• Work closely with team members to identify, qualify, manage, and close sales opportunities • Work closely with team members to develop new business opportunities and to open new markets • Gather customer and partner requirements and influence them to align with company solutions • Design, validate, and document solutions for customers and partners • Deliver effective technical presentations to secure favorable outcomes from various audiences • Author technical materials and peer-reviewed publications for use in sales and marketing activities • Travel to conferences, customers, and partners to present and position company solutions and research

• Lead, mentor, and develop a team of Strategic Enterprise-focused Solutions Engineers supporting discovery, executive-level presentations, complex demos, proof-of-concepts/trials, and multi-threaded solution design. • Ensure the delivery of compelling, customized demonstrations aligned to Strategic Enterprise buyer pain points, business outcomes, and technical sophistication across diverse stakeholder groups. • Drive operational excellence in our proof-of-concept and technical evaluation workflows, ensuring consistency, quality, and scalability across large, complex accounts. • Act as a trusted technical and strategic advisor—internally and externally—on Motive’s capabilities, architecture, integrations, security, and future roadmap. • Collaborate with Account Directors to craft persuasive responses to technical evaluations, RFPs, RFIs, and security reviews. • Partner cross-functionally with Product, Engineering, Customer Success, and Product Marketing to ensure tight communication loops, efficient escalation paths, and informed roadmap feedback. • Lead and support team-wide initiatives and cross-functional projects that elevate technical excellence, improve sales effectiveness, and increase customer impact across the Strategic segment. • Support deal strategy, objection handling, competitive positioning, and executive alignment throughout long, multi-stage Strategic Enterprise sales cycles. • Partner with Business Value Services to reinforce ROI, TCO, and measurable business outcomes for senior stakeholders. • Stay informed on competitive trends, emerging technologies, and the evolving needs of Enterprise customers to guide enablement and strategic execution.

• Own the strategy for Finance systems including Adaptive Insights (EPM), NetSuite (ERP), Navan (T&E), Coupa/Ironclad/Omnea (Procurement), Workiva (Fin Rptg & IC), Avalara (Sales Tax), FloQast (Close & Recons), DMS (Escheatment), Carta (Equity), and partner cross-functionally with adjacent system owners. • Translate finance workflows (close, FP&A, audit, reporting) into AI-enabled processes: map data flows, identify high-ROI automation opportunities (e.g., variance analysis, reconciliations, anomaly detection). • Design and deploy AI-powered finance solutions (forecasting support, reconciliation agents, reporting) that improve accuracy, cycle time, and decision quality. • Partner with Internal Tools to drive the configuration and optimization of these Finance systems, and the implementation of successor systems; serve as the interface between Finance and Internal Tools regarding systems roadmap. • Serve as the interface between Finance and Data Engineering, ensuring the integrity, completeness, and governance of financial data flowing into planning and reporting systems. • Enable leadership decision-making by building scalable reporting infrastructure and self-service analytics that translate financial data into actionable insights for senior stakeholders.

• Own the lifecycle of data pipelines and storage systems across cloud environments, ensuring they are scalable, secure, and high-performing. • Work closely with developers, partners, and leadership to deliver robust data solutions and integrate best practices into daily workflows. • Build software services and APIs using Python frameworks to create smooth, reliable data processing and deployment experiences. • Apply appropriate data modeling methodologies (Kimball, Inmon, Data Vault) to solve different problems and optimize the stack for every challenge. • Work with streaming data platforms like Kafka or Kinesis and proprietary open-source platforms including Snowflake, Databricks, Vertica, Spark, and Airflow to enable teams through automation and continuous improvement. • Expected travel varies by project (0-15%).