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.
As a Senior Manager of Strategic Solutions Engineering, you will lead and support a high-impact team of Solutions Engineers partnering with Strategic Account Directors to drive revenue growth through deep technical expertise, differentiated solution design, and value-based selling. Reporting to the Director of Strategic Solutions Engineering, you’ll cultivate a collaborative, customer-obsessed team culture grounded in clarity, operational rigor, and mastery of Motive’s platform.
What You'll Do:
- Lead, mentor, and develop a team of Strategic Enterprise-focused Solutions Engineers supporting discovery, executive-level presentations, complex demos, proof-of-concepts/trials, and multi-threaded solution design.
- Ensure the delivery of compelling, customized demonstrations aligned to Strategic Enterprise buyer pain points, business outcomes, and technical sophistication across diverse stakeholder groups.
- Drive operational excellence in our proof-of-concept and technical evaluation workflows, ensuring consistency, quality, and scalability across large, complex accounts.
- Act as a trusted technical and strategic advisor—internally and externally—on Motive’s capabilities, architecture, integrations, security, and future roadmap.
- Collaborate with Account Directors to craft persuasive responses to technical evaluations, RFPs, RFIs, and security reviews.
- Partner cross-functionally with Product, Engineering, Customer Success, and Product Marketing to ensure tight communication loops, efficient escalation paths, and informed roadmap feedback.
- Lead and support team-wide initiatives and cross-functional projects that elevate technical excellence, improve sales effectiveness, and increase customer impact across the Strategic segment.
- Support deal strategy, objection handling, competitive positioning, and executive alignment throughout long, multi-stage Strategic Enterprise sales cycles.
- Partner with Business Value Services to reinforce ROI, TCO, and measurable business outcomes for senior stakeholders.
- Stay informed on competitive trends, emerging technologies, and the evolving needs of Enterprise customers to guide enablement and strategic execution.
- 5+ years of pre-sales leadership experience supporting Enterprise or Strategic accounts within SaaS or complex technology environments.
- Bachelor’s degree preferred; Master’s degree a plus.
- Proven background as an individual contributor Solutions Engineer — or similar — with a record of success in complex technical selling.
- 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!.
- Demonstrated ability to lead teams supporting long, multi-threaded Enterprise sales cycles with multiple technical and executive stakeholders.
- Experience with integrations, cloud architectures, APIs, hardware/IoT, and emerging technologies such as AI/ML is strongly preferred.
- Strong organizational and team leadership skills with a focus on coaching, scaling, and navigating large, cross-functional efforts.
- Excellent verbal and written communication skills, with the ability to influence executive stakeholders and collaborate across internal teams.
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 on-target earnings (base pay + commissions) are:
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.
Top Skills
Similar Jobs at Motive
What you need to know about the Boston Tech Scene
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
