- Lead and exceed bookings and revenue targets through a team of SMB Account Executives who focus on growing existing customer accounts.
- Define inbound/outbound appointment and pipeline targets, ensuring consistent execution, accountability, and performance metrics (KPIs).
- Drive consistent execution of Motive’s sales playbook, collaborating with sales operations to align CRM processes, training, and coaching programs.
- Coach and measure the team’s effectiveness in prospecting, qualifying, selling, and closing upsell or cross-sell opportunities with SMB customers to achieve quota.
- Oversee disciplined pipeline planning, ensuring accurate forecasts and clear deal status for leadership visibility.
- Leverage Motive’s portfolio in every sales pursuit, emphasizing best practices in negotiation and value-based selling.
- Regularly review calls and coach Account Executives to continuously improve their sales capabilities, focusing on shorter sales cycles.
- Track, audit, and forecast business performance to leadership, highlighting trends, risks, and opportunities.
- Step in to support demos and negotiate larger or more complex deals as needed.
NegotiationAccount ManagementCRM