As a Data Engineer on our BI team, you’ll be a key player in Motive’s growth, delivering the data infrastructure for the AI era. You’ll act as the essential link between complex data and key business domains, delivering the high-quality datasets and semantic models that drive global strategy. This is an exciting opportunity to implement cutting-edge tooling, leverage AI to enhance your workflow, and master a modern data stack in a fast-evolving environment.

This is the perfect role for a "jack of all trades" data practitioner. You’ll design data models, build robust pipelines, manage DevOps and automated systems, and implement AI-driven data tooling. You’ll even get your hands dirty building dashboards and performing deep-dive analysis. If you love working full-stack and owning the entire data lifecycle, you’ll love this role.

What You'll Do:

• Collaborate & Strategize: Partner closely with business stakeholders to understand their challenges and design end-to-end architecture that solves complex business problems.
• Build & Maintain Data Models: Design, develop, and own robust, efficient, and scalable data models in Snowflake and Iceberg using dbt and advanced SQL.
• Orchestrate & Automate: Build and manage reliable data pipelines and CI/CD workflows using tools like Airflow, Python, and Terraform to ensure data is fresh, trustworthy, and infrastructure is version-controlled.
• Champion Data Quality: Implement rigorous testing, documentation, and data governance practices to maintain a single source of truth.
• Enable Analytics & Workflows: Act as the Product Owner and Tech Lead for your data domains, taking responsibility for the end-to-end data product delivery– from raw ingestion to data models enabling analytics and data apps in tools like Tableau and Retool.
• Innovate with AI: Help us build our next-generation data infrastructure by integrating AI capabilities (like Snowflake Cortex AI) to democratize analytics and empower the business.
• Architect Observability: Implement monitoring and alerting frameworks (e.g., dbt packages or  Monte Carlo monitors) to proactively catch "silent" data failures before stakeholders do.

What We're Looking For:

• 6+ years of experience in Analytics Engineering, Data Engineering, or a similar role.
• Deep expertise in SQL and developing complex data models for analytical purposes (e.g., dimensional modeling).
• Hands-on experience with:
  • Data Warehousing: High proficiency in Snowflake (preferred) and experience with Open Table Formats like Iceberg.
  • Data Transformation: dbt
  • Orchestration & ETL: Airflow, Fivetran, Airbyte
  • Cloud Platform: AWS
  • Programming/Ingestion: Python
  • Infrastructure as Code: Terraform
  • AI-Augmented Development: Proficiency using AI coding assistants (Cursor, Copilot, or Claude) to accelerate development and automate routine tasks.
• A strong analytical mindset with a proven ability to solve ambiguous business problems with data.
• Excellent communication skills and experience working cross-functionally.
• Self-starter with the ability to self-project manage work
• A user focus with the ability to understand how a data consumer will use the data products you build

Bonus Points (Nice-to-Haves)

• Experience building semantic models for natural language querying
• Direct experience with advanced Snowflake features (e.g., Snowpark, Cortex AI).
• Experience building visualizations and dashboards in tools like Tableau,  Retool, or Thoughtspot.

We're looking for an experienced Sr. Manager to help build out and manage end-to-end execution of complex deals and streamlined approval processes within our Americas and Enterprise business segment. You will guide and establish a deal strategy, invent and simplify deal process and workflow, and get your hands dirty as a subject matter expert providing outstanding customer service and thought leadership to Account Executives, Customer Success Managers, line of business managers and other stakeholders across the go-to-market organization. You will provide agreement structuring and guidance and prepare tailored contractual packages for customers. You will contribute to scalability and efficiency gains in internal processes that impact the overall customer experience and contribute to the company’s overall Sales and Customer Success strategy.

What You'll Do:

• Serve as a strategic and tactical business partner to the sales organization and support functions to facilitate deal composition and approvals, including exception escalation and management, historical account overview, pre-sales objection handling, and account management support
• Make quantitative and qualitative recommendations to executive management on deal structures and approvals
• Serve as a subject matter expert to ensure timely and accurate deal execution throughout the sales cycle, including evaluating discounts and approval policies and all revenue recognition rules adherence. 
• Serve as the deal’s internal quarterback, working to resolve open items related to terms and condition issues that impact our stakeholders, and topics related to order processing and management
• Optimize and manage a continuous deal pipeline by ensuring Sales follows Deal Desk guidelines and continuously revise Deal Desk processes to streamline the sales experience
• Develop a holistic understanding of the various components of Motive’s business and be able to apply the multidisciplinary thinking to all your analysis and execution

What We're Looking For:

• 5+ years of Deal Desk/operations experience in high-growth technology companies in go-to-market functions like sales, marketing, customer success, and operations
• Experience working with Enterprise and various segments across a sales organization 
• Expert in Salesforce required; experience in Tableau a plus
• Strong Communicator. Exceptional verbal and written communication, interpersonal, teamwork, and customer service skills. 
• Able to work in ambiguous environments under tight and unpredictable timelines
• Ability to navigate through large companies and build and nurture relationships with all kinds of leaders and teams
• Ability to work with a Pacific Time (PT) overlap, with a strong preference for candidates residing in the PT time zone.

We are seeking a Partnership/Business Development Leader with a rare combination of deep domain expertise in payment systems and relentless intellectual curiosity to apply it to a new industry: the physical economy. This role is for someone who doesn't just understand the mechanics of money flow, but can truly see the matrix: from the moment a card is swiped or tapped to the intricate dance of backend software, processors, and issuers, including how costs and profits are distributed across the different players in the value chain.

We need you to take that foundational knowledge in credit card issuing and processing and deploy it as a force multiplier in business development discussions across the entire payments ecosystem. You will join a high-performing team, working directly with our Fuel Merchant Partnership lead who has already built a robust fuel merchant network. You will be a skilled and empathetic negotiator, focused on creating mutually beneficial partnerships by expertly balancing the right "gives and gets" for long-term success. Beyond the boardroom, you possess the energy and intellectual horsepower to master the complex world of fleet fuel, EV charging, and non-fuel purchases across varying global landscapes, starting with North America and Europe. If you are driven by the opportunity to continuously learn, broaden your experience, and apply your strategic mind to redefine an industry, this is your next career step.

This role will reside in the Product Partnership organization that rolls up to the Chief Product Officer. This is not a quota carrying position, but rather will be measured by achievement of the business objectives we define that will unlock new markets and financial services opportunities for Motive.

What You'll Do

• Develop and execute a comprehensive partnership strategy that strengthens the Motive Card platform by identifying and engaging with key financial technology and infrastructure providers.
• Lead new business development efforts to identify, negotiate, and secure strategic partnerships that drive value for all parties and accelerate the Motive Card roadmap.
• Collaborate closely with our Product and Engineering teams to translate our partnership strategy into an actionable roadmap, ensuring seamless integration of new partner services.
• Thoughtfully consider how to align the Motive Card with the fuel merchant landscape, including retail and bulk fueling networks, to optimize spending and enhance the customer experience.
• Represent Motive externally, building deep relationships with senior leaders at potential partner organizations and negotiating business terms that support our long-term vision.
• Support Motive sellers by providing them with the necessary tools and knowledge to effectively position the Motive Card and its partner ecosystem.
• Present your point of view to internal cross-functional stakeholders to build consensus and influence the direction of our partnership program.

What We're Looking For

• A minimum of 8 years of experience in business development, strategic partnerships, or partner management.
• Demonstrated experience in negotiating and managing complex partnerships.
• Proven understanding of the payments industry, including experience with card issuing, processors, acquirers, merchants, and payment networks. Understand the distribution of interchange, acquiring fees, etc across the retail ecosystem. retail fuel merchants or private fueling networks.
• Experience with fuel merchant partnerships is a strong plus.
• Proven ability to work collaboratively across product, sales, and engineering teams to drive alignment and execution.
• An organizational bridge builder who knows how to quickly build momentum and influence without authority.
• Strong strategic and analytical skills, with a track record of using data to inform decisions and investments.
• A strong bias-to-action and tremendous work ethic.
• Ability to travel in the U.S. and abroad. Travel is roughly 10-15%, typically to start partnerships then most coordination with partners can be remote.

We are seeking a Partnership/Business Development Leader with a rare combination of deep domain expertise in payment systems and relentless intellectual curiosity to apply it to a new industry: the physical economy. This role is for someone who doesn't just understand the mechanics of money flow, but can truly see the matrix: from the moment a card is swiped or tapped to the intricate dance of backend software, processors, and issuers, including how costs and profits are distributed across the different players in the value chain.

We need you to take that foundational knowledge in credit card issuing and processing and deploy it as a force multiplier in business development discussions across the entire payments ecosystem. You will join a high-performing team, working directly with our Fuel Merchant Partnership lead who has already built a robust fuel merchant network. You will be a skilled and empathetic negotiator, focused on creating mutually beneficial partnerships by expertly balancing the right "gives and gets" for long-term success. Beyond the boardroom, you possess the energy and intellectual horsepower to master the complex world of fleet fuel, EV charging, and non-fuel purchases across varying global landscapes, starting with North America and Europe. If you are driven by the opportunity to continuously learn, broaden your experience, and apply your strategic mind to redefine an industry, this is your next career step.

This role will reside in the Product Partnership organization that rolls up to the Chief Product Officer. This is not a quota carrying position, but rather will be measured by achievement of the business objectives we define that will unlock new markets and financial services opportunities for Motive.

What You'll Do

• Develop and execute a comprehensive partnership strategy that strengthens the Motive Card platform by identifying and engaging with key financial technology and infrastructure providers.
• Lead new business development efforts to identify, negotiate, and secure strategic partnerships that drive value for all parties and accelerate the Motive Card roadmap.
• Collaborate closely with our Product and Engineering teams to translate our partnership strategy into an actionable roadmap, ensuring seamless integration of new partner services.
• Thoughtfully consider how to align the Motive Card with the fuel merchant landscape, including retail and bulk fueling networks, to optimize spending and enhance the customer experience.
• Represent Motive externally, building deep relationships with senior leaders at potential partner organizations and negotiating business terms that support our long-term vision.
• Support Motive sellers by providing them with the necessary tools and knowledge to effectively position the Motive Card and its partner ecosystem.
• Present your point of view to internal cross-functional stakeholders to build consensus and influence the direction of our partnership program.

What We're Looking For

• A minimum of 8 years of experience in business development, strategic partnerships, or partner management.
• Demonstrated experience in negotiating and managing complex partnerships.
• Proven understanding of the payments industry, including experience with card issuing, processors, acquirers, merchants, and payment networks. Understand the distribution of interchange, acquiring fees, etc across the retail ecosystem. retail fuel merchants or private fueling networks.
• Experience with fuel merchant partnerships is a strong plus.
• Proven ability to work collaboratively across product, sales, and engineering teams to drive alignment and execution.
• An organizational bridge builder who knows how to quickly build momentum and influence without authority.
• Strong strategic and analytical skills, with a track record of using data to inform decisions and investments.
• A strong bias-to-action and tremendous work ethic.
• Ability to travel in the U.S. and abroad. Travel is roughly 10-15%, typically to start partnerships then most coordination with partners can be remote.

About The Role

Motive is investing deeply in AI cameras and video safety as the physical backbone of our platform. Our Vision & Safety product line, powered by our flagship AI cameras, is the core engine for our industry-leading Safety and Fleet software suite, representing one of the largest and most strategic growth opportunities in the portfolio. We help customers prevent accidents, protect their drivers, and manage their fleets using high-performance, AI-powered cameras, advanced computer vision, and in-cab alerting technology.

As the Principal/Director Product Manager, Connected Devices (Vision & Safety), you will be the dedicated product leader for the device and firmware surface area of this critical line. You will own the vision, strategy, and execution for our category-defining connected camera products, including the flagship AI Dashcam+ and AI Omnicam. Responsible for defining the next generation of intelligent edge devices and ensuring the 1M+ devices already in the field perform flawlessly, your work is the literal foundation for our Safety and Fleet software suite offerings, shaping and heavily influencing the entire product roadmap wherever the bits meet the atoms. You are the "CEO of the Product."

This is a deeply cross-functional role at the intersection of physical systems and cutting-edge Artificial Intelligence. You will operate as a peer to Electrical Engineering, Embedded/Firmware, Mechanical, AI/ML, Quality, Manufacturing, Supply Chain, and TPM, and collaborate with the software, cloud, and mobile teams that consume device data. The ideal candidate is a technically fluent product leader who thrives in ambiguity, is energized by the discipline of hardware development, and can move confidently between a silicon roadmap, regulatory certification, firmware releases, and customer safety workflows.

What You'll Do

• Own the vision and execution of our AI-powered vision & safety hardware and the corresponding software and firmware capabilities.
• Set and articulate the product's vision, and gain buy-in from our CEO, CPO, CTO, and VP Connected Devices.
• Drive New Product Introductions (NPIs) from ideation through implementation and launch, focusing on excellent execution across hardware, firmware, web, and mobile platforms.
• Make the hard trade-offs across AI computing, installation experience, form factor, battery, and connectivity to deliver a winning safety solution that aligns with business outcomes.
• Define and prioritize firmware features that extend the value of over 1M+ hardware devices in the field by optimizing user experience, connectivity resilience, AI model deployment, and fleet-level observability.
• Write strong PRDs and technical specs that frame the problem, the constraints, and the decisions, ensuring alignment across Hardware, Firmware, Mechanical, Quality, Manufacturing, Supply Chain, and TPM.
• Collaborate across multiple product, engineering, and go-to-market teams to ship the products that our customers love.
• Define and analyze performance metrics to measure the success of our products in the market, including AI detection accuracy, driver coaching effectiveness, and device reliability (RMA and field failure rates).
• Drive go-to-market readiness by partnering with Product Marketing, Sales, Customer Success, Support, and Install on positioning, enablement, and rollout planning for every NPI and major feature release.

What We're Looking For

• 7+ years of product management experience, with meaningful time shipping camera/video/CV products from concept to launch and sustaining them through post-launch iteration.
• Proven ownership of at least one full hardware NPI that reached material volume (ideally 100K+ units).
• Strong technical fluency in full-stack IoT products, embedded systems, and expertise in developing software features on mobile or cloud platforms.
• Deep familiarity with Edge AI and camera technology, telematics, cellular-connected devices, GPS systems, low-power wireless technologies like Bluetooth Low Energy, and/or automotive protocols such as CAN, OBD-II, J1939.
• Demonstrated ability to lead ambiguous, cross-functional initiatives and influence roadmaps across engineering, operations, and GTM without direct authority.
• High “EQ” and the ability to handle multiple competing priorities and tight deadlines in a fast-paced environment.
• Customer empathy paired with data fluency — you work diligently to understand customers' mindsets and use data to prioritize ruthlessly.
• Excellent written and verbal communication, with the ability to move fluently between executives, hardware/firmware engineers, GTM teams, and customers.
• Trailblazer mindset — humble, kind, and open to learning new stuff, with a strong bias to action (aka hustle) and a willingness to commit and disagree productively.
• BA/BS in Electrical Engineering/Computer Science/Industrial Design/Mechanical Engineering/Embedded Systems, or a related technical field or equivalent practical experience.
• Bonus Points:
  • Experience launching cellular-connected video devices or other complex IoT products at scale.
  • Experience owning AI/ML model deployment and performance metrics on edge devices.
  • Background in fleet safety, telematics, or automotive technology.

What You'll Do:

• Participate fully in the Solutions Engineering Academy bootcamp, mastering core product knowledge, sales methodologies, and demonstration techniques.
• Shadow and support the Commercial sales team throughout the sales cycle, including discovery calls and technical discussions, in preparation for a client-facing role.
• Conduct internal practice demonstrations of the Motive product offering, effectively showcasing our core value proposition, specifically the capabilities driven by Artificial Intelligence and Machine Learning.
• Develop expertise in Motive's integrated platform, spanning IoT hardware (in-vehicle devices, sensors), cloud-based data aggregation, and AI/ML features that automate complex operational workflows.
• Learn to successfully match customer pain points and requirements to proposed solutions, articulating clear business benefits and foundational return on investment (ROI).
• Rapidly become a subject matter expert on Motive’s current product offering and future roadmap.
• Collaborate closely with the Product Team to provide feedback from the field and assist with training on new feature releases.
• Act as a technical liaison during the training phase between the sales team and various internal organizations, including Product, Engineering, and Customer Success, ensuring seamless information flow.
• Prepare and deliver technical presentations and mock proposals that clearly articulate the value and functionality of Motive's solutions.

What We're Looking For:

• Bachelor's Degree required
• 0-1 years of professional experience. Internship experience in a pre-sales, technical support, or customer-facing role is a significant plus.
• A strong desire and ability to quickly learn complex SaaS and hardware solutions, paired with a genuine interest in experimenting with and understanding how AI/ML models and IoT devices operate in real-world environments.
• Excellent communication skills, both verbal and written, with the ability to explain complex technical concepts in an understandable way.
• Proven analytical and problem-solving skills, with the ability to understand customer challenges and propose effective technical solutions.
• The ability to quickly connect technical solution features to tangible business outcomes and value.
• A strong desire to learn, grow, and execute in a dynamic and fast-paced environment.
• Interest in the Transportation & Logistics industry is beneficial.

About the Role

How do you build a world-class sales organization? It starts with a world-class Sales Development team. We’re looking for driven, ambitious professionals to join our organization and be the first point of contact with potential clients. As a Public Sector Sales Development Representative, you’ll identify and qualify new opportunities, laying the foundation for our Account Executives to close deals and drive growth.

We’re looking for strong communicators with curiosity, grit, and a natural sales instinct. In this role, you’ll develop your skills in prospecting, lead qualification, and relationship building while setting yourself up for long-term success and growth within the company.

What You’ll Do

• You will manage outbound lead generation for our Public Sector segment by researching and contacting prospective customers to understand their business needs and educate them on how Motive can help them achieve their goals
• Work with Motive Prospects in the Government and Education industries
• Engage prospective clients through cold calls, emails, and other outbound efforts
• Identify and qualify leads based on set criteria
• Partner with Account Executives to strategize on outreach and deal progression
• Uncover prospect pain points, priorities, and challenges to position solutions
• Schedule qualified meetings between prospects and Account Executives
• Stay sharp on our products, services, and industry trends to bring value to every conversation
• Consistently meet and exceed monthly and quarterly pipeline goals

What We’re Looking For

• Bachelor’s degree required
• Public Sector sales experience preferred
• Ability to work hybrid in our Austin or Nashville office
• Strong work ethic, resilience, and drive to succeed
• Excellent verbal and written communication skills
• Coachable with a team-first mindset
• Prior experience with cold calling or CRM tools (Salesforce, HubSpot, etc.) is a plus

What We Offer

• Competitive base salary plus uncapped commission
• Clear career path into full-cycle sales roles or SDR leadership
• Comprehensive benefits package, including equity, 401(k), and health insurance
• Flexible PTO and hybrid work structure based in our Austin or Nashville office

Director, Financial & Corporate Communications
Location: Hybrid, San Francisco
Department: Corporate Marketing

About the Role

We’re looking for a Director, Financial Communications to own Motive’s financial narrative and shape how we communicate our business performance and long-term value creation. This person will lead the development and execution of high-impact communications across corporate, financial, and internal channels. This role is crucial in shaping and protecting our corporate brand and financial narrative, ensuring consistent and compelling messaging across all key stakeholders, including media, employees, investors, shareholders, and partners.  

Key Responsibilities

Corporate & Executive Communications

• Support and execute the company’s corporate PR strategy, including executive visibility for CEO and CFO, crisis and reputation communications, and media and investor engagement.
• Draft and own press releases, media statements, executive quotes, investor and shareholder messaging, and other external materials.
• Develop and execute strategies to raise visibility through earned media, owned channels, awards, speaking opportunities, and more. 
• Advise internal and external stakeholders on communication strategy and positioning.
• Coordinate messaging and plans across teams, including Finance, Investor Relations, Legal, Marketing, International teams, executive team, and more.
• Serve as a strategic liaison and manage day-to-day coordination with PR agencies.
• Travel up to 15% required.

Financial Communications

• Partner closely with Finance, Investor Relations, and Legal teams to lead communications strategies for major financial announcements and corporate milestones.
• Draft and refine internal and external financial materials, shareholder messaging, FAQs, and internal briefing docs.
• Ensure financial messaging is accurate, consistent, and aligned with broader corporate communications.

Crisis & Reputation Management

• Monitor and assess crises and issues that may impact corporate reputation, providing real-time counsel and communication plans.
• Develop and maintain messaging frameworks and holding statements for high-risk or sensitive scenarios.
• Lead cross-functional alignment for rapid response communications when needed, ensuring consistency and control across channels.
• Work with cross-functional teams to lead and oversee issues and reputation management plans and support.
• Establish playbooks and protocols for risk mitigation and incident response preparedness.

Internal Communications

• Develop and manage internal communications plans that keep employees informed, inspired, and aligned on corporate and financial news and updates.
• Draft executive communications, manage content for All-Hands meetings, and lead internal message development around key corporate and financial initiatives.
• Manage change management and executive communications for c-level executives. 

Qualifications

• 15+ years of experience in corporate communications and public relations with a specific focus on corporate, financial communications and issues and reputation management. B2B and public company experience required.
• Proven experience supporting high-growth technology companies through major funding, scale, or pre-IPO phases.
• Experience  turning complex financial strategy into clear messaging for internal and external audiences.
• Demonstrated strength in media relations, with experience building and maintaining relationships with business and financial journalists. 
• Proven experience working in both in-house and PR agency environments. 
• Familiarity with M&A communications and corporate transaction-related work. 
• Strong crisis communications and issues management experience. 
• Track record of collaborating effectively with cross-functional partners and agency teams. 
• Excellent written and verbal communication skills, with the ability to translate complex information into clear, credible messaging for diverse audiences. 
• Strong critical thinking skills and comfort operating in a fast-paced, deadline-driven environment, managing multiple priorities simultaneously. 
• Bachelor’s degree in Communications, Public Relations, Journalism, or a related field. Advanced degree is a plus.
• Strong relationships with Executives, Finance, Investor Relations, and Legal will be crucial to ensure alignment, compliance, and impact across all communications.
• Comfort using AI-enabled tools to support messaging development, media and issues analysis, and reputational risk assessment, with sound judgment around appropriate use. 
• Willingness to work in a hybrid model alongside key executives in our San Francisco, CA office or work from New York City, NY with the ability to travel.

About the Role:

We are seeking a Lead Product Manager for our Telematics Platform. This team is at the center of Motive's product ecosystem, responsible for the centralized platform that collects, ingests, processes, and serves all vehicle and device data. You will be a key voice in the long-term vision, strategy, and execution for this platform, which is the foundation of our most critical customer-facing products.

You will be the partner for all other product teams who build their experiences on telematics platforms. You will also lead the charge in productizing our telematics data directly, building API-first products and rich integrations for our largest Enterprise customers.

This is a deeply technical, strategic, and high-impact role. You will be the central pillar of product leadership, wrestling with complex engineering challenges and driving alignment across the company to shape the future of Motive's data platform.

What You'll Do:

• Own the long-term vision, strategy, and roadmap for the Telematics data platform, balancing enterprise-grade reliability with feature innovation.
• Partner closely with R&D leads to solve core platform challenges and deliver enterprise-grade reliability for key data services.
• Lead defining and launching customer-facing Telematics APIs, webhooks, and data integrations for the Enterprise segment.
• Drive platform readiness for strategic initiatives, including international expansion.
• Collaborate with AI teams to make telematics data a core component of Motive's AI differentiation, including new analytics and automated workflows.
• Mentor and coach other Product Managers on the team to scale the product function within this critical domain.
• Lead the charge in productizing telematics data directly by building API-first products and rich integrations for the largest Enterprise customers.
• Serve as the central pillar of product leadership, wrestling with complex engineering challenges and driving alignment across the company.

What We're Looking For:

• Possess 8+ years of product management experience, with a proven track record in a lead role.
• Hold a Bachelor's degree in Computer Science, Engineering, or a related technical field (or equivalent practical experience).
• Exhibit experience building and scaling complex data platforms, API-first products, IoT systems, or large-scale distributed systems.
• Know how to manage a platform as a product, balancing the needs of multiple internal stakeholders with external customer requirements.
• Demonstrate the ability to drive alignment, influence roadmaps, and build consensus across numerous product, engineering, and GTM teams without direct authority.
• Be able to dive deep into data to understand platform health while also engaging with enterprise customers to understand their integration needs.
• Thrive in a fast-paced environment and be comfortable navigating ambiguity and complexity.

Director of Strategic Accounts, Central U.S.

Remote - United States - Central U.S.

About the role:

As a Director of Strategic Accounts at Motive, you are responsible for developing and closing business with Motive’s largest prospects. You will sell into the most impactful companies in North America that power the physical economy, the majority being in the Fortune 500. We are seizing the opportunity created by our strong product positioning and pushing up market. You will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive. 

Our Directors of Strategic Accounts sell across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. Because of the collaborative nature of our Go-to-Market team, a win-as-a-team mentality is a must. In this high-energy role, you should be comfortable working in a fast-paced environment with high standards of quality. 

What you’ll do:

• Prospect and win new Strategic business through developing key C-Suite and executive relationships within key prospects to drive expansion of that business with all key accounts 
• Develop champions within our prospects to ensure RFP wins and grow contractual-based business
• Partner with the balance of your internal account team at Motive and leverage customer analytics and other available resources to optimize buying decisions to increase the perceived value of Motive
• Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions
• Work with technical resources to display to prospects the power of integrations & how our partner ecosystem increases the value of our hardware and software 
• Effectively plan to meet and exceed your ongoing business goals and revenue quotas
• Develop a deep understanding of our technology platform and operations, using that understanding and market input to bring back iterations to our business
• Constantly study and deepen understanding of market trends to enable consultative insight

About you:

• You have deep Enterprise sales experience partnering with F500 or F1000 clients
• 7+ years of SaaS or industry relevant Enterprise field sales experience required
• You show a strong track record of exceeding quotas and rapidly growing your book over time backed up by data 
• You have an ability to build rapport with C-suite &  executive decision-makers, influencing outcomes through both an understanding of the customer’s business and the unique solutions that Motive can deliver 
• You show a history of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals 
• You have best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections 
• This role will be covering accounts in the Central U.S.

Senior Manager, Revenue

About the Role:

Join Motive, where we empower the people who run physical operations with technology to make their work safer, more productive, and more profitable. 

As the Revenue Senior Manager you will be responsible for Motive’s Annualized Recurring Run Rate (ARR) as well as contract review, deal support and assisting with the revenue close. 

This is a highly impactful, strategic role, requiring partnership with Finance, Order Management, Business Intelligence, Sales, Accounting, Deal Desk, and Enterprise Systems teams. The role reports to the VP of Order to Cash and has a high impact on both internal and external reporting.

Why this role is exciting:

• Own the integrity of ARR metrics that inform executive and Board‑level decisions.
• Shape revenue policy, processes, and tooling in a fast‑growing SaaS environment.
• Partner closely with Finance, Sales, and Systems, gaining broad visibility across Motive.

What You’ll Do and What This Looks Like:

ARR & Data

• Architect and govern ARR recognition policy for Motive’s SaaS and services portfolio.
• Understand policy and design policy improvements and work cross-functionally with Deal Desk, Order Management, and Sales Operations to enforce and communicate updates.
• Create educational material, in partnership with Sales leadership, to help other teams understand ARR recognition, from Sales to the executive level.
• Act as a primary ARR subject-matter expert for Sales, Deal Desk, and FP&A, including training, office hours, and ad‑hoc questions.
• Drive and coordinate timely, accurate closes and reporting of ARR and partner to determine, and resolve, potential issues while bridging to expectations.
• Investigate and correct scenarios requiring adjustments to the mostly automated data pipeline-driven reporting.
• Understand the data flow from the CRM, to the billing system, through a custom data pipeline, to the data warehouse and reporting tools.
• Proven ability to rapidly trace data lineage and diagnose discrepancies across complex system architectures (CRM, billing, custom data pipelines, data warehouse). You won’t act as a data engineer, but you will be comfortable self‑serving queries and collaborating closely with BI and Enterprise Systems.

Revenue

• Assist in the revenue close and the review of the close by the Auditors.
• Participate in Motive technical revenue reviews of contracts and processes and assist  in setting policy and designing processes with a view to keeping processes simple and minimizing human effort.  This will include process design, automation and technical review.
• Apply ASC 606 guidance to complex SaaS and services arrangements, partnering with Accounting and external auditors as needed.
• Identify and implement process improvements across Quote‑to‑Cash that improve accuracy, control, and efficiency, while minimizing manual effort.
• Assist in the revenue close

Qualifications

• Previous experience with reporting of key revenue related financial metrics preferred.
• Experience reviewing and analyzing customer orders and contracts and related documentation to identify revenue-related issues.  Understanding of how a contract translates into CRM and billing system data objects and financial metrics.
• Passion for working in a fast-paced, high-growth, and constantly evolving environment.
• Demonstrated ability to influence and collaborate effectively with all levels and cross-functionally across the organization.
• Public accounting experience, CPA preferred
• Strong background working with Enterprise Systems to drive improvement and optimization in the Quote-to-Cash (QtC) process. Experience using Netsuite, Salesforce, and RevPro is preferred.
• Detailed knowledge of ASC 606 and relevant current accounting rules relating to software, SaaS, and services revenue recognition.
• Proven ability to manage multiple high-priority assignments and meet strict deadlines.
• Proven ability to rapidly trace data lineage and diagnose discrepancies across complex system architectures (CRM, billing, custom data pipelines, data warehouse).
• 6–10 years of combined experience in Revenue Accounting and/or Revenue Operations for a SaaS or software business, including hands‑on work with complex contracts and ARR metrics.
• Experience with ARR reporting strongly preferred
• Knowledge of SQL and related tools (Snowflake, SQL notebooks, etc.) including comfort writing SQL to investigate data issues (e.g., joins, filters, basic aggregations) across systems and data tables is preferred.

Director of Strategic Accounts, Eastern U.S.

Remote - United States - East Coast

About the role:

As a Director of Strategic Accounts at Motive, you are responsible for developing and closing business with Motive’s largest prospects. You will sell into the most impactful companies in North America that power the physical economy, the majority being in the Fortune 500. We are seizing the opportunity created by our strong product positioning and pushing up market. You will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive. 

Our Directors of Strategic Accounts sell across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. Because of the collaborative nature of our Go-to-Market team, a win-as-a-team mentality is a must. In this high-energy role, you should be comfortable working in a fast-paced environment with high standards of quality. 

What you’ll do:

• Prospect and win new Strategic business through developing key C-Suite and executive relationships within key prospects to drive expansion of that business with all key accounts 
• Develop champions within our prospects to ensure RFP wins and grow contractual-based business
• Partner with the balance of your internal account team at Motive and leverage customer analytics and other available resources to optimize buying decisions to increase the perceived value of Motive
• Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions
• Work with technical resources to display to prospects the power of integrations & how our partner ecosystem increases the value of our hardware and software 
• Effectively plan to meet and exceed your ongoing business goals and revenue quotas
• Develop a deep understanding of our technology platform and operations, using that understanding and market input to bring back iterations to our business
• Constantly study and deepen understanding of market trends to enable consultative insight

About you:

• You have deep Enterprise sales experience partnering with F500 or F1000 clients
• 7+ years of SaaS or industry relevant Enterprise field sales experience required
• You show a strong track record of exceeding quotas and rapidly growing your book over time backed up by data 
• You have an ability to build rapport with C-suite &  executive decision-makers, influencing outcomes through both an understanding of the customer’s business and the unique solutions that Motive can deliver 
• You show a history of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals 
• You have best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections 
• This role will be covering accounts in the Eastern U.S. so we are considering only candidates that live on the East Coast for this particular position.

About the Role:

As a Mid-Market Account Executive, you will be pivotal to the growth of our Mid-Market sales segment, driving new business with companies operating 50-174 trucks across the US and Canada. You will own the full sales cycle from prospecting to closing, working as a relentless “hunter” to identify opportunities, clearly articulate and educate our value proposition, and close key stakeholders. We are looking for driven and experienced sales individuals with a persuasive, natural sales ability and a strong commitment to results. This is an amazing opportunity to join our fastest growing sales segment with the ability to advance into the Upper Mid Market and Enterprise segments as well as sales leadership.

What You'll Do:

• Responsible for driving new business logos, while meeting or exceeding monthly revenue quotas
• Ability to lead all aspects of the sales cycle including prospecting, sales campaign/meetings, discovery, qualification, negotiation, and close
• Maintain a high level of outbound lead generation through cold calling and strategic outreach with consistent ability to hit KPI metrics
• Lead discovery calls, demos, and trials to understand the business challenges and goals of potential customers
• Work cross functionally and collaboratively with related departments (Sales Development, Sales Engineering, Customer Success, etc) 
• Demonstrate a consistent attention to detail in accurate sales forecasting

What We're Looking For:

• Bachelor's degree or equivalent SaaS closing experience required
• 2+ years of experience in a full cycle sales role, SaaS preferred
• Must be located in/near Austin, TX
• Proven track record of quota achievement in a new business, outbound sales role
• Experience partnering with Sales Engineers, SDRs, and trial experience a plus
• Self-starter comfortable with a fast-paced environment, demonstrating a willingness to learn/ramp quickly and be a creative problem solver for the larger Motive team 
• Strong ownership attitude from prospecting, demonstrations, to negotiations and closing
• You embody a growth mindset and seek out opportunities to constantly learn and grow. Extreme curiosity about the product, the industry, and your customer’s businesses.
• “Do What It Takes” mentality - You are proactive and take initiative to drive and cultivate new creative solutions

The compensation range for this role is $142,000 - $197,000 OTE + uncapped commissions and equity (which may vary based on performance).

Your compensation may be based on several factors, including education, work experience, and certifications.  Motive offers benefits including health, pharmacy, optical and dental care benefits as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting https://www.comparably.com/companies/motive/perks-and-benefits

What You'll Do:

As an Enterprise Account Manager, you will be integral to driving growth and maintaining strong relationships within our Enterprise sales segment, focusing on U.S.-based customers with 150-999 vehicles. This role combines strategic sales practices with proactive account management, ensuring that clients receive exceptional service while identifying opportunities for revenue expansion through upsells, cross-sells, renewals, and product adoption.

We are looking for driven and experienced SaaS sales professionals with a consultative approach, strong problem-solving skills, and the ability to execute strategic account plans while navigating complex sales cycles. This is a remote position with occasional travel (~20%) to client sites for relationship building and support.

What You'll Do:

• Serve as the primary point of contact for assigned accounts, proactively identifying needs, resolving issues, and managing overall account health to drive retention and revenue growth.
• Develop and implement strategic account plans that align with client goals, focusing on upsells, cross-sells, and renewals.
• Lead discovery calls, product demos, and trials to understand business challenges and align Motive’s solutions to customer goals.
• Monitor account health, addressing potential issues swiftly and coordinating with internal teams to mitigate risks and ensure customer satisfaction.
• Maintain detailed account records, tracking key interactions, customer feedback, and sales activities in CRM.
• Collaborate closely with Sales Engineering to address technical inquiries and ensure smooth product integration and adoption.
• Conduct regular business reviews to assess product adoption, gather feedback, and present tailored solutions that drive value.
• Demonstrate a consistent attention to detail in accurate sales forecasting and KPI tracking.

What We're Looking For:

• Bachelor's degree required.
• 4+ years of SaaS sales experience in a customer expansion or account management role, ideally within a enterprise, complex SaaS or technical sales environment.
• Demonstrated success in achieving sales goals, such as President’s Club or Rep of the Year.
• Strong consultative sales methodology and negotiation skills (MEDDIC/MEDDPICC experience is a plus).
• Technical aptitude with the ability to demonstrate a moderately complex product effectively.
• Excellent communication and presentation skills, capable of translating technical concepts to non-technical stakeholders.
• Self-starter who thrives in a fast-paced, dynamic environment and takes initiative to solve complex problems.
• Strong organizational skills with the ability to manage multiple accounts and competing priorities effectively.
• Growth-oriented with a passion for continuous learning and a drive to understand customer business models.

About the Role

How do you build a world-class sales organization? It starts with a world-class Sales Development team. We’re looking for driven, ambitious professionals to join our organization and be the first point of contact with potential clients. As a Sales Development Representative, you’ll identify and qualify new opportunities, laying the foundation for our Account Executives to close deals and drive growth.

We’re looking for strong communicators with curiosity, grit, and a natural sales instinct. In this role, you’ll develop your skills in prospecting, lead qualification, and relationship building while setting yourself up for long-term success and growth within the company.

What You’ll Do

• Engage prospective clients through cold calls, emails, and other outbound efforts

• Identify and qualify leads based on set criteria

• Partner with Account Executives to strategize on outreach and deal progression

• Uncover prospect pain points, priorities, and challenges to position solutions

• Schedule qualified meetings between prospects and Account Executives

• Stay sharp on our products, services, and industry trends to bring value to every conversation

• Consistently meet and exceed monthly and quarterly pipeline goals

What We’re Looking For

• Bachelor’s degree required

• Relevant sales experience preferred

• Ability to work hybrid in our Nashville office

• Strong work ethic, resilience, and drive to succeed

• Excellent verbal and written communication skills

• Coachable with a team-first mindset

• Prior experience with cold calling or CRM tools (Salesforce, HubSpot, etc.) is a plus

What We Offer

• Competitive base salary plus uncapped commission

• Clear career path into full-cycle sales roles or SDR leadership

• Comprehensive benefits package, including equity, 401(k), and health insurance

• Flexible PTO and hybrid work structure based in our Nashville office

About the Role

How do you build a world-class sales organization? It starts with a world-class Sales Development team. We’re looking for driven, ambitious professionals to join our organization and be the first point of contact with potential clients. As a Sales Development Representative, you’ll identify and qualify new opportunities, laying the foundation for our Account Executives to close deals and drive growth.

We’re looking for strong communicators with curiosity, grit, and a natural sales instinct. In this role, you’ll develop your skills in prospecting, lead qualification, and relationship building while setting yourself up for long-term success and growth within the company.

What You’ll Do

• Engage prospective clients through cold calls, emails, and other outbound efforts

• Identify and qualify leads based on set criteria

• Partner with Account Executives to strategize on outreach and deal progression

• Uncover prospect pain points, priorities, and challenges to position solutions

• Schedule qualified meetings between prospects and Account Executives

• Stay sharp on our products, services, and industry trends to bring value to every conversation

• Consistently meet and exceed monthly and quarterly pipeline goals

What We’re Looking For

• Bachelor’s degree required

• Relevant sales experience preferred

• Ability to work hybrid in our Austin office

• Strong work ethic, resilience, and drive to succeed

• Excellent verbal and written communication skills

• Coachable with a team-first mindset

• Prior experience with cold calling or CRM tools (Salesforce, HubSpot, etc.) is a plus

What We Offer

• Competitive base salary plus uncapped commission

• Clear career path into full-cycle sales roles or SDR leadership

• Comprehensive benefits package, including equity, 401(k), and health insurance

• Flexible PTO and hybrid work structure based in our Austin office

About the Role:

As an Enterprise Account Executive, Public Sector at Motive, you are responsible for developing and closing business with Motive’s largest State, Local, and Education prospects. As one of our first Account Executives focused on the Public Sector market, you will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive. 

The solutions Motive brings to market align very well with Public Sector organization's values and priorities. Motive makes the world safer, increases productivity, and enhances cost efficiency. Our Enterprise Account Executives focusing on the Public Sector will be entrepreneurial, thoughtfully aggressive, and can truly articulate the value Motive brings to the Public Sector market. You are receptive to feedback, have a willingness to learn, a strong technical aptitude, and a high attention to detail. Because of the collaborative nature of our Go-to-Market team, a win-as-a-team mentality is a must. In this high-energy role, you should be comfortable working in a fast-paced environment with high standards of quality. 

Territories- 

Pacific Northwest (WA, OR, ID)

Colorado (CO, KS, OK)

Texas

Illinois (MN, WI, IA and IL)

What you’ll do:

• Establish, develop and grow new business relationships with influential contacts within lighthouse Public Sector accounts
• Identify, partner and develop account plans for Motive’s Public Sector prospects, actively developing strategies that result in providing the best value to our customers
• Harness key Executive relationships to ensure RFP wins and grow contractual-based business
• Strong experience with complex Proof of Concepts or Trials 
• Partner internally with Sales Engineering, Product, and Software Engineering to provide consistent feedback on product or security gaps that are crucial to win in a Public Sector environment 
• Partner with the balance of your account team and leverage customer analytics and other available resources to optimize buying decisions
• Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions
• Work with technical resources to display to prospects the power of integrations & how our partner ecosystem increases the value of our hardware and software 
• Effectively plan to meet and exceed your ongoing business goals and revenue quotas
• Develop a deep understanding of our technology platform and operations, using that understanding and market input to bring back iterations to our business
• Constantly study and deepen understanding of market trends to enable consultative insight

About you:

• You have deep Enterprise sales experience selling into the world’s largest Public Sector organizations 
• You show a strong track record of exceeding quotas and rapidly growing your book over time backed up by data 
• You have an ability to build rapport with executive decision-makers, influencing outcomes through both an understanding of the customer’s business and the unique solutions that Motive can deliver 
• You show a history of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals 
• You have best-in-class communication skills, with the ability to successfully convey key value propositions and quick manage objections

Director, Technical & Operational Revenue

About the Role:

Join Motive, where we empower the people who run physical operations with technology to make their work safer, more productive, and more profitable.

As the Director of Technical & Operational Revenue, reporting to the VP, OTC (Order-to-Cash), you will be a strategic leader and owner of our most critical accounting areas, playing a major role as Motive continues its fast-paced growth and expansion. You will be instrumental in defining and managing robust revenue processes and controls across a scaling business, ensuring both accuracy and compliance.

This is a high-impact, hands-on leadership opportunity, managing a team of 6+ professionals, including two managers. You will be interpreting and communicating complex ASC 606 and U.S. GAAP accounting issues to our cross-functional business partners and external auditors.

What You'll Do:

• Team Leadership & Development: Lead, mentor, and manage a team of 6+ FTEs (including managers), and scale the team through hiring to support Motive's continued growth.
• Participate in the design and operation of key metrics such as ARR.
• System roadmap and operational close: Lead the team through the revenue close and external auditor review. Determine how to leverage and improve systems to make the close more efficient and support growth.
• Technical Revenue Expertise: Lead technical accounting for contracts and the Motive business as a subject matter expert in ASC 606 and U.S. GAAP revenue recognition, ensuring proper and compliant recognition of revenue. Maintain and update the company's revenue recognition policies.
• Strategic Deal Support: Partner with the Deal Desk team to structure complex contracts and negotiations, providing critical revenue recognition guidance.
• Cross-Functional Partnership: Collaborate with key business stakeholders (Sales, Order Management, Legal, and Product) to provide revenue guidance on our growing product portfolio and business models.
• SEC Reporting & Compliance: Review, analyze, and update 10Q/K sections (Revenue, Deferred Revenue, etc.) to ensure strict compliance with U.S. GAAP, SEC, and industry reporting standards.
• Financial Planning Collaboration: Work closely with the FP&A team on accurate and timely revenue forecasting and analysis.
• Business Education: Develop and deliver ongoing, high-impact revenue training materials to cross-functional partners across the organization.

What We're Looking For:

• Experience as a leader in a US registrants revenue team
• Bachelor’s degree in Accounting
• 7+ years of revenue recognition work experience (5+ years as a Manager)
• Excellent coach with a history of developing the team and helping people grow their careers.
• Strong interest and track record in leveraging and implementing technology to improve the close and Revenue cycle.
• Experience reviewing and analyzing customer orders and contracts and related documentation to identify revenue-related issues
• Passion for working in a fast-paced, high-growth, and constantly evolving environment.
• Demonstrated ability to influence and collaborate effectively with all levels and cross-functionally across the organization.
• Public accounting experience, CPA preferred
• Strong background working with Enterprise Systems to drive improvement and optimization in the Quote-to-Cash (QtC) process. Experience using Netsuite, Salesforce, and RevPro is preferred.
• Detailed knowledge of ASC 606 and relevant current accounting rules relating to software, SaaS, and services revenue recognition.
• Exceptional detail-orientation and organizational skills, with a proven ability to manage multiple high-priority assignments and meet strict deadlines.
• Proactive, process-improvement mindset with the ability to expand scope and collaborate on generating ideas to enhance processes.
• Excellent written and verbal communication skills

Why Motive?

Motive is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Motive offers competitive compensation, equity, and a comprehensive benefits package, including health, dental, vision, paid time off, and 401k contributions (subject to eligibility requirements).

• About the Role

  Motive is seeking a Director of Enterprise Account Management to lead a growing sales organization responsible for managing, retaining, and expanding relationships across our Enterprise and Strategic customer base.

  This second-line leader will oversee multiple teams of Enterprise and Strategic Account Managers. These Account Managers own their accounts outright and are focused on driving retention, securing renewals, and uncovering all expansion opportunities within the existing account base.

  The Director of Enterprise Account Management will play a critical role in helping these teams navigate complex enterprise organizations, focusing heavily on business value realization and building deep executive connections to maximize the customer's investment in Motive. This role works closely with Sales Operations, Product, Customer Support, and Implementation teams to deliver a seamless customer experience and drive revenue growth across every stage of the customer journey.

  We’re looking for a sales-driven, customer-focused leader who thrives in a high-growth environment, understands how to scale account management organizations, and has a track record of building high-performing teams that deliver exceptional revenue and customer outcomes.

  Responsibilities

  • Leadership and Team Management: Lead a geographically distributed Enterprise and Strategic Account Management sales organization. Develop and support frontline managers while fostering a high-performance culture centered on sales accountability, collaboration, and quota attainment.
  • Account Ownership & Revenue Growth: Guide the team in full account ownership, driving retention, negotiating renewals, identifying expansion opportunities, and closing deals within complex enterprise accounts.
  • Business Value Realization & Executive Alignment: Develop strategies for Account Managers to effectively demonstrate business value realization to complex enterprise customers. Work with the team to proactively monitor customer health and identify risk and expansion opportunities. Ensure the team is successfully building and expanding executive connections across the account base to secure long-term partnerships and upsell opportunities. 
  • Talent Development: Recruit, hire, and develop top Enterprise Account Management sales talent. Establish strong coaching frameworks and career development pathways that support the growth of individual contributors and frontline managers.
  • Cross-Functional Collaboration: Partner closely with Sales Operations, Product, Customer Support, and Implementation teams to improve the overall customer lifecycle and support expansion efforts. Bring customer insights back to internal teams to influence product development and enhance the value proposition for enterprise clients.
  • Performance & Sales Insights: Track and analyze key sales metrics, pipeline generation, and renewal forecasting to identify opportunities to strengthen net revenue retention. Use data-driven insights to guide team strategy and sales operational improvements.
  • Executive Customer Engagement: Serve as a senior escalation point and executive sponsor for strategic accounts, helping resolve complex challenges, negotiate major renewals, and ensure strong long-term partnerships.
  • Process Optimization: Develop and refine scalable sales processes, account planning models, and operational playbooks that enable the Account Management organization to consistently hit revenue targets as the business grows.

  Qualifications

  • 10+ years of experience in SaaS Account Management sales, enterprise sales leadership, or revenue-focused account leadership
  • 4+ years as a second-line leader managing multiple teams of enterprise-focused sellers or account managers
  • Demonstrated success owning, retaining, and expanding revenue within complex Enterprise and Strategic customer segments
  • Strong operational acumen and experience working with tools such as Salesforce, sales analytics dashboards, and revenue forecasting metrics
  • Experience building scalable account management programs that drive retention, renewal, and significant account expansion
  • Excellent communicator with the ability to influence stakeholders across multiple functions
  • Proven ability to build and scale quota-carrying teams in fast-growing SaaS environments
  
  Location: Remote — United States or Canada

About the Role:

As a Mid-Market Account Executive, you will be pivotal to the growth of our Mid-Market sales segment, driving new business with companies operating 50-174 trucks across the US and Canada. You will own the full sales cycle from prospecting to closing, working as a relentless “hunter” to identify opportunities, clearly articulate and educate our value proposition, and close key stakeholders. We are looking for driven and experienced sales individuals with a persuasive, natural sales ability and a strong commitment to results. This is an amazing opportunity to join our fastest growing sales segment with the ability to advance into the Upper Mid Market and Enterprise segments as well as sales leadership.

What You'll Do:

• Responsible for driving new business logos, while meeting or exceeding monthly revenue quotas
• Ability to lead all aspects of the sales cycle including prospecting, sales campaign/meetings, discovery, qualification, negotiation, and close
• Maintain a high level of outbound lead generation through cold calling and strategic outreach with consistent ability to hit KPI metrics
• Lead discovery calls, demos, and trials to understand the business challenges and goals of potential customers
• Work cross functionally and collaboratively with related departments (Sales Development, Sales Engineering, Customer Success, etc) 
• Demonstrate a consistent attention to detail in accurate sales forecasting

What We're Looking For:

• Bachelor's degree or equivalent SaaS closing experience required
• 2+ years of experience in a full cycle sales role, SaaS preferred
• Must be located in/near Nashville, TN
• Proven track record of quota achievement in a new business, outbound sales role
• Experience partnering with Sales Engineers, SDRs, and trial experience a plus
• Self-starter comfortable with a fast-paced environment, demonstrating a willingness to learn/ramp quickly and be a creative problem solver for the larger Motive team 
• Strong ownership attitude from prospecting, demonstrations, to negotiations and closing
• You embody a growth mindset and seek out opportunities to constantly learn and grow. Extreme curiosity about the product, the industry, and your customer’s businesses.
• “Do What It Takes” mentality - You are proactive and take initiative to drive and cultivate new creative solutions

The compensation range for this role is $142,000 - $197,000 OTE + uncapped commissions and equity (which may vary based on performance).

Your compensation may be based on several factors, including education, work experience, and certifications.  Motive offers benefits including health, pharmacy, optical and dental care benefits as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting https://www.comparably.com/companies/motive/perks-and-benefits

At Motive, the growth marketing team is responsible for maximizing growth and new customer acquisition across all that we do. The responsibilities of the team span the entire customer journey - from first touchpoint to upsell and retention. We put the user first - ensuring we are delivering on our core value proposition and putting the right message in the right moment.

We are looking for a growth oriented and experienced Senior Manager, Web Strategy to join our high performing marketing web team. The ideal candidate will be responsible for developing and executing web strategies with cross functional stakeholders that are able to deliver against the project goals. As a Senior Manager, Web Strategy, you will play a pivotal role in optimizing the user journey and experience, enhancing brand visibility, and ultimately contributing to the company's growth objectives.

What You'll Do:

• Lead the development and execution of web strategies that align with the project goals.
• Collaborate with Marketing, Engineering, Creative, and Product teams to create site experiences for campaigns, product initiatives, tests, and always-on programs, ensuring accurate messaging, timing, and capabilities needed to execute.
• Operate as a player/coach, managing a small team while owning your own projects end to end.
• Analyze and monitor page performance and user behavior across site landing pages, generate data-driven hypotheses that inform strategies and uncover areas of opportunity to improve the customer experience.
• Develop a deep understanding of our members and site visitors through data, insights, and cross-functional partnerships (Analytics, Engineering, and Consumer Insights) and use those insights to inform site strategy.
• Collaborate with the Content Marketing team on SEO initiatives and content opportunities that improve website visibility and performance.

What We're Looking For:

• 5+ years of website management and strategy experience.
• AI first approach in solving problems, building solutions, and improving workflows. This includes familiarity with AI tools and AI agents.
• Driven with a growth mindset who can take ownership and operate as a pace setter. 
• Proven ability to collaborate effectively with cross-functional teams and stakeholders.
• Experience using data and insights to inform requirements, ideas, and strategies with hands-on experience with web tools including CMS (Wordpress), A/B testing tools, site analytics and other business intelligence tools.
• Demonstrated understanding of SEO fundamentals and the interaction between site architecture and content to deliver organic traffic performance.
• Excellent project management and problem-solving skills with the ability to manage multiple projects simultaneously from strategy to execution.
• Strong communication and presentation skills, demonstrated experience briefing senior leaders on outcomes & recommendations, and an interest in teaching others.
• Ability to adapt to a fast-paced and dynamic work environment, staying proactive and innovative in the ever-evolving landscape.
• Prefer a candidate with managing an international multi-site environment from the ground up.

As a Data Engineer on our BI team, you’ll be a key player in Motive’s growth, delivering the data infrastructure for the AI era. You’ll act as the essential link between complex data and key business domains, delivering the high-quality datasets and semantic models that drive global strategy. This is an exciting opportunity to implement cutting-edge tooling, leverage AI to enhance your workflow, and master a modern data stack in a fast-evolving environment.

This is the perfect role for a "jack of all trades" data practitioner. You’ll design data models, build robust pipelines, manage DevOps and automated systems, and implement AI-driven data tooling. You’ll even get your hands dirty building dashboards and performing deep-dive analysis. If you love working full-stack and owning the entire data lifecycle, you’ll love this role.

What You'll Do:

• Collaborate & Strategize: Partner closely with business stakeholders to understand their challenges and design end-to-end architecture that solves complex business problems.
• Build & Maintain Data Models: Design, develop, and own robust, efficient, and scalable data models in Snowflake and Iceberg using dbt and advanced SQL.
• Orchestrate & Automate: Build and manage reliable data pipelines and CI/CD workflows using tools like Airflow, Python, and Terraform to ensure data is fresh, trustworthy, and infrastructure is version-controlled.
• Champion Data Quality: Implement rigorous testing, documentation, and data governance practices to maintain a single source of truth.
• Enable Analytics & Workflows: Act as the Product Owner and Tech Lead for your data domains, taking responsibility for the end-to-end data product delivery– from raw ingestion to data models enabling analytics and data apps in tools like Tableau and Retool.
• Innovate with AI: Help us build our next-generation data infrastructure by integrating AI capabilities (like Snowflake Cortex AI) to democratize analytics and empower the business.
• Architect Observability: Implement monitoring and alerting frameworks (e.g., dbt packages or  Monte Carlo monitors) to proactively catch "silent" data failures before stakeholders do.

What We're Looking For:

• 6+ years of experience in Analytics Engineering, Data Engineering, or a similar role.
• Deep expertise in SQL and developing complex data models for analytical purposes (e.g., dimensional modeling).
• Hands-on experience with:
  • Data Warehousing: High proficiency in Snowflake (preferred) and experience with Open Table Formats like Iceberg.
  • Data Transformation: dbt
  • Orchestration & ETL: Airflow, Fivetran, Airbyte
  • Cloud Platform: AWS
  • Programming/Ingestion: Python
  • Infrastructure as Code: Terraform
  • AI-Augmented Development: Proficiency using AI coding assistants (Cursor, Copilot, or Claude) to accelerate development and automate routine tasks.
• A strong analytical mindset with a proven ability to solve ambiguous business problems with data.
• Excellent communication skills and experience working cross-functionally.
• Self-starter with the ability to self-project manage work
• A user focus with the ability to understand how a data consumer will use the data products you build

Bonus Points (Nice-to-Haves)

• Experience building semantic models for natural language querying
• Direct experience with advanced Snowflake features (e.g., Snowpark, Cortex AI).
• Experience building visualizations and dashboards in tools like Tableau,  Retool, or Thoughtspot.

What You'll Do:

• Own the monthly and quarterly close across multiple entities, ensuring all close tasks are completed on time and in accordance with U.S. GAAP.
• Manage and maintain the FloQast close checklist, including assignment of tasks, daily status meetings, and final sign-off.
• Review journal entries (recurring, accruals, reclasses, manual entries) and ensure completeness, accuracy, and proper documentation in NetSuite.
• Oversee balance sheet reconciliations and flux analysis; investigate and resolve variances across key accounts.
• Oversee bank account reconciliations for all operating, collection, sweep, and investment accounts; ensure timely resolution of reconciling items.
• Partner with Tax and Treasury on internal cash transfers, funding of international entities, and monitoring global cash balances.
• Lead software and development cost capitalization (internal-use software and prepaid software), including review of capitalization workbooks and related journal entries.
• Lead lease accounting under ASC 842, including review of new and modified lease arrangements, maintenance of lease schedules, and validation of right-of-use assets and lease liabilities.
• Own key SOX controls across period-end close, treasury, lease, and software capitalization, ensuring documentation, evidence, and testing support are complete and accurate.
• Partner with the SOX / Internal Audit team on design and operation of controls, remediation of deficiencies, and process enhancements.
• Identify and drive process improvements and automation within NetSuite, FloQast, and related tools to support scalability and efficiency.
• Manage, mentor, and develop a team of accounting managers, senior accountants, and analysts, including goal-setting, coaching, and performance feedback.
• Collaborate with FP&A, Tax, Supply Chain, Procurement, AP, Payroll, and Revenue Accounting to ensure alignment on accounting treatment and close deliverables.
• Support external auditors with PBCs, walkthroughs, and audit testing for areas under your ownership.

What We're Looking For:

• 8+ years of progressive accounting experience, including at least 2+ years in a manager or senior manager role; mix of public accounting and industry strongly preferred.
• CPA license preferred.
• Strong working knowledge of U.S. GAAP.
• Extensive project management experience across multiple teams.
• Experience in SaaS, hardware, or technology companies strongly preferred
• Hands-on experience with a modern ERP, ideally NetSuite, and close management tools such as FloQast.
• Strong knowledge of SEC and SOX reporting requirements
• Demonstrated experience operating in a SOX environment, including ownership of key controls and support for internal/external audits.
• Strong analytical and problem-solving skills, with a bias toward process improvement and automation.
• Excellent communication skills and ability to partner effectively across finance and non-finance stakeholders in a fast-paced environment.
• Familiarity with tools such as Coupa, Navan, AuditBoard, and Jira strongly preferred. 
• Flexible working hours (if outside the Pacific Time Zone)

What You'll Do:

• Partnership Development: Identify, prioritize, and secure new partnership opportunities with the “top 20” insurance carriers serving small commercial fleets. This is an end-to-end development role and candidates should be comfortable leading the full sales cycle (prospecting to contracting) and launching programs post-signature.
• Partnership Management: Own the end-to-end relationship for a portfolio of insurance partners with responsibility for partner growth. Run related sales enablement, product enhancement roadmap, and marketing development adding mutual value.
• Define and Own Operations: Run the operational architecture governing partner needs, including sales enablement, partner onboarding, API access, billing, etc. Define and launch process improvements for recurring friction points across your partner set.
• Champion Your Partners: Serve as the central point of contact for your partners, providing exceptional project management across internal teams including Sales, Marketing, Product, Billing, Analytics, etc. You’ll deeply understand your partners’ needs and translate their business challenges and requirements into feedback for internal teams.
• Represent the Partnership: (External) Plan and lead high-impact, on-site meetings with partner leadership, strengthening relationships beyond standard operations. (Internal) Work closely with internal teams, including Product, Legal, Engineering, and Marketing, to ensure seamless program plans before agreements are signed.

What We're Looking For: 

• Minimum of 8 years of experience and demonstrated track record in business development, partner management, or a similar role in a high-growth, fast-paced environment 
• Experience managing complex, enterprise-level relationships and driving new product and/or partnership launches, especially in InsureTech or broader technology industry
• Top-notch project management skills with historically deep ownership of key projects across multiple functions and companies; Product management experience a big plus
• Excellent communication and presentation skills, with the ability to engage effectively with stakeholders at all levels, from day-to-day contacts to executive leadership
• Must have deep knowledge of the insurance, telematics, and/or driver safety technologies
• This is a remote position in the USA

At Motive, the Growth Marketing organization is responsible for driving efficient, scalable revenue growth across the full customer journey—from awareness to pipeline to expansion. We are focused on building high-performance, measurable growth systems, not just campaigns.

We are seeking a highly strategic and execution-oriented Senior Manager, Paid Social & Programmatic to own and scale paid media across paid social and programmatic channels (e.g., LinkedIn, Meta, 6sense, Viant).

This role is critical to transforming paid media into a predictable, full-funnel revenue engine. You will partner closely with Demand Generation, Lifecycle Marketing, Sales, and Marketing Ops to ensure paid media is fully integrated into Motive’s GTM strategy and driving measurable pipeline impact.

The ideal candidate combines:

• Strong performance marketing fundamentals
• First-principles thinking and problem solving
• Creative and messaging intuition
• Deep analytical rigor and experimentation mindset
• Fluency with AI tools to drive speed, scale, and innovation

This role reports to the Director of Growth Marketing and is remote (US-based).

What You'll Do:

Strategic Leadership & Planning

• Own and define Motive’s paid media strategy across social and programmatic channels
• Translate Demand Gen priorities into scalable, full-funnel paid media plans
• Apply first-principles thinking to unlock growth opportunities
• Establish clear hypotheses, testing roadmaps, and success metrics
• Drive alignment across Demand Gen, Sales, and Lifecycle

Channel Ownership & Execution

• Own end-to-end execution across:
• Paid Social (LinkedIn, Meta)
• Programmatic / ABM platforms (6sense, Viant, DSPs)
• Activate and scale Demand Gen campaigns with alignment on:
• Target accounts and segments
• Messaging and creative
• Timing and objectives
• Build and scale full-funnel programs:
• Account-based prospecting
• Retargeting and nurture
• Conversion and pipeline acceleration
• Lead a video-first strategy to improve engagement and conversion
• Optimize content syndication programs for lead quality
• Continuously refine audience strategies (ICP, intent, behavioral signals)
• Drive optimization across creative, targeting, bidding, and budget

Creative Strategy, AI & Innovation

• Partner with Demand Gen, Brand, and Content teams on creative development
• Leverage AI tools to:
• Accelerate ideation and iteration
• Generate messaging and format variations
• Improve workflow efficiency
• Establish structured experimentation across formats (video, display, native, social)
• Continuously test and evolve messaging

Team Leadership & Development

• Manage Paid Media Specialist (1 FTE) and agency partners
• Set a high bar for ownership, accountability, and performance
• Build a culture of testing and continuous improvement
• Ensure operational rigor across planning, execution, and reporting

Analytics, Measurement & Optimization

• Define KPIs aligned to pipeline, revenue, and efficiency
• Build reporting frameworks tying paid media to business outcomes
• Lead experimentation strategy:
• Creative and audience testing
• Budget and channel mix testing
• Incrementality testing (holdouts, geo tests, lift studies)
• Partner with Analytics and Marketing Ops on attribution and data integrity
• Provide insights to inform budget and strategy decisions

Cross-Functional Collaboration

• Partner with Demand Generation to activate campaign strategy
• Collaborate with Lifecycle Marketing on retargeting and nurture
• Align with Sales and SDR teams on account targeting
• Work with Marketing Ops and Analytics on measurement and reporting
• Partner with Product Marketing and Brand on messaging consistency

What We're Looking For:

Education & Experience

• Bachelor’s degree in Marketing, Business, or related field
• 7–10+ years in performance marketing (paid social + programmatic)
• Proven track record driving pipeline and revenue impact
• Experience in Demand Gen / campaign-driven environments
• 2–4+ years managing teams or agencies

Technical Competencies

• Deep expertise in:
  • Paid Social (LinkedIn, Meta)
  • Programmatic platforms (6sense, Viant, DSPs
• Strong understanding of:
  • Demand generation and ABM strategies
  • Audience targeting and intent data
  • Video and display best practices
  • Content syndication programs
• Experience with:
  • Google Analytics, Tableau, Amplitude
  • Salesforce, Marketo, marketing data infrastructure
• Knowledge of:
  • Experimentation frameworks
  • Incrementality and attribution
• Comfort using AI tools for marketing workflows

Preferred Qualifications

• Experience with ABM strategies and platforms
• Background in full-funnel marketing and attribution modeling
• Experience managing large-scale budgets
• Strong experimentation and growth marketing background
• Experience marketing to enterprise audiences (complex buying groups, long sales cycles, multi-stakeholder deals)

At Motive, the growth marketing team is responsible for maximizing growth and new customer acquisition across all that we do. The responsibilities of the team span the entire customer journey - from first touchpoint to upsell and retention. We put the user first - ensuring we are delivering on our core value proposition and putting the right message in the right moment.

We are looking for a growth oriented and experienced Senior Manager, Web Strategy to join our high performing marketing web team. The ideal candidate will be responsible for developing and executing web strategies with cross functional stakeholders that are able to deliver against the project goals. As a Senior Manager, Web Strategy, you will play a pivotal role in optimizing the user journey and experience, enhancing brand visibility, and ultimately contributing to the company's growth objectives.

What You'll Do:

• Lead the development and execution of web strategies that align with the project goals.
• Collaborate with Marketing, Engineering, Creative, and Product teams to create site experiences for campaigns, product initiatives, tests, and always-on programs, ensuring accurate messaging, timing, and capabilities needed to execute.
• Operate as a player/coach, managing a small team while owning your own projects end to end.
• Analyze and monitor page performance and user behavior across site landing pages, generate data-driven hypotheses that inform strategies and uncover areas of opportunity to improve the customer experience.
• Develop a deep understanding of our members and site visitors through data, insights, and cross-functional partnerships (Analytics, Engineering, and Consumer Insights) and use those insights to inform site strategy.
• Collaborate with the Content Marketing team on SEO initiatives and content opportunities that improve website visibility and performance.

What We're Looking For:

• 5+ years of website management and strategy experience.
• AI first approach in solving problems, building solutions, and improving workflows. This includes familiarity with AI tools and AI agents.
• Driven with a growth mindset who can take ownership and operate as a pace setter. 
• Proven ability to collaborate effectively with cross-functional teams and stakeholders.
• Experience using data and insights to inform requirements, ideas, and strategies with hands-on experience with web tools including CMS (Wordpress), A/B testing tools, site analytics and other business intelligence tools.
• Demonstrated understanding of SEO fundamentals and the interaction between site architecture and content to deliver organic traffic performance.
• Excellent project management and problem-solving skills with the ability to manage multiple projects simultaneously from strategy to execution.
• Strong communication and presentation skills, demonstrated experience briefing senior leaders on outcomes & recommendations, and an interest in teaching others.
• Ability to adapt to a fast-paced and dynamic work environment, staying proactive and innovative in the ever-evolving landscape.
• Prefer a candidate with managing an international multi-site environment from the ground up.

Location: Nashville, TN or Austin, TX (Must be located in either Nashville or Austin)

About the Role:

Dive into Sales with Motive's SDR Internship!

Become an SDR Rockstar:

Motive's Sales Development Representative (SDR) Internship offers you the chance to gain valuable experience in a fast-paced and dynamic environment. You'll play a crucial role in supporting our team by:

• Learning the ropes of SDR success: Gain insights into key performance metrics, identify areas for improvement, and witness the impact of effective enablement strategies.
• Assisting with training initiatives: Observe and contribute to the creation and execution of training programs designed to equip SDRs with the necessary skills and knowledge.
• Collaborating with experts: Work alongside seasoned professionals from various teams (Instructional Design, Content, Marketing) to gain a holistic understanding of the enablement process.
• Witnessing the impact: Understand how effective enablement translates to measurable improvements in SDR performance.

This internship provides you with:

• Hands-on experience: Apply theoretical knowledge in a real-world sales setting.
• Exposure to diverse aspects of Sales Development: Gain insights into the entire SDR journey, from onboarding to ongoing performance optimization.
• Mentorship and guidance: Learn from experienced professionals and build valuable connections within the industry.
• The opportunity to make a real difference: Contribute directly to the success of our SDR team.

Are you a driven and ambitious college student passionate about sales and building relationships?

We are seeking highly motivated interns to join our dynamic Sales Development team for a summer internship. This program is designed to equip you with valuable sales skills and industry knowledge, while providing the opportunity to directly contribute to our team's success.

Ideal candidates will possess:

• A strong work ethic, with a desire to learn and grow within a fast-paced environment.
• Excellent communication and interpersonal skills, with the ability to build rapport and effectively present information.
• Proficiency in Google Suite (Docs, Sheets, Decks).

In this internship, you will:

• Gain a comprehensive understanding of our team's analytical strategy for lead generation.
• Master the art of cold calling, email outreach, and leveraging LinkedIn to identify and connect with potential customers.
• Contribute to various projects as assigned by the Sales, Marketing, Enablement, and SDR leadership teams.

This internship offers the opportunity to:

• Develop a strong foundation in B2B sales fundamentals.
• Gain real-world experience in a supportive and collaborative environment.
• Work alongside experienced professionals and learn from industry experts.

About the Role

Motive is seeking a Director of Commercial Sales & Account Management to lead a growing team responsible for driving expansion and retention within our CMRL customer base. This senior leader will be accountable for maximizing Net ARR through a dual focus on upsell/cross-sell growth and strategic renewals.

You will oversee a team of 100+ Account Managers and sellers managing complex customer relationships across multiple industries and product lines. This is a customer-facing, results-driven leadership role that blends sales expertise with lifecycle management strategy. You’ll collaborate cross-functionally with Product, Marketing, Customer Support, and Onboarding teams to deliver an exceptional customer experience from first sale through renewal.

We’re looking for a sales leader who thrives in a high-growth environment, understands the nuances of mid-market relationship management, and has a proven track record of leading consultative, value-driven teams.

Responsibilities

• Leadership and Management: Directly manage second-line managers and a handful of frontline managers, motivating and coaching them to achieve quarterly targets and strategic business objectives. Cultivate a high-performance environment that prioritizes accountability, continuous improvement, and customer satisfaction.
• Talent Development: Recruit, hire, train, and develop top talent, building a pipeline of future leaders within the organization. Demonstrable success in building and scaling sales teams from early stages and guiding transformational growth.
• Strategic Collaboration: Partner with Marketing leadership to innovate on customer experiences, drive lead generation, and experiment with pricing and acquisition strategies. Collaborate with Product, Sales, Onboarding, and Strategy leaders to identify customer needs, influence roadmap decisions, and design cohesive sales programs, incentive plans, and GTM strategies that connect across global functions for a seamless customer journey.
• Performance Analysis: Regularly report on key metrics to identify strengths and areas for improvement, using data-driven insights to guide decision-making. Lead the team with a disciplined, data-driven approach to continually assess business performance and achieve quarterly sales targets.
• Customer Engagement: Drive strategies to boost engagement, upsell, and retention, rapidly testing data-driven ideas for continuous improvement. Act as a customer-facing escalation point for complex deals, using executive relationships to resolve challenges, align strategies, and ensure successful closures with exceptional customer experience.
• Process Optimization: Create and refine scalable processes to enhance team efficiency and overall performance.
  
  

Qualifications

• 10+ years of experience in SaaS sales, account management, or customer success, with at least 4+ years in leadership roles.
• Demonstrated success leading CMRL or MM customer segments with complex deal cycles, cross-functional dependencies, and strategic renewal motions.
• Strong operational acumen and comfort working with Salesforce, dashboards, AI tools, forecasting models, and pipeline analytics.
• Experience with value-based selling, solution consulting, and/or multi-product growth motions.
• Excellent communicator and cross-functional collaborator with the ability to influence up, down, and across the organization. 
• Proven ability to build and scale teams in fast-paced, high-growth SaaS environments.
• This is remote role and can be based anywhere in the in US (or Canada)

About the Role

Motive is seeking a Director of Networks Sales & Account Management to lead the strategic direction and operational execution of our most complex account structures. This is a high-impact leadership role focused on driving expansion and retention within Motive’s "Network" customer base — entities that operate via a "Parent" relationship with a vast, distributed network of associated businesses (e.g., franchises, portfolio companies, independent contractors, and channel partners).

You will lead a high-performing organization of Account Managers responsible for maximizing Net ARR. Your challenge is unique: you must help support executive alignment at the corporate "Parent" level while owning adoption and growth across the "Long-tail" network. You will collaborate cross-functionally with Product, Marketing, and Operations to build a seamless customer journey for these multi-layered ecosystems.

What You’ll Do

• Leadership and Management: Directly manage second-line managers and a handful of frontline managers, motivating and coaching them to achieve quarterly targets and strategic business objectives. Cultivate a high-performance environment that prioritizes accountability, continuous improvement, and customer satisfaction.
• Network Strategy & Expansion: Develop and execute GTM strategies specifically designed for "Parent/Child" account models. You will oversee the end-to-end lifecycle, ensuring that as the Parent company grows, Motive accelerates adoption across their independent contractors and franchises.
• Operational Excellence: Partner with Sales Ops and Finance to manage the unique billing and onboarding complexities inherent in network accounts. Refine processes to ensure "long-tail" entities can be spun up and managed efficiently.
• Talent Development: Recruit, hire, train, and develop top talent, building a pipeline of future leaders within the organization. Demonstrable success in building and scaling sales teams from early stages and guiding transformational growth. You will coach leaders on how to navigate the nuances of distributed network sales and retention.
• Strategic Collaboration: Partner with Marketing leadership to innovate on customer experiences, drive lead generation, and experiment with pricing and acquisition strategies. Collaborate with Product, Sales, Onboarding, and Strategy leaders to identify customer needs, influence roadmap decisions, and design cohesive sales programs, incentive plans, and GTM strategies that connect across global functions for a seamless customer journey.
• Performance Analysis: Regularly report on key metrics to identify strengths and areas for improvement, using data-driven insights to guide decision-making. Lead the team with a disciplined, data-driven approach to continually assess business performance and achieve quarterly sales targets.
• Customer Engagement: Drive strategies to boost engagement, upsell, and retention, rapidly testing data-driven ideas for continuous improvement. Act as a customer-facing escalation point for complex deals, using executive relationships to resolve challenges, align strategies, and ensure successful closures with exceptional customer experience.

Qualifications

• 10+ years of experience in SaaS sales, account management, or customer success, with at least 4+ years in leadership roles.
• Demonstrated success leading CMRL or MM customer segments with complex deal cycles, cross-functional dependencies, and strategic renewal motions.
• Strong operational acumen and comfort working with Salesforce, dashboards, AI tools, forecasting models, and pipeline analytics.
• Experience with value-based selling, solution consulting, and/or multi-product growth motions.
• Excellent communicator and cross-functional collaborator with the ability to influence up, down, and across the organization. 
• Proven ability to build and scale teams in fast-paced, high-growth SaaS environments.
• This is remote role and can be based anywhere in the in US or Canada 

Regional Director, Enterprise West Sales

at Motive - remote (MST or PST Timezone) 

Who we are: 

Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. Motive combines IoT hardware with AI-powered applications to connect and automate physical operations. Motive is one of the fastest-growing software companies in the world, serving more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery.

Motive is built on four foundational attributes; Own It, Less but Better, Build Trust, and Unlock Potential. This has taken our company to great heights, including being recognized by Fortune for Best Workplaces, Forbes Best Startup Employers, and Comparably for our Best Global Culture, Sales Team, Leadership Team, Career Growth, and CEO for Diversity. We’re proud to receive an employee net promoter score of 63 (according to Comparably) which places Motive in the top 5% of companies with 4,000 employees or more. 

Today, our team is made up of more than 3,000 employees, located across the world, providing support to a wide range of customers. While most of our employees are remote, many have the opportunity to work on-site at any of our 8 global office locations. Visit our careers website to learn more about opportunities at Motive. 

About the Role:

As a Regional Director, Enterprise West at Motive, you will be a key leader in our fastest growing segment at Motive. Our RD’s manage a team of Enterprise Account Executives and guide them in both engaging and closing Motive’s largest prospects. You’ll lead initiatives across hiring, coaching, and enablement to support Motive’s growth & success. Your team will sell into the most impactful companies in North America that power the physical economy. 

We are seizing the opportunity created by our strong product positioning in the market by heavily investing across all Go-To-Market (GTM) teams within our Enterprise segment. You will lead the charge, selling the value of our products and the business outcomes that can be achieved for our customers in partnership with Motive. 

Our Enterprise Sales team sells consistently into Fortune 1000 companies across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. Because of the collaborative nature of our Go-to-Market team, a win-as-a-team mentality is a must. In this high-energy role, you should be comfortable working in a fast-paced environment with high standards of quality. 

What You'll Do:

• Lead a world-class team of Enterprise Account Executives that you’ll partner with on prospecting strategy, account planning, pipeline reviews, achieving revenue targets
• Develop and execute on strategic account and territory plans for your team to meet or exceed ACV targets over monthly, quarterly, and annual periods
• Track progress and success of your Account Executives against various primary KPIs, coaching and enabling their success across short and long-term goals
• Cultivate a culture of high-performance and accountability through best-in-class hiring 
• Partner with our Sales Enablement team ad-hoc and on more formal Account Executive training and coaching programs to ensure consistency and effectiveness across the organization
• Excellence in listening, sales process and passionate about the art of selling
• Collaborate with your Account Executives and directly engage high-priority client prospects to help sell the value of Motive
• Ensure use of CRM and other operational tools, processes, and best practices in pipeline planning, forecasting, and sales execution

What We're Looking For:

• 3+ years experience directly managing SaaS sales teams at the Enterprise level
• History of exceeding sales targets with Enterprise-level clients
• Ability to lead and motivate others to action, including best-in-class customer skills communication, empathy, and integrity
• A people-based mindset, with a passion for coaching and developing sales talent at all levels and a history of developing great sales cultures
• Examples of bringing a great sense of rigor, executions and accountability to your team’s day-to-day processes
• Ability to collaborate with internal cross-functional partners across Sales Development, Sales Engineering, Product, Marketing, Customer Success, Legal and Sales Ops
• Experience with Salesforce or other CRM and sales technologies and best practices enabling your team to forecast, manage their pipeline and accelerate wins
• Lead with curiosity and example by attending sales calls to help team manage and close deals

Director of Strategic Accounts, Western U.S.

Remote - United States - Western U.S.

About the role:

As a Director of Strategic Accounts at Motive, you are responsible for developing and closing business with Motive’s largest prospects. You will sell into the most impactful companies in North America that power the physical economy, the majority being in the Fortune 500. We are seizing the opportunity created by our strong product positioning and pushing up market. You will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive. 

Our Directors of Strategic Accounts sell across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. Because of the collaborative nature of our Go-to-Market team, a win-as-a-team mentality is a must. In this high-energy role, you should be comfortable working in a fast-paced environment with high standards of quality. 

What you’ll do:

• Prospect and win new Strategic business through developing key C-Suite and executive relationships within key prospects to drive expansion of that business with all key accounts 
• Develop champions within our prospects to ensure RFP wins and grow contractual-based business
• Partner with the balance of your internal account team at Motive and leverage customer analytics and other available resources to optimize buying decisions to increase the perceived value of Motive
• Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions
• Work with technical resources to display to prospects the power of integrations & how our partner ecosystem increases the value of our hardware and software 
• Effectively plan to meet and exceed your ongoing business goals and revenue quotas
• Develop a deep understanding of our technology platform and operations, using that understanding and market input to bring back iterations to our business
• Constantly study and deepen understanding of market trends to enable consultative insight

About you:

• You have deep Enterprise sales experience partnering with F500 or F1000 clients
• 7+ years of SaaS or industry relevant Enterprise field sales experience required
• You show a strong track record of exceeding quotas and rapidly growing your book over time backed up by data 
• You have an ability to build rapport with C-suite &  executive decision-makers, influencing outcomes through both an understanding of the customer’s business and the unique solutions that Motive can deliver 
• You show a history of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals 
• You have best-in-class communication skills, with the ability to successfully convey key value propositions and quickly manage objections 
• This role will be covering accounts in the Western/Central U.S.. so we are considering only candidates that live in the Pacific or Mountain Time Zones for this particular position.