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Salary: USD 200,000 - 235,000 / annual
Motive is a high-growth SaaS platform empowering physical operations teams (fleet, construction, energy, field service) with AI-driven tools for safety, operations, and financial management. The company serves nearly 100,000 customers ranging from Fortune 500 enterprises to small businesses.
As Principal Business Value Consultant, you will be a strategic individual contributor responsible for quantifying and realizing customer value across the entire lifecycle. You will partner closely with Sales, Customer Success, and Engineering to ensure customers achieve measurable business outcomes, directly driving product adoption, retention, and expansion revenue.
Key responsibilities include:
- Partnering with post-sale and account teams to validate customer business outcomes and transform realized value into measurable adoption and net revenue expansion
- Constructing forward and backward-looking, scenario-based business cases that project long-term financial ROI and strategic outcomes to secure executive buy-in for new deals and account expansions
- Developing repeatable automations, scripts, and interactive tools to streamline value modeling, ROI tracking, and executive reporting across top account portfolios
- Translating complex technical advantages and product usage metrics into concise, executive-level financial stories focused on cost savings, revenue gain, and risk reduction
- Leading the value management lifecycle from pre-sale business case design to post-sale realization tracking, building repeatable methodologies for account teams
- Partnering with Product, Marketing, and Customer Success to quantify new product capabilities, refine value messaging, and train internal teams on value creation best practices
- Reporting monthly on value consulting engagement impact, demonstrating direct correlation to retention rates, adoption metrics, and expansion pipeline
You will need 5+ years of experience in Value Realization, Value Engineering, Customer Success Management, or Business Value Consulting in high-growth tech/SaaS environments. Bachelor's degree required; MBA or advanced technical/business degree preferred. You should have a proven track record of using post-sale outcome delivery to drive customer adoption, cross-sell, and upsell opportunities. Hands-on experience with basic coding, scripting, and building repeatable automation is essential; familiarity with AI agents and rapid web app frameworks (e.g., Streamlit) is a strong plus. You must be a master practitioner of business case frameworks using financial metrics such as ROI, NPV, IRR, Payback, and TCO, with exceptional communication skills and proven ability to translate complex software capabilities into C-suite business impact.
