Full-Time
Senior Solutions Engineer
Strategic
Updated on 8/23/2026
Motive
5,001-10,000 employees
Field operations safety and productivity software
Compensation Overview
$200k - $240k/yr
Remote in USA
Remote
Remote within the United States; travel of 30% or more is required. Some interviews or new-hire training may be held in person.
Bachelor's
 Sales & Solution Engineering (1) |
|---|
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- At least 5 years of experience supporting strategic or high-value enterprise sales in a presales or solutions engineering role.
- A bachelor's degree is preferred; an advanced degree is a plus.
- Experience in a customer-facing presales field role, with willingness to travel 30% or more.
- Deep knowledge of value-based selling frameworks and methodologies, including MEDDIC, MEDDPICC, or Command of the Message, and solutions engineering methodologies such as Demo2Win or Great Demo!.
- Exceptional communication and presentation skills, with the ability to influence executive and C-level stakeholders.
- Strong analytical and problem-solving abilities with a solutions-oriented mindset.
- Demonstrated success supporting complex solution sales within high-value enterprise or strategic-level organizations.
- Hands-on experience with strategic enterprise sales cycles and navigating multiple stakeholders.
- Experience with application programming interfaces, integrations, and technical solution design.
- The applicant must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.
- Partner with strategic account executives to shape deal strategy, drive discovery conversations, and deliver high-impact demonstrations that influence executive-level decisions.
- Tailor demonstrations for technical, operational, and business audiences and serve as a trusted advisor to strategic customers.
- Translate complex customer challenges into clear, compelling solutions that deliver measurable business outcomes.
- Develop deep expertise in the competitive landscape and support strategic account executives on displacement and high-value opportunities.
- Become a product authority by mastering the current platform and shaping conversations around future innovations.
- Collaborate on requests for information and requests for proposals to position Motive as the partner of choice for strategic enterprise organizations.
- Connect Sales with Product, Engineering, Customer Success, and Marketing teams so customer insights drive continuous improvement and innovation.
- SaaS and hardware experience.
- An advanced degree.
- Experience with value-based selling frameworks such as MEDDIC, MEDDPICC, or Command of the Message.
- Experience with solutions engineering methodologies such as Demo2Win, Great Demo!, or comparable methodologies.
Motive creates software and tools designed to improve safety, productivity and profitability for businesses that drive the physical economy. Its customers include more than 120,000 companies across industries such as construction, field service, agriculture, trucking and logistics, and delivery. The product line focuses on helping these businesses run more efficiently by coordinating operations and people, with an emphasis on delivering user-friendly solutions that customers love. Motive differentiates itself through its broad industry reach, a strong commitment to customer satisfaction, and a culture that supports employees in doing their best work. The company’s goal is to empower millions of physical economy businesses to operate more safely and efficiently while growing their profitability.
Company Size
5,001-10,000
Company Stage
Series F
Total Funding
$567.3M
Headquarters
San Francisco, California
Founded
2013
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Simplify's Take
What believers are saying
- Motive Maintenance launched August 18, 2026, reducing downtime and repair costs for fleets.
- UK launches in April 2026 broaden Motive Analytics and AI Coach across Europe.
- Motive says it serves nearly 100,000 customers, including Halliburton, Maersk, and KONE.
What critics are saying
- Samsara won $30.3 million on February 3, 2026, for Motive marketing claims.
- Samsara's 2024 trade-secret lawsuit targets Motive's hiring, website, and product cloning.
- If Samsara wins remaining district-court claims, Motive faces injunction risk and slower enterprise sales.
What makes Motive unique
- Motive unifies safety, maintenance, telematics, and payments for physical-operations teams.
- Vision 26 on May 27, 2026 added Atlas, AI Omnicam Plus, and AI Dashcam Plus.
- Holman named Motive its first telematics partner on March 11, 2026.
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Benefits
Health Insurance
Dental Insurance
Vision Insurance
Paid Vacation
Paid Sick Leave
Disability Insurance
Life Insurance
401(k) Company Match
Growth & Insights and Company News
6 month growth
↑ 1%1 year growth
↑ 1%2 year growth
↑ 0%Motive has launched Motive Maintenance, an AI-powered system integrated into its platform to help organisations manage fleet maintenance workflows. The system unifies vehicle health data, repair workflows, and spending in one place, enabling teams to detect issues earlier and reduce downtime. According to Motive's research, 80% of fleet professionals cite rising maintenance and repair costs as their primary operational challenge. Organisations lose nearly nine days per vehicle annually to unplanned downtime, costing an estimated $448–760 per vehicle daily. The platform connects fault codes, inspections, maintenance workflows, and spend data in a single system. Only 13% of respondents reported well-integrated fleet management technology systems that share data automatically across platforms. Motive Maintenance aims to help organisations increase vehicle uptime and lower emergency repair costs.
Motive has launched AI Coach in the UK, an AI-powered platform that automatically delivers personalised driver coaching through AI-generated videos. Managers can select preset avatars or create custom avatars replicating their own face and voice. The system addresses scaling challenges in driver coaching, particularly as UK organisations face rising insurance costs and regulatory scrutiny. Safety managers often spend less than one-third of their time on people management, making consistent coaching difficult. AI Coach detects unsafe driving behaviours with up to 99% accuracy and sends weekly personalised feedback videos through Motive's Dashboard and Driver App. The platform provides positive reinforcement and actionable improvement suggestions whilst reducing manual coaching time. Beeline's Operations Manager Adam Fox reported the system enabled feedback at previously impossible scales whilst reducing incident rates.
Motive, an AI platform for physical operations, has launched new edge AI capabilities for driver safety, including AI-powered Fatigue Detection, Eating Detection and Collision Detection. The features aim to detect unsafe driving behaviours early and capture low-severity collisions often missed by telematics alone. The Fatigue Detection system monitors six indicators including yawning, eye rubbing and microsleep to identify risk before collisions occur. The Eating Detection identifies high-risk distracted driving, whilst Collision Detection combines telematics with computer vision to capture incidents like sideswipes and fender benders. Motive's AI Dashcam has reportedly helped prevent over 170,000 accidents since 2023. Customers using the system reduced collisions by 80% and accident-related costs by 63% on average. The new capabilities are available on existing Motive AI dash cams with no additional hardware required.
Motive, an AI platform for physical operations, has appointed Thomas Hansen as President, Go-To-Market in a newly created role. Hansen will lead sales, marketing, customer success, partnerships and revenue operations as the company scales globally. Hansen joins from Amplitude, where he built a global go-to-market organisation. He previously served as CRO at UiPath and COO at Carbon Black, and held senior roles at Dropbox and Microsoft. Motive serves nearly 100,000 customers, including Fortune 500 companies like Halliburton and Maersk, across transportation, construction, energy and manufacturing sectors. The platform enables safety, operations and finance teams to manage workers, vehicles, equipment and fleet spending in a single system.
Motive has launched Motive Analytics, an AI-powered analytics solution for Mexican teams managing physical operations. The platform unifies data across safety, fuel, maintenance and telematics, automating reports and eliminating manual spreadsheet analysis. The solution includes AI Answers, a conversational AI that responds to natural language queries, instantly surfacing operational insights. Teams can ask questions like "Which drivers had the most idling time last week?" and receive immediate answers and visualisations. Commercial vehicle telematics adoption is surging in Mexico due to cross-border freight growth and evolving regulations, but many organisations struggle with disconnected legacy tools. Motive Analytics addresses this by providing real-time insights without requiring coding skills, helping teams reduce costs, improve safety and make faster decisions across fleet operations.