Motive

• Develop a deep understanding of Motive's products, work cross-functionally with Product, Engineering, Sales, Security, and Finance, and earn the trust of leadership as a go-to advisor on contentious and strategic matters • Develop and drive Motive’s litigation strategy, including identifying, assessing and pursuing claims, counterclaims, and other strategic litigation opportunities that protect Motive and advance its business objectives • Manage and develop litigation team members and help shape the structure, priorities, and operating model of the litigation function • Lead outside counsel selection, strategy, matter staffing, and budget management across litigation matters • Stay up to date on industry developments to help your colleagues see around corners

• Directly manage frontline managers — coaching and motivating them to hit quarterly targets and broader strategic goals, while building a culture of accountability, continuous improvement, and customer satisfaction. • Recruit, hire, and develop top talent, building a bench of future leaders. Bring demonstrated experience scaling sales teams from the ground up and leading through periods of transformational growth. • Partner with Marketing on customer experience, lead generation, and pricing/acquisition strategy. Work with Product, Sales, Onboarding, and Strategy leaders to surface customer needs, inform roadmap decisions, and design incentive plans and GTM strategies that create a cohesive, connected customer journey across global functions. • Track and report on key performance metrics, using data to identify strengths, close gaps, and guide decisions toward quarterly sales targets. • Drive engagement, upsell, and retention strategies, testing and iterating quickly. Serve as the customer-facing escalation point for complex deals, leveraging executive relationships to resolve challenges and close successfully. • Build and refine scalable processes that improve team efficiency and performance.

• Act as the main point of contact for Enterprise and Strategic Account Managers, providing direct support to them and their customers for OM-related queries. • Work closely with customers to address and resolve any issues related to their orders and shipments. • DRI for all customer RMA requests with serial numbers, replacements, Account level device count alignment to be directly in contact with customers. • Provide hands-on assistance with the quoting process and CPQ (Configure, Price, Quote) for Account Managers. • Ensure all necessary details, including cable specifics and additional customer requests, are accurately captured in quotes and orders. • Collaborate with cross-functional teams, including Finance, Fulfillment, and Customer Support, to ensure a seamless end-to-end order process. • Proactively identify and resolve potential issues in the quote-to-cash process to prevent delays and improve efficiency. • Ensure all customer and order information is meticulously entered and maintained in CRM systems, such as Salesforce and Zuora. • Work on sales order creation, churn processing, and account reconciliations as needed.

• Partner with Enterprise 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 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 winning strategic displacement 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 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

• The Senior Implementation Consultant serves as the Project Leader and Delivery Owner for enterprise implementations. • Responsible for structured, end-to-end project execution, ensuring alignment across stakeholders, delivering projects on time, within scope, and with high customer satisfaction. • Own the end-to-end implementation lifecycle—from kickoff through deployment, training, and transition to long-term support. • Manage scope control and change management, ensuring alignment to agreed deliverables while navigating evolving customer needs.

• Support Sales and Fulfillment teams through the quote-to-cash process by helping ensure orders, accounts, and related audit activities are completed accurately and on time. • Use systems such as Salesforce and Zuora to investigate and resolve billing, payment, and account-related issues. • Review billing accounts and audit records to identify discrepancies, validate data accuracy, and recommend appropriate escalation when needed. • Partner with cross-functional teams to resolve casework, improve operational workflows, and support scalable process enhancements. • Communicate status, issues, and findings clearly so stakeholders can make timely decisions and maintain smooth audit operations.

• Partner with hiring managers to understand role requirements, team needs, and hiring priorities • Own end-to-end, high-volume recruitment (sourcing, screening, scheduling, interviewing, and closing) • Build and maintain strong pipelines of active and passive candidates • Represent Motive's story clearly and authentically to candidates throughout the process • Drive candidate engagement through strong communication and relationship-building • Consistently meet recruiting KPIs (pipeline health, time-to-fill, offer acceptance) • Leverage ATS tools (preferably Greenhouse) and data to optimize hiring processes • Collaborate cross-functionally to ensure a seamless hiring experience

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 Mid-Market Account Executive, you will be pivotal to the growth of our Mid-Market sales segment, driving new business with companies operating 50-174 trucks across the US. You will own the full sales cycle from prospecting to closing, working as a relentless “hunter” to identify opportunities, clearly articulate and educate our value proposition, and close key stakeholders. We are looking for driven and experienced sales individuals with a persuasive, natural sales ability and a strong commitment to results. This is an amazing opportunity to join our fastest growing sales segment with the ability to advance into the Upper Mid Market and Enterprise segments as well as sales leadership. What You'll Do: - Responsible for driving new business logos, while meeting or exceeding monthly revenue quotas - Ability to lead all aspects of the sales cycle including prospecting, sales campaign/meetings, discovery, qualification, negotiation, and close - Maintain a high level of outbound lead generation through cold calling and strategic outreach with consistent ability to hit KPI metrics - Lead discovery calls, demos, and trials to understand the business challenges and goals of potential customers - Work cross functionally and collaboratively with related departments (Sales Development, Sales Engineering, Customer Success, etc) - Demonstrate a consistent attention to detail in accurate sales forecasting What We're Looking For: - Bachelor's degree or equivalent SaaS closing experience required - 2+ years of experience in a full cycle sales role, SaaS preferred - Proven track record of quota achievement in a new business, outbound sales role - Experience partnering with Sales Engineers, SDRs, and trial experience a plus - Self-starter comfortable with a fast-paced environment, demonstrating a willingness to learn/ramp quickly and be a creative problem solver for the larger Motive team - Strong ownership attitude from prospecting, demonstrations, to negotiations and closing - You embody a growth mindset and seek out opportunities to constantly learn and grow. Extreme curiosity about the product, the industry, and your customer’s businesses. - “Do What It Takes” mentality - You are proactive and take initiative to drive and cultivate new creative solutions This is a fully remote position, employees are not required to work from a physical office. The compensation range for this role is $142,000 - $197,000 OTE + uncapped commissions and equity (which may vary based on performance). Your compensation may be based on several factors, including education, work experience, and certifications. Motive offers benefits including health, pharmacy, optical and dental care benefits as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting https://www.comparably.com/companies/motive/perks-and-benefits 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.

• Oversee all human resources operations in assigned geographical location • Manage a professional relationship with senior business stakeholders • Support managers in addressing organizational requirements • Deliver key HR initiatives across the HR spectrum • Partner with stakeholders to develop policies and procedures

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.