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.

Strategic Accounts Customer Success Manager

About the Role:

As a Strategic Accounts Customer Success Manager, you will be the face of Motive for our largest customers. You will be responsible for assisting customers through the implementation process, proactively working to achieve and maintain full customer satisfaction for the duration of their product subscription while driving upsells and renewals. As a member of a fast-paced and tight-knit team, you will help support product and business development to satisfy customer needs along with developing internal tools to help the business gain scale.

What You’ll Do:

Establish and oversee the customer's continued adoption, training, and development of best practices to continually drive incremental value and return on the customer's investment
Develop strong working relationships at multiple management levels within the customer accounts, including C Suite relationships
Collaborate with customers and product managers to manage product enhancement requests
Act as a subject matter expert on customer product features for strategic accounts
Manage initiatives to increase product adoption and customer satisfaction
Continually learn about the needs of the client at all levels by proactively uncovering emerging pain points and expectations to get a clearer picture of how Motive can address problems and create satisfying solutions and outcomes
Work collaboratively as part of the customer team by partnering, building plans, and communicating with AEs, the Onboarding team, Professional Services, Sales Engineers, and other internal colleagues to ensure aligned customer engagement and effective support
Maintain high renewal rates by demonstrating value, supporting goal attainment, and identifying opportunities for optimization
Identify upsell and expansion opportunities to grow the NRR for your book while ensuring renewal and retention metrics are exceeded
Gather intelligence on how customers are using products and determine features and services that are most valuable to their businesses
Act as an escalation point for all customers
Identify areas for improvement in customer experience in the product and processes

What We’re Looking For:

5+ years Enterprise Customer Success, Sales, or Account Management experience with a proven track record of success
A customer-centric thinker with a track record of delivering scalable solutions in a high-growth environment
Demonstrated ability in learning new software programs and products while identifying opportunities to use them to their full potential
Ability to thrive in a high-growth, high-ambiguity environment; setting personal objectives and prioritizing impact-based activities.
Exceptional account management skills and project management skills with strict attention to detail
Problem solver with demonstrated ability to overcome challenges and ambiguity with creative solutions

Competencies:

Execution: Strategic Accounts Customer Success Managers (CSM) own a book of business averaging 5-8 clients or ~$ 5-8MM in ARR. CSMs conduct planned and time-gated outbound activities that enable client outcomes, communicate value, and identify new growth opportunities.
Domain Expertise: Strategic Accounts CSMs' execution is tailored to the cohort of clients within their book of business. Caring for a specific client type not only leverages their deep knowledge of CS and Motive but also requires them to become an expert in a particular niche.
User Focus: Strategic Accounts CSMs enable clients to extract value from Motive’s products and solutions through activities like training and adoption.&nbs

Strategic Accounts Customer Success Manager (CSM IC)