Director, Enterprise Sales Engineering

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 more than 120,000 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 the Director of Enterprise Sales Engineering, you will provide strategic direction and oversight to our Enterprise and Strategic Sales Engineering teams. In this second-line leadership role managing multiple pre-sales teams, you will help cultivate a culture that emphasizes exceptional sales engineering skills through strong communication, technical and business proficiency, product knowledge, and industry experience.

What You’ll Do:

• Build, direct, and guide a team of Enterprise/Strategic Sales Engineering Managers and Sales Engineers
• Closely collaborate with Sales Leadership to reach Enterprise segment goals
• Establish, implement, and maintain best practices
• Collaborate with the Recruiting Team to actively recruit Sales Engineering leaders and individual contributors
• Implement innovative training and development strategies to enhance the skills and performance of the entire team, from leadership to individual contributors
• Provide actionable insights and strategic recommendations to Motive leadership based on comprehensive data analysis and market trends
• Act as a pivotal sales liaison between multiple internal departments, including Product, Engineering, Customer Success, and Product Marketing, to ensure smooth collaboration and communication
• Stay abreast of industry trends and competitors, offering strategic guidance to the team and stakeholders

What We're Looking For:

• Proven leadership experience with a minimum of 3+ years in a second-line leadership role
• Bachelor's Degree required, Bachelor’s of Science preferred, Master's a plus
• Familiarity and/or training in value selling concepts, methodologies, or related training programs (MEDDIC/MEDDPICC/Demo2Win/Command of the Message/etc)
• Previous experience as an individual contributing Sales Engineer
• Experience overseeing Enterprise sales cycles (Experience in the Transportation & Logistics industry is advantageous)
• Experience with integration projects.
• Knowledge of hardware, cloud software, IoT, and AI/ML is beneficial
• Demonstrated analytical and problem-solving skills with a consistent record of successfully selling complex solutions
• Strong communication skills, both in team leadership and client interactions

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.

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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.