Director, Technical & Operational Revenue

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.

Director, Technical & Operational Revenue

About the Role:

Join Motive, where we empower the people who run physical operations with technology to make their work safer, more productive, and more profitable.

As the Director of Technical & Operational Revenue, reporting to the VP, OTC (Order-to-Cash), you will be a strategic leader and owner of our most critical accounting areas, playing a major role as Motive continues its fast-paced growth and expansion. You will be instrumental in defining and managing robust revenue processes and controls across a scaling business, ensuring both accuracy and compliance.

This is a high-impact, hands-on leadership opportunity, managing a team of 6+ professionals, including two managers. You will be interpreting and communicating complex ASC 606 and U.S. GAAP accounting issues to our cross-functional business partners and external auditors.

What You'll Do:

• Team Leadership & Development: Lead, mentor, and manage a team of 6+ FTEs (including managers), and scale the team through hiring to support Motive's continued growth.

• Participate in the design and operation of key metrics such as ARR.

• System roadmap and operational close: Lead the team through the revenue close and external auditor review. Determine how to leverage and improve systems to make the close more efficient and support growth.

• Technical Revenue Expertise: Lead technical accounting for contracts and the Motive business as a subject matter expert in ASC 606 and U.S. GAAP revenue recognition, ensuring proper and compliant recognition of revenue. Maintain and update the company's revenue recognition policies.

• Strategic Deal Support: Partner with the Deal Desk team to structure complex contracts and negotiations, providing critical revenue recognition guidance.

• Cross-Functional Partnership: Collaborate with key business stakeholders (Sales, Order Management, Legal, and Product) to provide revenue guidance on our growing product portfolio and business models.

• SEC Reporting & Compliance: Review, analyze, and update 10Q/K sections (Revenue, Deferred Revenue, etc.) to ensure strict compliance with U.S. GAAP, SEC, and industry reporting standards.

• Financial Planning Collaboration: Work closely with the FP&A team on accurate and timely revenue forecasting and analysis.

• Business Education: Develop and deliver ongoing, high-impact revenue training materials to cross-functional partners across the organization.

What We're Looking For:

• Experience as a leader in a US registrants revenue team

• Bachelor’s degree in Accounting

• 7+ years of revenue recognition work experience (5+ years as a Manager)

• Excellent coach with a history of developing the team and helping people grow their careers.

• Strong interest and track record in leveraging and implementing technology to improve the close and Revenue cycle.

• Experience reviewing and analyzing customer orders and contracts and related documentation to identify revenue-related issues

• Passion for working in a fast-paced, high-growth, and constantly evolving environment.

• Demonstrated ability to influence and collaborate effectively with all levels and cross-functionally across the organization.

• Public accounting experience, CPA preferred

• Strong background working with Enterprise Systems to drive improvement and optimization in the Quote-to-Cash (QtC) process. Experience using Netsuite, Salesforce, and RevPro is preferred.

• Detailed knowledge of ASC 606 and relevant current accounting rules relating to software, SaaS, and services revenue recognition.

• Exceptional detail-orientation and organizational skills, with a proven ability to manage multiple high-priority assignments and meet strict deadlines.

• Proactive, process-improvement mindset with the ability to expand scope and collaborate on generating ideas to enhance processes.

• Excellent written and verbal communication skills

Why Motive?

Motive is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Motive offers competitive compensation, equity, and a comprehensive benefits package, including health, dental, vision, paid time off, and 401k contributions (subject to eligibility requirements).

Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.

The compensation range for this position will depend on where you reside. For this role, the compensation range is:

United States
$183,000—$252,000 USD

Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.

Please review our Candidate Privacy Notice here.

UK Candidate Privacy Notice here.

The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.