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Senior Director, Technical & Operational Revenue

Hybrid - San Francisco, California

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.

Senior 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 Senior Director of Technical & Operational Revenue, reporting to the VP, OTC (Order-to-Cash), you will be a senior leader over Motive’s most critical and complex revenue accounting and operational areas. This role will play a major part in shaping how revenue scales at Motive as the company continues its rapid growth, product expansion, and operational complexity.

You will own the strategy, governance, and execution for technical revenue accounting and key operational revenue processes, ensuring Motive has scalable, compliant, and efficient capabilities to support a multi-product, high-growth business. You will serve as the company’s senior subject matter expert on ASC 606 and U.S. GAAP revenue recognition, partnering closely with executive and cross-functional stakeholders to guide business decisions, structure complex commercial arrangements, and strengthen the overall Quote-to-Cash ecosystem.

This is a high-impact, hands-on leadership opportunity managing and developing a growing team of 10+ professionals, including multiple managers, while driving process excellence, systems improvement, and strong controllership across the revenue cycle. You will regularly communicate complex accounting conclusions and business implications to senior leadership and external auditors and will help shape the roadmap for how Motive scales revenue operations in a disciplined, durable way.

What You’ll Do

  • Lead, mentor, and scale a high-performing Technical & Operational Revenue organization, including managers and individual contributors, with a strong focus on talent development, succession planning, and organizational design.
  • Set the vision and operating model for technical revenue accounting and operational revenue processes to support Motive’s continued growth, product expansion, and increasing deal complexity.
  • Own the company’s most complex revenue recognition matters as the senior subject matter expert in ASC 606 and U.S. GAAP, including policy development, position papers, contract review, and conclusion memos.
  • Establish and maintain robust revenue policies, controls, and governance frameworks that ensure accurate, timely, and compliant revenue reporting.
  • Serve as a strategic advisor to executive leadership, Deal Desk, Legal, Sales, Product, and Order Management on complex contracts, new business models, pricing constructs, and go-to-market initiatives.
  • Lead the accounting and operational assessment of non-standard and strategic deals, providing clear revenue guidance that enables the business while protecting compliance and reporting integrity.
  • Own the revenue close strategy and execution across technical and operational areas, driving continuous improvements in quality, predictability, and efficiency.
  • Partner with Systems, IT, and business stakeholders to define and drive the revenue systems roadmap, improving automation, controls, and scalability across the Quote-to-Cash process.
  • Play a leadership role in the design, governance, and operational integrity of key recurring revenue metrics, including ARR and other management reporting measures tied to revenue performance.
  • Oversee the preparation and review of revenue-related disclosures and reporting, including 10-Q and 10-K sections such as revenue, deferred revenue, and related policy disclosures, ensuring compliance with U.S. GAAP and SEC requirements.
  • Partner closely with FP&A to improve forecast accuracy, revenue analytics, and visibility into performance drivers, risks, and trends.
  • Support external audit activities and serve as a primary point of contact for complex revenue accounting matters, ensuring clear documentation and strong auditor partnership.
  • Drive cross-functional education on revenue principles, policy changes, and process requirements through high-impact training and enablement for business partners across the organization.
  • Lead strategic transformation initiatives across revenue accounting and operations, including process redesign, systems optimization, and operating cadence improvements that support scale.

What We’re Looking For

  • Experience leading revenue accounting in a U.S. registrant environment, with significant ownership of complex technical revenue matters and external reporting
  • Bachelor’s degree in Accounting
  • 12+ years of progressive revenue recognition and accounting experience, including 7+ years in leadership roles and substantial experience managing managers
  • Proven success leading and scaling high-performing teams in fast-paced, high-growth environments
  • Strong executive presence and the ability to influence decisions across Finance, Sales, Legal, Product, Systems, and senior leadership
  • Deep expertise in ASC 606 and current accounting guidance related to software, SaaS, hardware, and services revenue recognition
  • Extensive experience reviewing and analyzing complex customer contracts, orders, and related documentation to identify revenue and operational accounting implications
  • Strong track record of partnering on complex deal structuring and providing practical, business-oriented revenue guidance
  • Demonstrated success improving close processes and leveraging technology and systems to scale revenue operations and controllership
  • Strong background driving enterprise systems improvements across the Quote-to-Cash process; experience with NetSuite, Salesforce, and RevPro preferred
  • Experience owning or materially contributing to SEC reporting and revenue-related disclosures for a public company
  • Public accounting experience and CPA strongly preferred
  • Exceptional organizational and prioritization skills, with the ability to lead through complexity, manage multiple high-priority initiatives, and meet strict deadlines
  • Proactive, systems-oriented mindset with a strong bias toward process improvement, operational rigor, and scalable solutions
  • Excellent written and verbal communication skills, including the ability to translate complex accounting matters for non-accounting audiences

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.

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. 

All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.

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