About the Role:

The Mid-Market Account Executive is a highly motivated self-starter responsible for end-to-end sales, including developing and closing net-new business, and expanding our offering with current customers. This role requires a strong ownership attitude, as well as a willingness to learn, embrace continuous improvement, and be receptive to feedback.

A successful Mid-Market AE will possess strong interpersonal skills, a robust technical aptitude, and a keen attention to detail. They must also have a natural ability to convey and relate ideas to others. This high-energy position operates in a fast-paced, quota-driven environment, and requires flexibility with changing processes.

What you'll do:

• You will be responsible for driving sales with prospective customers
• Achieve all individual activity and revenue targets set by the company
• Bring feedback from customers and prospects to the product and engineering teams
• Provide recommendations based on a prospect’s business needs and negotiate contract terms
• Work across multiple departments to ensure common objectives are reached

Requirements:

• Experience:
• 4+ years of proven success in B2B direct sales, preferably within a SaaS environment.
• Experience selling into the transportation, logistics, compliance, and/or safety sectors is a plus.
• Skills:
• Exceptional communication skills, adept at conveying key value propositions and managing objections effectively.
• Comfortable working in a fast-paced, quota-driven sales environment.
• Strong commitment to outbound prospecting, deal management, and closing.
• Proficient in technical tools such as Salesforce, Google Suite, and Slack.

About the role

As an Implementation Consultant in the UK, you will be the primary owner of the customer’s journey from contract signature through go‑live. You’ll guide fleets of all sizes – from commercial to mid‑market and enterprise, including complex multi‑site operations – through Motive’s implementation methodology, ensuring they get from rollout to results, not just “installed and done”. This is a start-up environment and this person is expected to lean-in to that methodology to help us scale and deliver excellent results in region.

You’ll combine project management, technical problem‑solving, and change management to:

• Plan and run end‑to‑end implementations (hardware + software) for UK fleets, with potential expansion to EU accounts over time.
• Translate business goals (safety, compliance, efficiency, cost reduction) into a clear implementation plan.
• Coordinate across Sales, Solutions Engineering, Field/Installations, Education, Support, and Customer Success to deliver a consistent, high‑quality experience.

Success in this role is measured by on‑time go‑lives, activation and adoption KPIs, implementation CSAT, and the quality of handoff to post‑implementation teams.

This is a foundational post‑sales role for the UK market, with high visibility and the opportunity to help shape how we implement in the region.

What you’ll do

Own the implementation lifecycle

• Lead new‑customer onboarding from sales handoff through go‑live and formal handover to Customer Success/Account Management.
• Run structured kickoff sessions: align stakeholders, confirm “why Motive”, define scope, timelines, and measures of success.
• Build and maintain detailed project plans covering installations, platform configuration, safety/coaching setup, training, and integrations.
• Track progress against milestones and proactively manage risks, dependencies, and blockers across fleets of varying sizes and complexity.
• Track and report implementation KPIs (milestone completion, activation, user engagement, CSAT) and maintain clear project artefacts for handoff to post‑implementation teams.

Drive technical setup & deployment

• Configure Motive’s platform to align with customer requirements (groups, roles & permissions, alerts, safety settings, workflows, reports, integrations, etc.).
• Partner closely with Field Engineering / Installations to ensure hardware is deployed correctly across diverse vehicle types (HGVs, LCVs, mixed fleets) and job sites.
• Coordinate data preparation and imports (drivers, vehicles, assets, hierarchies) to ensure a clean, scalable foundation.
• Support basic troubleshooting and triage during rollout, escalating to technical specialists where needed while maintaining a single, clear customer contact.

Lead customer change management & adoption

• Work with Safety, Operations, IT, HR, and Finance stakeholders to design communication, training, and rollout plans that drive buy‑in from leadership, managers, and drivers.
• Collaborate with Education Consultants and Customer Success to ensure the right training is delivered to the right audiences at the right time.
• Monitor adoption and early outcomes (installs completed, active devices, usage, early safety indicators, CSAT) and recommend adjustments to keep the programme on track.

Collaborate & improve how we implement in the UK/EU

• Partner with Sales and Solutions Engineering during late‑stage deals to validate implementation assumptions and set realistic timelines.
• Provide structured feedback into Product, Operations, and Field/Installation teams on UK/EU‑specific needs (hardware, workflows, regulatory nuances).
• Help refine and localise playbooks, templates, trackers, and customer‑facing documentation for the UK & EU market.
• Contribute to internal enablement by sharing lessons learned, patterns, and best practices across the Implementation organisation.

Who you are

• Customer‑obsessed implementer. You’ve led customer‑facing implementation or deployment projects and are comfortable being the accountable owner from kickoff to go‑live.
• Project manager at heart. You can manage multiple concurrent projects, keep stakeholders aligned, and are disciplined with timelines, follow‑ups, and documentation.
• Technically curious, not necessarily an engineer. You’re comfortable learning how a modern SaaS + hardware platform works and can confidently configure systems, validate data, and triage issues before escalating.
• Change‑management mindset. You understand that success is not just about turning features on, but helping people and organisations adopt new ways of working.
• Clear and confident communicator. You can explain complex topics in simple terms, facilitate workshops, and build trust with both frontline users and senior leaders.
• Builder for a new market. You’re excited by ambiguity, willing to roll up your sleeves, and motivated to help shape how Motive implements across the UK and, over time, the EU.

What we’re looking for

Required

• 4+ years’ experience in implementation, professional services, consulting, customer success, or project management for B2B technology (SaaS, hardware, or similar).
• Demonstrated success running end‑to‑end customer projects, ideally across multiple stakeholders and sites.
• Strong organisational skills with experience using project tools (e.g. Google Workspace, project trackers, CRMs such as Salesforce).
• Excellent written and verbal communication skills in English.
• Ability to travel across the UK to customer sites (depot/yard visits, workshops, go‑live support) as needed at least 40% of the time and potentially into the EU as we expand.

Preferred

• Experience in fleet, telematics, logistics, transportation, construction, or other physical operations environments.
• Familiarity with implementing systems that include both hardware and cloud software (e.g. IoT, telematics, safety cameras, vehicle gateways).
• Exposure to UK/EU data privacy and compliance considerations (e.g. GDPR) in a customer context.
• Experience working with customers across multiple European markets and/or languages. German/Dutch professional fluency is an added bonus.

About the Role:

As a Sales Development Intern you will work closely with our Go To Market professionals, gaining hands-on experience in essential sales development activities. This includes qualifying accounts, enriching data, and navigating sales processes. You will be required to research and validate accounts for the Sales Development team.

The Sales Development Internship is a pathway to a permanent position as a Sales Development Representative upon successful completion.

Special emphasis given to fluent German or Dutch speakers. 

What You'll Do:

• Work closely with the Sales Development team and wider Go To Market team, learning Motive specific sales processes
• Contact prospective clients through cold calls and emails
• Qualify accounts/contacts based on set criteria
• Support the Sales Development team with data enrichment and other administrative tasks 
• Create pitch messaging for the Sales Development team

What We're Looking For:

• Fast learner and desire to progress to a Sales Development Representative
• Strong work ethic and drive
• Ability to handle rejection and persevere
• Strong communication skills
• Coach-ability and a team focused mindset
• Special emphasis given to fluent German or Dutch speakers 

This role is in the London office three days a week.

About the Role:

As a Commercial Solutions Engineer, you’ll play a key role in driving successful outcomes for Motive’s Commercial customers and prospects. You’ll partner closely with off-shore Account Executives to shape deal strategy, deliver tailored product demonstrations, and act as a trusted advisor to both technical and business stakeholders. This role requires a balance of technical aptitude, business acumen, and strong communication skills, as you map customer challenges to Motive’s solutions and influence buying decisions. Reporting directly to the Manager of Commercial Solutions Engineering, you’ll collaborate across Sales, Product, Engineering, and Customer Success to ensure customer needs are met while contributing directly to Motive’s growth and success.

What You'll Do:

• Partner with our off-shore Commercial Account Executive team to support deal strategy, drive discovery conversations, and deliver customized product demonstrations that support customer decision-making
• Travel to customer on-sites for trial kickoffs and demos as needed (~40% of the time) in the UK 
• Showcase Motive’s value by tailoring demos that resonate across technical, operational, and business audiences — positioning yourself as a trusted advisor to Commercial customers
• Translate customer challenges into clear, actionable solutions that deliver measurable business outcomes
• Develop knowledge of the competitive landscape, supporting Commercial AEs on displacement and growth opportunities
• Establish yourself as a product resource — mastering today’s platform while supporting conversations around future innovations
• Collaborate on RFIs and RFPs to position Motive as the partner of choice for Commercial organizations
• Act as a connector between Sales and cross-functional teams (Product, Engineering, Customer Success, Marketing), ensuring customer insights drive continuous improvement and innovation

What We're Looking For:

• 1+ years of experience supporting Commercial, SMB, or similar market segments in a customer-facing pre-sales or solutions engineering role, with experience in SaaS and/or hardware
• Bachelor’s degree preferred
• Familiarity with value-based selling frameworks and/or solutions engineering methodologies (e.g., MEDDIC, MEDDPICC, Command of the Message, Demo2Win, Great Demo!, or comparable)
• Excellent communication skills with the ability to translate technical topics for both technical and non-technical audiences
• Experience supporting solution sales and navigating Commercial or similar market segment sales cycles
• Proven analytical and problem-solving abilities with a solutions-oriented mindset
• Experience with APIs, integrations, and technical solution design