- Location
- United States - Remote
- Workplace
- Remote
- Type
- Full-time
- Department
- Solutions Engineering ENT
- Seniority
- Senior
- Education
- Master
- Source
- Greenhouse
Description
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.
About the Role:
What You'll Do:
- Lead and develop a team of Product Specialists aligned to strategic solution categories such as Maintenance, Workforce Management, Cards, and other emerging product areas.
- Define the team charter, engagement model, and handoffs with Account Executives, core Solutions Engineers, Trial Success, Product Marketing, and Product.
- Build a coverage and prioritization model so specialists are deployed into the highest-value opportunities, evaluations, and field needs.
- Coach the team on discovery, demo strategy, objection handling, technical validation, proof-of-concept design, and executive communication.
- Ensure specialists act as multipliers for the field by creating reusable plays, assets, and repeatable category-selling motions, and serve as an escalation point on strategic opportunities where their involvement can materially improve outcomes.
- Establish the operating rhythm for the function — inspecting category performance, specialist utilization, and deal support quality — and partner with Sales Ops and SE leadership to define success metrics, attribution, and performance expectations.
- Partner closely with Product and Product Marketing so the team acts as a high-quality voice of customer and an input to roadmap, positioning, and launch readiness.
- Hire and onboard specialists with deep product, workflow, or industry expertise, and build the team for scale so new categories can be added as products mature.
What We're Looking For:
- 8+ years in Solutions Engineering, Sales Engineering, Solution Consulting, Technical Pre-Sales, or a related customer-facing role, including 3+ years of people leadership experience managing senior individual contributors or specialist teams.
- Bachelor's degree preferred; Master's degree a plus.
- A strong Solutions Engineering foundation, including discovery, demo leadership, value-based selling, technical validation, and support of complex multi-stakeholder B2B SaaS sales cycles.
- Strong understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, Command of the Message, or similar, along with SE-specific methodologies like Demo2Win or Great Demo!.
- Experience building or leading overlay teams, specialist seller/SE motions, subject matter expert groups, or other shared-service field functions is strongly preferred.
- Demonstrated ability to operate cross-functionally with Sales, Product, Product Marketing, Operations, and Customer Success, with experience designing or improving operating models, engagement rules, prioritization frameworks, and team charters.
- Strong pattern recognition around where specialist intervention creates the most leverage, with the ability to coach teams to balance strategic deal support with scalable field enablement — backed by executive presence and the ability to influence senior stakeholders through data, judgment, and clear communication.
- Comfort working in ambiguity and standing up new functions, processes, and metrics in fast-moving environments; experience with maintenance, workforce management, payments/cards, telematics, asset operations, or adjacent operational technology domains is a plus.
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.
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.
