Senior Solutions Engineer, Strategic (West Coast)

Who we are:

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.

Motive serves nearly 100,000 customers - from Fortune 500 enterprises to small businesses - across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.

Visit gomotive.com to learn more.

About the Role:

As a Senior Solutions Engineer on our Strategic team, you’ll play a critical role in driving successful outcomes for Motive’s largest customers and prospects. You’ll partner closely with Strategic Account Executives to shape deal strategy, showcase the value of our platform, and act as a trusted advisor to executive-level stakeholders. This role requires a balance of technical expertise, business acumen, and strong communication skills, as you map complex customer challenges to Motive’s solutions and influence key buying decisions. Reporting directly to a Strategic Solutions Engineering leader, you’ll collaborate across Sales, Product, Engineering, and Customer Success to ensure customer needs are met while driving Motive’s growth and strategic success.

What You'll Do:

• Partner with Strategic Account Executives to shape deal strategy, drive discovery conversations, and deliver high-impact demonstrations that influence executive-level decisions
• Showcase Motive’s value by tailoring demos that resonate across technical, operational, and business audiences - positioning yourself as a trusted advisor to strategic customers
• Translate complex customer challenges into clear, compelling solutions that deliver measurable business outcomes
• Develop deep expertise in the competitive landscape, playing a key role in supporting Strategic AEs on displacement and high-value opportunities
• Establish yourself as a product authority - mastering today’s platform while shaping conversations around future innovations
• Collaborate on RFIs and RFPs to position Motive as the partner of choice for strategic Enterprise organizations
• Act as a visible connector between Sales and cross-functional teams (Product, Engineering, Customer Success, Marketing), ensuring customer insights fuel continuous improvement and innovation

What We're Looking For:

• 5+ years of experience supporting Strategic or high-value Enterprise-level sales in a pre-sales or solutions engineering role (SaaS and hardware experience a plus)
• Bachelor’s degree preferred; advanced degree a plus
• Experience in a customer-facing pre-sales field role with the flexibility and willingness to travel 30%+
• Deep knowledge of value-based selling frameworks and methodologies (e.g., MEDDIC, MEDDPICC, Command of the Message) and solutions engineering methodologies (e.g., Demo2Win, Great Demo!, or comparable)
• Exceptional communication and presentation skills, with the ability to influence executive and C-level stakeholders
• Strong analytical and problem-solving abilities with a solutions-oriented mindset
• Demonstrated success supporting complex solution sales within high-value Enterprise and/or Strategic-level organizations
• Hands-on experience with Strategic Enterprise sales cycles and navigating multiple stakeholders
• Experience with APIs, integrations, and technical solution design

Pay Transparency

Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.

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

$200,000—$240,000 USD

Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. 

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The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology. 

All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.