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Motive empowers physical operations teams with a unified platform for fleet, safety, operations, and finance management. The company serves nearly 100,000 customers across transportation, logistics, construction, energy, field service, manufacturing, and other industries.
You will lead a team of Product Specialists deployed into high-impact deals, evaluations, and product motions where deep domain expertise drives category attach, win rates, and technical validation. This is a dual-responsibility role combining people leadership with operating-model design.
Key responsibilities include:
- Lead and develop a team of Product Specialists aligned to strategic solution categories (Maintenance, Workforce Management, Cards, emerging areas)
- Define team charter, engagement model, and handoffs with Account Executives, Solutions Engineers, Trial Success, Product Marketing, and Product teams
- Build coverage and prioritization models to deploy specialists into highest-value opportunities and evaluations
- Coach the team on discovery, demo strategy, objection handling, technical validation, POC design, and executive communication
- Create reusable plays, assets, and repeatable category-selling motions; serve as escalation point on strategic deals
- Establish operating rhythm for the function, inspecting category performance, specialist utilization, and deal support quality
- Partner with Sales Ops and SE leadership to define success metrics, attribution, and performance expectations
- Work closely with Product and Product Marketing to ensure the team acts as voice of customer and roadmap input
- Hire and onboard specialists with deep product, workflow, or industry expertise; build team for scale
Required qualifications: 8+ years in Solutions Engineering, Sales Engineering, Solution Consulting, Technical Pre-Sales, or related customer-facing role, including 3+ years of people leadership managing senior individual contributors or specialist teams. Bachelor's degree preferred; Master's degree a plus.
