Jobs at Motive

Lead hardware and embedded security across device design, manufacturing, deployment, updates, and decommissioning. Develop security baselines, conduct architecture reviews and threat modeling, define requirements, validate controls, and drive remediation with hardware engineering teams. Focus areas include secure boot, firmware, FOTA, hardware root of trust, device identity, provisioning, cloud-connected devices, and secure-by-default engineering practices.

Owns Motive’s customer reviews program across major review platforms, including campaign execution, outreach, reporting, competitive benchmarking, and response coordination. Manages customer advocacy content, testimonials, approvals, proof-point libraries, workflows, and asset distribution. Partners with Customer Success, Sales, Marketing, and AEO teams to improve search visibility, content utilization, pipeline impact, and customer experience. Uses data, automation, and customer marketing tools to optimize targeting, messaging, conversion, and program performance.

Build and maintain scalable GTM data pipelines, marts, semantic models, and dashboards supporting headcount planning, quota attainment, pipeline, and sales effectiveness. Partner with GTM analysts and stakeholders to establish reliable metrics, enable data tools, document systems, and develop AI-powered natural-language data querying capabilities. Translate complex data concepts for executives and engineers while ensuring high-quality, maintainable data products.

Leads a mid-market SaaS sales team of Account Executives, owning quota attainment, hiring, onboarding, coaching, forecasting, pipeline management, and sales process execution. The manager identifies performance risks, improves processes, and collaborates with SDR, Sales Engineering, Customer Success, Marketing, Product, Enablement, and Deal Desk teams. The role requires frontline sales management experience, CRM expertise, and three days per week in the Austin office.

Own and execute customer marketing, advocacy, lifecycle engagement, online community, review platform, reference, and storytelling programs. Recruit and nurture customer advocates, manage testimonials and case studies, coordinate customer events and outreach, maintain advocacy systems, and provide insights to Sales, Marketing, Product, and Customer Success. Track engagement, review, retention, and advocacy metrics to optimize programs and strengthen customer relationships, brand credibility, and business growth.

Leads global IT engineering strategy, architecture, and execution across infrastructure, networking, systems, automation, monitoring, security, and disaster recovery. Establishes engineering standards, roadmaps, OKRs, operating metrics, and resource plans; directs complex cross-functional initiatives; makes technology and vendor decisions; and develops a high-performing technical team.

Leads enterprise and strategic customer success across North America, owning strategy, operating cadence, retention, expansion, adoption, customer health, renewals, and executive relationships. Builds and develops a high-performing organization, establishes data-driven success programs, partners cross-functionally to improve customer outcomes, and personally manages strategic escalations. Reports goals, forecasts, and performance trends to executive leadership while improving processes and scalability.

Leads Motive’s Mid-Market New Logo sales organization, owning segment strategy, bookings, revenue, pipeline, forecasting, productivity, and performance. Builds a scalable sales motion; leads and develops sales managers and account executives; establishes operating cadence, territory planning, qualification, and forecasting practices; partners cross-functionally to improve conversion and customer outcomes; and serves as an executive sponsor for strategic prospects and customers.

Lead Motive’s global SMB inside sales and account management organization. Drive AI-enabled digital transformation, automate customer lifecycle workflows, reduce controllable churn, improve renewals, increase cross-sell and customer account value, and modernize high-volume go-to-market operations. The role oversees distributed teams, uses analytics to improve retention and forecasting, partners with Product and Marketing on product-led growth, and explores customer-base monetization and strategic partnerships.

Lead Mid-Market demand generation and ABM programs: plan, execute, and optimize multi-channel campaigns; partner with content, product marketing, sales, and marketing operations; own select channel execution (webinars, sales plays, direct mail); use data and AI tools to measure and iterate; enable sales with targeting, messaging, and reporting.

Identify and qualify outbound leads through cold calls and email, partner with Account Executives to schedule qualified meetings, uncover prospect needs, meet pipeline targets, and maintain product and industry knowledge to support sales growth.

Own the full sales cycle for mid-market fleets (50–174 trucks) across US and Canada: prospecting, demos, trials, qualification, negotiation, and closing. Drive new business logos, meet revenue quotas, perform outbound lead generation and cold calling, collaborate with SDRs, Sales Engineers and Customer Success, and maintain accurate forecasting.

Leads GTM FP&A planning, forecasting, budgeting, variance analysis, scenario modeling, workforce planning, executive reporting, and financial decision support. Partners with Sales, Marketing, Implementation, Customer Success, and other leaders to assess growth, productivity, capacity, costs, and investments. Manages and develops FP&A staff, improves financial models and reporting processes, reconciles data across systems, strengthens controls, and automates workflows.

Leads cross-functional Quote-to-Cash improvement initiatives across Revenue Operations. Responsibilities include optimizing CPQ and billing workflows, redesigning processes, establishing SOPs and governance, driving change management, enabling users, and measuring operational performance. The role partners with Enterprise Sales, Deal Desk, Legal, Accounting, and Finance, while serving as a QTC subject matter expert and supporting Salesforce reporting, analytics, and automation.

Manages sales and services operations for Implementation, Installation, and Customer Education teams. Improves workflows, customer onboarding, resource allocation, and performance through data-driven analysis. Partners with Sales, Support, Product, and leadership on strategic projects, forecasting, territory alignment, QBRs, reporting, and Salesforce dashboards. Oversees recurring business processes, identifies inefficiencies, and provides operational guidance in a high-growth SaaS environment.

Own strategy, execution requirements, performance, and optimization for revenue-focused lifecycle marketing motions, including PLG, PQL conversion, cross-sell, expansion, and reactivation. Develop customer journeys, messaging, audiences, sequencing, and success measures; align Product Marketing, Product, Sales, Legal, Analytics, and Marketing Operations; track pipeline and revenue outcomes; and optimize campaigns through testing, attribution, and data-driven insights.

Own and optimize assigned B2B customer lifecycle journeys, including onboarding, adoption, renewal, churn prevention, and reactivation. Translate strategy into campaign briefs, audience requirements, content needs, success measures, and testing plans. Partner with Campaign Operations, creative, content, and analytics teams on implementation, Marketo migration, newsletter management, reporting, and continuous improvement. Track journey performance, identify risks, communicate insights, and use AI and automation to improve execution.

Leads Motive’s Associate Solutions Engineering training and deployment program. Oversees bootcamp execution, curriculum improvement, assessments, coaching, mentorship, simulated sales scenarios, and field deployment. Partners with Sales, Recruiting, Product, and Product Marketing to develop early-career Solutions Engineers and improve program outcomes using performance data. Requires pre-sales leadership, complex SaaS or IoT/AI/ML technical selling experience, training expertise, value-based sales framework knowledge, and strong communication skills.

Lead complex B2B hardware and software implementations for strategic customers. Own implementation plans, KPIs, training, adoption, timelines, deliverables, risks, and stakeholder alignment. Lead cross-functional teams, advise executive stakeholders, provide change-management guidance, host customer sessions, and ensure successful deployments within scope and schedule. Travel to customer sites approximately 40% of the time.

Own the full sales cycle for new Networks business, from prospecting and discovery through negotiation and close. Generate outbound leads through cold calling, events, and strategic outreach while meeting revenue quotas and KPI targets. Conduct demos and trials, collaborate with Sales Development, Sales Engineering, Customer Success, and senior sellers, and maintain accurate forecasts. The role requires SaaS sales experience, quota achievement, strong ownership, curiosity, and willingness to travel to tradeshows and partner events.