• Identify, prioritize, and secure new partnership opportunities with the “top 20” insurance carriers serving small commercial fleets. • Own the end-to-end relationship for a portfolio of insurance partners with responsibility for partner growth. • Run the operational architecture governing partner needs, including sales enablement, partner onboarding, API access, billing, etc. • Serve as the central point of contact for your partners, providing exceptional project management across internal teams including Sales, Marketing, Product, Billing, Analytics, etc. • Plan and lead high-impact, on-site meetings with partner leadership and work closely with internal teams, including Product, Legal, Engineering, and Marketing, to ensure seamless program plans before agreements are signed.

• 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.

• Build lasting executive relationships with larger US-based clients to drive growth and expansion within a more focused book of business. • Conduct in-depth discovery to align Motive’s offerings to customers’ operational and strategic challenges. • Present comprehensive product demos and proposals for customers with complex needs and decision-making processes. • Collaborate with customer success, support, product specialists, sales engineers, and data analysts to tailor solutions and improve customer satisfaction and retention. • Own the contract renewal process and implement advanced retention strategies, leveraging insights and data to minimize churn and maximize revenue growth. • Troubleshoot issues promptly, identifying the best course of action in line with both customer success and Motive’s business objectives. • Drive strategic account planning to achieve and exceed higher-value revenue targets. • Continuously refine your understanding of the Motive platform, industry trends, and best practices to offer proactive, consultative insights.

• Meet and exceed commercial revenue goals through a team of Account Managers focused on growing and retaining existing commercial accounts. • Set and optimize pipeline targets (both inbound and outbound), ensuring that KPIs align with organizational and revenue objectives. • Drive consistent execution of Motive’s sales methodologies, partnering with sales operations to ensure CRM alignment, training, and coaching programs. • Guide your team on prospecting, qualifying, selling, and closing upsell or cross-sell deals within existing commercial accounts, helping them hit monthly, quarterly, and annual quotas. • Implement and maintain disciplined pipeline planning, collaborating with leadership for accurate forecasting. • Oversee the team’s effective use of Motive’s product suite (VG, Dashcam, Motive Card, new solutions), reinforcing best practices in negotiation and value positioning. • Coach Account Executives through regular call reviews, deal strategy sessions, and performance evaluations to continuously enhance sales performance. • Provide leadership with clear forecasts and trend analyses, highlighting growth opportunities and potential risks within the Commercial segment. • Step in as needed to support demos and negotiate more complex or higher-value Commercial deals.