2 hours ago
Remote, CanadaSenior
Responsibilities
- Partner with Enterprise Account Executives on deal strategy, discovery conversations, and executive-level demonstrations.
- Tailor product demonstrations for technical, operational, and business audiences and influence buying decisions.
- Translate complex customer challenges into compelling solutions with measurable business outcomes.
- Develop competitive expertise and support strategic displacement opportunities.
- Build product authority and communicate current capabilities and future innovations.
- Collaborate on RFIs and RFPs to position Motive for enterprise organizations.
- Connect Sales with Product, Engineering, Customer Success, and Marketing to share customer insights and support continuous improvement.
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 and 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 abilities.
- Demonstrated success supporting complex solution sales and navigating multiple enterprise stakeholders.
- 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 and life insurance.
- 401k contribution, subject to eligibility requirements.
- Some compensation packages may include restricted stock units.
- The role is based in Canada, requires 30%+ travel, and 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.