Offer summary

Qualifications:

3+ years of pre-sales leadership experience in SaaS sales., Strong background as a Sales Engineer with success in technical selling., Knowledge of value-based selling frameworks like MEDDIC or MEDDPICC., Excellent communication and team leadership skills..

Key responsibilities:

Lead and develop a team of Sales Engineers supporting Mid-Market Account Executives.

Support sales activities with technical expertise, demos, and solution design.

Collaborate with internal teams to improve product offerings and customer engagement.

Drive operational excellence in proof-of-concept workflows and customer presentations.

Job 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 more than 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:

As a Manager of Mid-Market Sales Engineering, you will lead and support a team of high-performing Sales Engineers partnering with Mid-Market Account Executives to drive revenue growth through technical expertise, compelling product demonstrations, and value-based selling. Reporting to the Sr. Manager of Sales Engineering, you’ll foster a collaborative, high-impact team culture that thrives on customer-centricity, clear communication, and deep product knowledge.

What You'll Do:

Lead, mentor, and develop a team of Sales Engineers aligned to Mid-Market AEs, supporting discovery calls, live demos, trial execution, and solution design.
Ensure the delivery of compelling, customized demonstrations that align with buyer pain points and business outcomes across various stakeholders.
Drive operational excellence in our proof-of-concept and trial workflows to ensure repeatability and scalability across the Mid-Market segment.
Act as a trusted technical advisor—internally and externally—on Motive’s current capabilities and future roadmap, ensuring your team can clearly articulate differentiated value.
Collaborate with AEs to craft persuasive responses to technical evaluations, RFPs, and security reviews.
Partner closely with internal teams including Product, Engineering, Customer Success, and Product Marketing to ensure clear communication and product feedback loops.
Develop and lead impactful team initiatives and cross-functional projects, while mentoring Sales Engineers as they scope, drive, and execute on strategic efforts that enhance sales effectiveness, technical excellence, and customer impact.
Support the sales process with deal strategy, objection handling, and competitive positioning tailored to the Mid-Market motion.
Partner with Business Value Services to reinforce ROI and key customer outcomes.
Stay informed on competitive trends, customer needs, and emerging technologies to guide team enablement and improve execution.

What We're Looking For:

3+ years of pre-sales leadership experience, ideally within high-velocity, Mid-Market SaaS sales environments.
Bachelor's degree preferred; Master’s degree a plus.
Proven background as an individual contributor Sales Engineer with a track record of success in technical selling.
Strong understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, or Command of the Message, as well as Sales Engineering-specific methodologies like Demo2Win, Great Demo!, or similar
Strong organizational and team leadership skills, with a focus on coaching and scaling.
Experience supporting sales cycles that involve software, integrations, cloud platforms, and hardware (IoT or AI/ML experience is a plus).
Excellent verbal and written communication skills, with the ability to influence both internally and externally.
Bachelor's degree preferred; Master’s degree a plus.

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 on-target earnings (base pay + commissions) for this role:

$155,000—$222,000 USD

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.

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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.

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