7 days ago
Responsibilities
- Lead and develop Product Specialists aligned to Maintenance, Workforce Management, Cards, and emerging solution categories.
- Define the team charter, engagement model, and handoffs with Account Executives, Solutions Engineers, Trial Success, Product Marketing, and Product.
- Build coverage and prioritization models for high-value opportunities, evaluations, and field needs.
- Coach specialists on discovery, demo strategy, objection handling, technical validation, proof-of-concept design, and executive communication.
- Create reusable plays, assets, and repeatable category-selling motions, and provide escalation support for strategic opportunities.
- Establish operating rhythms and metrics for category performance, specialist utilization, deal support quality, attribution, and expectations.
- Partner with Product and Product Marketing to provide customer insight and support roadmap, positioning, and launch readiness.
- Hire, onboard, and scale a team of specialists as new product categories mature.
Requirements
- At least 8 years of experience in Solutions Engineering, Sales Engineering, Solution Consulting, Technical Pre-Sales, or a related customer-facing role.
- At least 3 years of people leadership experience managing senior individual contributors or specialist teams.
- Bachelor’s degree preferred; a master’s degree is a plus.
- Strong foundation in discovery, demo leadership, value-based selling, technical validation, and complex multi-stakeholder B2B SaaS sales cycles.
- Understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, Command of the Message, or similar, and SE methodologies such as Demo2Win or Great Demo!.
- Experience building or leading overlay teams, specialist seller or SE motions, subject matter expert groups, or shared-service field functions is strongly preferred.
- Ability to operate cross-functionally and design or improve operating models, engagement rules, prioritization frameworks, and team charters.
- Strong pattern recognition, executive presence, data-driven judgment, and clear communication.
- Comfort operating in ambiguity and establishing new functions, processes, and metrics.
- Experience with maintenance, workforce management, payments or cards, telematics, asset operations, or adjacent operational technology domains is a plus.
- Applicant must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.
Benefits
- Health, pharmacy, optical, and dental care benefits
- Paid time off and sick time off
- Short-term and long-term disability coverage
- Life insurance
- 401(k) contribution, subject to eligibility requirements
- Some interviews or new-hire training sessions may be held in person at a global office
Categories
Solutions Engineering
About Motive
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. We serve nearly 100,000 customers, across a wide range of industries including construction, field service, energy, trucking and logistics, and the public sector, among others. Please visit gomotive.com or email us at feedback@gomotive.com for more info.