Motive

Compensation

Full Description

Job Description: • Lead, mentor, and develop a team of Enterprise-focused Solutions Engineers supporting discovery, executive-level presentations, complex demos, proof-of-concepts, and multi-threaded solution design. • Ensure the delivery of compelling, customized demonstrations aligned to 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 Enterprise AEs 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 Enterprise segment. • Support deal strategy, objection handling, competitive positioning, and executive alignment throughout long, multi-stage 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. Requirements: • 5+ years of pre-sales leadership experience supporting Enterprise or Strategic accounts within SaaS or complex technology environments. • Bachelor’s degree preferred; Master’s degree a plus. • Proven background as an individual contributor Solutions Engineer — or similar — with a record of success in complex technical selling. • Strong understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, Command of the Message, or similar, along with SE-specific methodologies like Demo2Win or Great Demo!. • Demonstrated ability to lead teams supporting long, multi-threaded Enterprise sales cycles with multiple technical and executive stakeholders. • Experience with integrations, cloud architectures, APIs, hardware/IoT, and emerging technologies such as AI/ML is strongly preferred. • Strong organizational and team leadership skills with a focus on coaching, scaling, and navigating large, cross-functional efforts. • Excellent verbal and written communication skills, with the ability to influence executive stakeholders and collaborate across internal teams. Benefits: • health, pharmacy, optical and dental care benefits • paid time off • sick time off • short term and long term disability coverage • life insurance • 401k contribution