3 hours ago
Responsibilities
- Partner with Enterprise Account Executives on deal strategy, discovery conversations, and executive-level demonstrations.
- Tailor platform demonstrations for technical, operational, and business audiences.
- Translate customer challenges into compelling solutions with measurable business outcomes.
- Develop competitive expertise and support strategic displacement opportunities.
- Build deep product expertise and position current and future platform capabilities.
- Collaborate on RFIs and RFPs for Enterprise customers.
- Connect Sales with Product, Engineering, Customer Success, and Marketing to communicate customer insights and improve the platform.
Requirements
- 5+ years of experience supporting Enterprise-level sales in a pre-sales or solutions engineering role.
- Bachelor’s degree preferred; an advanced degree is a plus.
- Customer-facing pre-sales field experience with willingness to travel 30% or more.
- Knowledge of value-based selling frameworks such as MEDDIC, MEDDPICC, and Command of the Message.
- Knowledge of solutions engineering methodologies such as Demo2Win and Great Demo!, or comparable approaches.
- Exceptional communication and presentation skills for technical and executive audiences.
- Strong analytical, problem-solving, and solutions-oriented skills.
- Demonstrated success supporting complex solution sales in Enterprise organizations.
- Experience navigating Enterprise sales cycles and multiple stakeholders.
- Hands-on experience with APIs, integrations, and technical solution design.
- SaaS and hardware experience is a plus.
Benefits
- Health, pharmacy, optical, and dental care benefits, subject to eligibility requirements.
- Paid time off and sick time off.
- Short-term and long-term disability coverage.
- Life insurance and 401(k) contribution, subject to eligibility requirements.
- Customer-facing travel of 30% or more is required.
- Some interviews or new-hire training sessions may be held in person at a global office.
Categories
Solutions Engineering
About Motive
Motive builds an automated operations platform that pairs IoT hardware with AI-powered software for fleets and physical operations, covering GPS tracking, ELD compliance, dashcams, safety, maintenance, and spend management. It sells hardware and SaaS subscriptions to transportation, construction, energy, field service, and public-sector customers. Founded in 2013 and headquartered in San Francisco, the privately held company reports serving over 120,000 businesses.