• 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%).

Role Description This role offers a unique opportunity to act as a strategic technical partner to enterprise clients, guiding them through complex AI-driven marketing and technology solutions. You will play a pivotal role in the presales process, translating business challenges into actionable solutions, and demonstrating measurable value for large-scale organizations. The position requires a highly skilled technical communicator who can engage both business and IT stakeholders, lead solution design workshops, and deliver live product demonstrations. You will work collaboratively with sales, engineering, and leadership teams to craft tailored solutions that integrate APIs, automation tools, and AI capabilities. This fully remote role emphasizes a fast-paced, innovative environment where adaptability, creativity, and technical expertise are highly valued. The impact of your work will directly shape enterprise AI adoption, strategic decision-making, and customer success. - Partner with Enterprise Sales to manage the end-to-end customer journey, including discovery sessions, demos, workshops, and proof-of-concept engagements - Design and architect custom solutions that align with client business objectives, integrating APIs, automation tools, and AI capabilities - Translate complex technical concepts into compelling business value for diverse stakeholders, including C-Suite and IT leadership - Lead technical presentations, product demonstrations, and workshops both virtually and in-person - Collaborate with cross-functional teams—including engineering, marketing, and leadership—to ensure solution feasibility and alignment - Support trials, pilots, and expansion initiatives while uncovering new opportunities for enterprise clients - Represent the organization at customer sites, conferences, and industry events, promoting technical expertise and thought leadership Qualifications - 5+ years of experience managing complex, high-value SaaS deals, preferably in a startup or high-growth environment - Deep understanding of the MarTech space and experience selling to marketing professionals - Strong technical expertise with APIs, custom POCs, and integration platforms (iPaaS solutions like Workato are a plus) - Foundational knowledge of AI technologies, including large language models, prompting, and generative AI applications - Exceptional verbal and written communication skills, with the ability to present to C-Suite, IT, and cross-functional stakeholders - Proven ability to work independently in a fast-paced, high-autonomy environment - Demonstrated leadership and influence across internal teams, peers, and enterprise clients - Passion for AI and emerging technologies, actively leveraging them to improve customer outcomes and personal workflows - Experience with solution design, technical validation, and value-led sales methodologies Benefits - Competitive OTE of $230,000 - $271,000 (based on experience and qualifications) - Comprehensive health, dental, and vision coverage starting on day one - 401(k) program with up to 2% company matching - Equity grant participation - Flexible PTO and $900 FlexExperience budget for time away from work - $1,800 FlexWellness program to support personal health goals - Generous home office setup budget - $1,500 annual learning and development stipend - 16 weeks of paid parental leave - Inclusive, remote-first work culture fostering professional growth and innovation