degree from US/UK/Canada) and/or in-depth exposure to US/Canada/UK B2B customers.
- 4+ years of relevant or transferable work experience (post a higher education degree).
- Demonstrated success in an end-to-end sales or account management environment, including complex deal management.
- Effective leadership or influencing skills with the capacity to manage both internal stakeholders and customer executives.
- Strong relationship-building skills with the ability to engage decision-makers by understanding their business challenges and mapping them to Motive’s offerings.
- Excellent communication skills for presenting, negotiating, and overcoming objections in a consultative environment.
- Proven experience managing contract renewals and mitigating churn to drive revenue retention.