Motive

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. SummaryAs a Motive Field Engineer, you will be a key member of the Field Engineering team. You are a technologist and a resourceful problem solver who possesses a deep understanding of Motive Hardware, industry best practices, and optimal installation techniques. You will serve as a role model for Motive quality standards and a go-to resource. You will play a key role in enabling others to deploy Motive hardware seamlessly and in creating technical installation training content. Simply put, you will be the hands-on expert ensuring our hardware and software are successfully deployed in the field. You will not only execute installations but also train partners, troubleshoot complex issues, and provide critical feedback to our product teams to ensure the ongoing supportability of our technology. What You’ll Do - Become the Subject Matter Expert on the Motive Hardware & Software Product Suite and deployment practices. - Provide strategic onsite presence to install, supervise, troubleshoot, QA, and support Motive implementations. - Build and deliver installation partner training content and certification programs. - Train and certify third parties on Motive Installation Standards. - Participate in New Product development (Alpha & Beta programs) by performing installation and testing to provide integral feedback. - Contribute to the online installation help center by building and maintaining articles, how-to guides, and additional resources. - Build and maintain a Hardware Lab for testing and using Motive products. - Ensure onsite efficiency and safety at all times. What We’re Looking For - 5+ years relevant experience. - Bachelor's Degree or 2+ years relevant experience/certification. - Demonstrated proficiency in Computer Electronics and Hardware. - Strong problem-solving and critical thinking skills, with the ability to handle high-priority technical scenarios. - Confident in customer-facing roles, capable of providing training, support, and assistance. - Knowledge of the Automotive & Logistics industry is required; prior experience is a plus. - Expertise in Motive Product use (in lab). - Strong work ethic and a commitment to excellence. - Ability to travel up to 35%. - Valid driver’s license required.* *Prior to hiring an individual for a position which includes driving as a minimum qualification or essential function, Motive will verify that the individual has an active, valid, and applicable driver’s license. Motive will also annually review and obtain a copy of the employee’s driver’s license record for any state in which the employee holds a driver’s license. Employees who drive on company business shall immediately inform their supervisor and HRBP of any status change affecting their driver’s license, including but not limited to suspension, revocation, cancellation, disqualification, expiration, or any license restrictions. Employees who fail to do so will be subject to disciplinary action, up to and including discharge. 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 compensation range for this position will depend on where you reside. Motive uses three geographic zones to determine pay range. For this role, the compensation ranges are: San Francisco, California $73,000—$87,000 USD U.S. metropolitan areas: Los Angeles, San Diego, New York City Area, Seattle, Washington D.C. $73,000—$87,000 USD Other locations in the United States $73,000—$87,000 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. Please review our Candidate Privacy Notice here. UK Candidate Privacy Notice here. 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.

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 an Enterprise Account Executive 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. 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 in partnership with Motive. Our Enterprise Account Executives sell across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. 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. What you’ll do: - Prospect and win new Enterprise business through developing key executive relationships within key prospects to drive expansion of that business with all key accounts, growing share of wallet through developing a deep understanding of each client’s business and identifying opportunities for additional collaboration - Harness key Executive relationships to ensure RFP wins and grow contractual-based business - 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 partnering with F1000 clients - 4+ 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 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 Open to candidates who live in these states: AZ, NV, ID 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 compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are: Bay Area, California $230,000—$300,000 USD Other Locations in U.S. $230,000—$300,000 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. Please review our Candidate Privacy Notice here. UK Candidate Privacy Notice here. 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.

• Support day-to-day commissions administration process including global monthly commission payout, manual adjustments, and exceptions • Provide timely resolution for commission-related inquiries from plan participants including but not limited to system access issues, transaction disputes, credits, and payment calculations • Validate data and quantify impact through data analysis and communicate proposed resolutions and timelines to leadership • Participate in User Acceptance Testing (UAT) for system updates by validating and confirming desired results • Track and report on the status of plan acceptance to ensure compliance and timeliness • Own process of end-to-end of organization alignment (hierarchy, setup, and payouts) • Offer cross-functional support to business partners as it pertains to data validation, data requests, and other various tasks • Work with business partners and auditors on an ongoing basis for ad hoc requests, projects, and compliance audits

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: Lead and manage a team responsible for the successful deployment of Motive hardware and software with our highest-value customers. As Manager of Implementation, you will oversee the creation and execution of onboarding projects, defining and tracking key performance indicators for success, including Customer Kick-Off, Go-Live, and Customer Satisfaction (CSAT). You will be responsible for the overall performance and development of the Implementation Consultants, ensuring they act as highly skilled project managers and Motive product experts who guide clients through complex and large onboarding projects. This role requires close collaboration with the Account Executive team to drive initial adoption and facilitate ongoing training and onboarding as the customer's partnership with Motive grows. What You’ll Do: - Develop, implement, and continuously improve the Implementation program for clients, aligning it with product initiatives. - Establish, monitor, and report on key performance indicators (KPIs) for the Implementation program, driving continuous improvement and optimization. - Manage a team of Implementation Consultants, providing coaching, mentorship, and performance feedback to maximize their effectiveness. - Oversee the implementation process and project planning for assigned accounts, ensuring successful onboarding and training to drive software adoption by new clients. - Monitor team performance and resource allocation to ensure the timely and successful completion of new client onboarding across all assigned accounts. - Identify and address potential roadblocks or challenges to ensure projects stay within scope and on schedule. - Collaborate with cross-functional teams, including Sales, Product, and Customer Success, to ensure seamless onboarding experiences and ongoing customer satisfaction. - Analyze onboarding data and trends to identify areas for improvement and develop strategies to enhance the customer experience. - Advocate for customer needs and provide feedback to product development teams to improve the Motive platform. What We’re Looking For: - 3+ years of experience in a customer-facing role in a B2B capacity, preferably in trucking, logistics, or fleet management, with at least 2 years in a management or team lead role. - Proven track record of successfully managing implementation teams and delivering complex projects on time and within budget. - Strong business acumen, including project management, account management, problem-solving, business planning, and analytical skills. - Excellent interpersonal, communication (both written and verbal), and presentation skills. - Experience in delivering client-focused solutions based on customer needs. - Demonstrated ability to communicate, present, and influence credibly and effectively across all levels of the organization, including executive and C-level. - Experience with CRM software and project management tools. - BA/BS degree or equivalent work experience preferred. 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. Please review our Candidate Privacy Notice here. UK Candidate Privacy Notice here. 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.

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:Implementation Consultant, Mid Market is responsible for building customer relationships and delivering value during the first phase of the customer’s journey with Motive. This position involves effectively onboarding new customers by implementing motive technology, ensuring early product adoption, and educating customers on the value of our motive product, features, and AI technology. A customer-oriented focus is necessary to preserve long-term customer satisfaction. This position requires someone highly organized, has excellent communication skills, and demonstrates good relationship-building with customers. What You'll Do: - Serve as the primary point of contact for new customers during their implementation phase, focusing on our larger customers. - Guide new customers through initial hardware/software/ setup and system training to ensure a timely and successful onboarding/product adoption - Monitor customer progress and activities to ensure adoption and timely activation - Demonstrate excellent ability to collaborate with cross-functional teams such as support, engineering, sales, and product management, financial products team to resolve complex issues and improve customer experience - Handle a large volume of phone conversations and email inquiries - Build customer loyalty by delivering exceptional customer service What We're Looking For: - 3+ years prior experience in a customer-facing role (sales or support) - Demonstrate Salesforce proficiency & your ability to use data to inform engagement plans - Demonstrate a clear understanding of what success looks like for customers and Motive - Effective listening and problem-solving skills - Excellent communication (both written and verbal) and presentation skills - Proven ability to manage multiple responsibilities with a high attention to detail and professionalism - Documentation, Data analysis, Reporting, SQL, and Salesforce experiences are a plus - Experience with fintech and spend management technology is a plus - Ability to build and maintain relationships with clients and their key personnel - Ability to create presentations, project plans, SAAS/Fintech implementation plans and monitor progress and productivity on it - Strong business background including project management, account management, problem-solving, business planning, and analytical skills - Receptive to feedback, willingness to learn and embrace continuous improvement 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. Please review our Candidate Privacy Notice here. UK Candidate Privacy Notice here. 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.

• Define and evolve product strategy and roadmap for compliance products in alignment with customer needs, regulatory requirements, and business goals. • Partner closely with engineering and design to build intuitive compliance experiences that help customers stay ahead of requirements and reduce operational risk. • Get close to customers, identify compliance pain points and opportunities, and translate insights into clear product requirements and priorities. • Drive execution from concept through launch by creating clarity, managing tradeoffs, and keeping cross-functional teams aligned on scope, timelines, and outcomes. • Use data and product metrics to inform prioritization, evaluate impact, and continuously improve the customer experience.

Role Description The Renewals Specialist plays a critical role within the Customer Success team by ensuring a seamless and positive customer experience as clients approach the renewal of their software support contracts. The ideal candidate proactively manages the software support renewal cycle, works closely with customers to retain and expand their business, and identifies opportunities to upsell additional products and services while maintaining high levels of customer satisfaction and loyalty. - Manage a pipeline of software support renewals, ensuring contracts are renewed on time and at or above existing contract value. - Engage customers well in advance of renewal dates to discuss contract terms, address concerns, and reinforce the value delivered by Motive Software Solutions. - Act as a trusted advisor to customers on their support needs, fostering a relationship built on mutual value and long-term partnership. - Lead the global software support renewals process in collaboration with account teams to preserve and enhance customer support contracts and relationships. - Negotiate renewal terms, pricing, support conditions, and commercial agreements with customers, driving outcomes that protect revenue, mitigate risk, and deliver mutual value. - Provide a consultative and proactive approach to developing competitive renewal proposals and quotes. - Partner with internal sales teams to prepare renewal quotes and overcome customer objections throughout the renewal process. - Work closely with Sales, Customer Success, Product, and Support teams to ensure a cohesive approach to customer retention and growth. - Track and report on renewal rates, reasons for non-renewal, and customer feedback to identify trends and areas for improvement. - Maintain and update reporting systems to support research, pipeline visibility, and accurate renewal forecasting. - Act as the voice of the customer internally, ensuring feedback is communicated to relevant teams to support service and product improvements. - Identify and pursue opportunities to upsell additional products and services during the renewal cycle. - Build strong business relationships with customers, Account Executives, and other key stakeholders. - Apply departmental standard operating procedures to secure full-value renewals on time. - Demonstrate urgency and commercial discipline in managing all renewals to achieve on-time, full-value outcomes. - Continuously improve renewal processes and procedures while contributing to a high-performing and collaborative team environment. Qualifications - Minimum of 7 years of experience in customer support, renewals, account management, or a sales-oriented environment. - Excellent written and verbal communication skills, with the ability to listen actively, understand client needs, and tailor messaging effectively. - Strong negotiation skills, with the ability to navigate pricing, terms and conditions, support scope, and customer objections to achieve commercially sound outcomes. - Ability to build and maintain strong customer relationships across multiple stakeholders. - Excellent organizational and time management skills. - Understanding of SaaS business models, software support services, and customer retention strategies. - Knowledge of software support terms and conditions, including service level agreements (SLAs), service credits, penalty clauses, response and resolution commitments, exclusions, and renewal-related commercial implications. - Ability to review and interpret support obligations, assess SLA risk exposure, and align renewal terms with customer expectations, internal policy, and commercial objectives. Location Canada Salary CAD 70K-80K Equal Opportunity Statement MOTIVE gives equal opportunity in employment regardless of gender, gender identity, sexual orientation, marital status, race, nationality, religion, age, disability, political beliefs, or any other factor. MOTIVE will not pay fees to any third-party agency or company that does not have a signed agreement, do not submit resumes/CV's directly. Data Consent By answering to this job post, you consent to the use of your data by MOTIVE, for as long as necessary. We conduct regular data-cleansing and updating exercises to make sure the information we have is relevant and accurate. If you have any doubt or request to make relatively to your personal data, please send an e-mail.

• Build strong partnerships with HRBPs, Talent Acquisition, and Engineering and Product leaders, serving as a trusted advisor across the full range of compensation activities, including new hire offers, promotions, critical talent decisions, and retention strategies • Use market data, industry trends, and internal talent insights, along with AI-enabled tools, to deliver thoughtful, data-driven recommendations that strengthen the effectiveness and competitiveness of Motive’s compensation practices • Evaluate the effectiveness of existing global programs, practices, and processes, and recommend improvements that align with external market trends and Motive’s business priorities • Lead key compensation initiatives end to end, including annual compensation planning, promotion cycles, and equity award cycles • Design, build, and maintain compensation tools, dashboards, and automated reporting solutions that improve the speed, accuracy, and accessibility of compensation insights for partners and leaders • Create and continuously improve compensation communications and training materials that build understanding, drive adoption, and increase engagement with Motive’s compensation programs across the organization

• Be the primary compensation partner supporting our G&A function for our recruiting teams, HRBPs, and business unit leaders by combining in-depth knowledge of compensation principles with an understanding of the business and market landscape. • Partner to develop innovative compensation strategies to support the attraction and retention of top talent while reflecting market conditions, internal equity, a strong pay-for-performance philosophy, and the company's priorities. • Support compensation-related activities: new hire offers, analysis of recruiting data trends, promotions, transfers, international employees/contractors, performance calibrations & compensation, etc. • Apply your expertise in data analysis to study insights and summarize in the form of presentations and dashboards that can be shared with HRBPs and business leaders • Work in a culture of continuous analytics and monitoring of current programs to find areas to improve and align with strategic priorities so that compensation is part of the proposition that can attract, engage, and retain top talent. • Review and conduct annual benchmarking of our jobs to ensure great compensation package ranges. • Help implement all ongoing compensation programs and tools; provide leaders with deep insights to guide sound compensation decisions. • Continuously review the current job architecture and systematic job leveling approach for the business that enables us to better support hiring, career growth, job evaluation ultimately leading to great compensation packages.

Title: Sr. Sales Development Representative - Austin, TX Location: United States - Austin, Texas Hybrid Job Description: 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. 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 - Prior 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 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: $70,000 - $85,000 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.