Motive

Account Executive

• Drive new business logos while meeting or exceeding monthly revenue quotas
• Lead the full sales cycle, including prospecting, sales campaigns and meetings, discovery, qualification, negotiation, and closing
• Generate outbound leads through cold calling and strategic outreach
• Lead discovery calls, demos, and trials to understand potential customers' business challenges and goals
• Work cross-functionally with Sales Development, Sales Engineering, Customer Success, and related departments
• Maintain accurate sales forecasting
• Sell to companies operating 50–175 trucks across the US and Canada
• Educate stakeholders on Motive's value proposition and close new business

Mid-Market Account Executive, New Business

Product Designer

• Own the end-to-end commissions forecast process in partnership with FP&A and Sales Operations
• Produce monthly, quarterly, and annual commissions forecasts
• Explain actuals-to-forecast and forecast-to-plan variances by segment, role, plan component, headcount movement, attainment, and timing
• Establish forecast inputs and operating rhythms with Sales Operations, Finance, People, Payroll, and business leaders
• Assist in designing and evolving sales compensation plans across segments, roles, geographies, and pay periods
• Translate GTM strategy into quotas, crediting rules, accelerators, kickers, draws, SPIFFs, MBOs, ramping structures, and exception frameworks
• Build models and scenario analyses evaluating plan outcomes, behavioral incentives, fairness, payout volatility, costs, and implementation complexity
• Partner with Sales Leadership, GTM Strategy and Operations, Finance, People, Legal, Payroll, and Business Technology
• Co-own compensation-design workstreams for annual-plan redesigns, new-product incentives, role or segment changes, and compensation-system migrations
• Convert design decisions into business requirements, decision logs, process documentation, test cases, and implementation specifications
• Review system outputs and reporting for alignment with policy and intended plan behavior
• Establish governance for plan changes, exceptions, approvals, and effective dates with an audit trail
• Create and deliver enablement for sales leaders, managers, and compensation partners
• Develop recurring reporting on attainment, payout behavior, plan participation, exception themes, forecast accuracy, and program effectiveness
• Partner with FP&A on forecast submissions, executive commentary, scenario analysis, and reconciliation
• Improve seller and manager experience through clearer plan documents, statements, self-service resources, office hours, and intake processes
• Support audit and IPO-readiness activities
• Mentor analysts and collaborate with systems and operations partners without formal people-management responsibility

Senior Commissions Forecasting, Design Lead

Director

• Define portfolio metrics such as time-to-productivity, ramp-to-quota, and promotion/bridge success rate
• Partner with Sales Operations and Sales leadership on attribution models linking onboarding and ramp programs to pipeline, quota attainment, and retention
• Report progress and success metrics to executive leadership and justify additional resources
• Build and launch a unified internship program across multiple GTM functions
• Iterate on role-based onboarding training tracks tailored to regional, segment, and role-specific needs
• Own the month-two-through-month-six ramp journey through live sessions, self-paced learning, and hands-on practice
• Expand and oversee bridge programs such as SDR-to-AE and AE-to-higher-level-AE programs
• Lead and coach a team of 11, including people managers
• Build accountability systems with clear owners, deadlines, and status visibility
• Partner with Product, Marketing, Sales Operations, Finance, and Legal to maintain comprehensive, current, and well-resourced curricula

Director, Readiness & Customer Education

General Counsel

• Advise People, managers, business leaders, and executives on employment matters across the employee lifecycle
• Provide guidance on federal, state, provincial, local, international, and other applicable employment laws and regulations
• Draft, review, and update employment agreements, policies, procedures, training materials, and communications
• Conduct a comprehensive annual review and update cycle for employment materials
• Partner with People, Recruiting, and business stakeholders on workforce and employee-relations matters
• Manage and oversee employment-related claims, agency charges, audits, investigations, and litigation with internal and external counsel
• Monitor legal and regulatory developments and recommend updates to policies, processes, training, and business practices
• Support workforce programs, organizational changes, cross-functional legal projects, and strategic business priorities
• Manage outside counsel and ensure matters are handled efficiently with appropriate risk calibration
• Report to the AGC, Corporate

Senior Counsel, Employment

Full-stack Engineer

• Assist TSEs with complex or unfamiliar issues and identify troubleshooting steps or resolution paths
• Review TSE investigations and provide actionable coaching on issue framing, hypotheses, evidence gathering, testing, and documentation
• Build and improve TSE knowledge of products, workflows, system behavior, limitations, hardware, integrations, and failure modes
• Model structured troubleshooting and teach evidence-based investigation
• Guide TSEs toward self-sufficiency rather than taking ownership of every issue
• Coach TSEs to determine whether issues involve configuration, workflow, data, hardware, firmware, integrations, expected behavior, or defects
• Review and improve Backline escalations, ensuring clear reproduction steps, scope, impact, evidence, completed troubleshooting, and a specific task
• Coordinate with Backline on technical clarification and explain findings, resolutions, and root causes to TSEs
• Create and maintain troubleshooting guides, known-issue documentation, diagnostic checklists, technical FAQs, and reusable SQL queries or scripts
• Identify recurring blockers and investigation mistakes, then deliver targeted coaching, examples, practice cases, and follow-up validation
• Share patterns and documentation gaps with Sr TLs for broader enablement plans and knowledge-base priorities
• Maintain records of coaching themes and technical gaps to measure TSE capability improvement
• Partner with other TLKs to calibrate coaching approaches and maintain consistent technical guidance across teams and regions

Technical Lead Engineer

Manager

• Lead operation, maintenance, security, and optimization of data center infrastructure, enterprise applications, and IT services
• Manage hardware and software systems, including servers, storage, virtualization platforms, and peripherals
• Administer routers, switches, firewalls, VPNs, connectivity services, and interconnection solutions
• Oversee OpenStack and OpenShift environments, capacity planning, security compliance, and hosted platforms
• Develop and enforce IT governance, security policies, disaster recovery, backup solutions, and operational procedures
• Lead infrastructure teams through technical guidance, performance management, resource planning, and service delivery
• Lead performance evaluations, goal setting, performance ratings, individual performance plans, and year-end reviews
• Monitor infrastructure, application, and network performance using alerting, reporting, and capacity management
• Manage vendors, contracts, software licensing, asset inventory, procurement, and service-level agreements
• Drive continuous improvement, track KPIs, prepare executive status reports, and implement operational efficiencies
• Research emerging technologies and industry best practices; provide strategic recommendations

Technical Data Center Manager

Sales Engineer

• Collaborate with Sales Directors to develop and deliver technical presentations and demonstrations of Motive’s solutions to potential customers.
• Provide technical expertise and support throughout the sales process, including POC and pilot projects.
• Respond to customer technical inquiries and RFPs/RFIs, ensuring accurate and comprehensive documentation.
• Assist in developing proposals, solutions, and statements of work to close new opportunities.
• Conduct customer workshops and training sessions showcasing solution capabilities and benefits.
• Develop detailed understanding of Motive’s install base and deployed use cases in key accounts to proactively propose new use cases and technical solutions.
• Stay current with industry trends, standards, and the competitive landscape to effectively position solutions.
• Work with product management and engineering teams to provide field feedback and contribute to product development.
• Build and maintain relationships with technical stakeholders in key accounts to influence their solutions roadmaps.

Financial Planning and Analysis

• Serve as a Finance Business Partner and key member of the leadership team for a Line of Business
• Support financial operations including planning, analysis, risk management, controls, process optimization and business performance enhancement
• Support LOB leaders and functional managers with business plans, priorities and forecasts
• Evolve financial processes, systems and policies for scalability, accurate and timely data, regulatory compliance and governance
• Own monthly and quarterly financial reporting for the LOB
• Ensure Revenue, Deferred Revenue and WIP are supported and auditable against IFRS 15 at project level
• Manage Sales Commissions accounting and payments
• Own planning and forecasting cycles, including QSR and QBR processes
• Monitor and report Bookings, Backlog and Book-to-Bill
• Lead financial improvements affecting revenue, profitability, forecasting, cash flow and operating performance
• Ensure accuracy of LOB Net Revenue, revenue recognition and cost-of-sales completeness under IFRS and company policies
• Conduct professional services project reviews and ensure compliant percentage-of-completion revenue recognition
• Review risk management processes, standardize policies and improve processes
• Oversee and improve financial processes and systems within the LOB
• Provide Finance input to legal for vendor and customer contracts
• Review project bids and contract terms for compliance with corporate parameters
• Participate in or lead Finance projects implementing new systems and process improvements
• Support the wider Finance organization during peak periods and holiday cover

Financial Analyst

Solutions Engineer

• Partner with Mid Market Account Executives to shape deal strategy, drive discovery conversations, and deliver high-impact demonstrations
• Create customized product demonstrations for technical, operational, and business audiences
• Translate customer challenges into actionable solutions with measurable business outcomes
• Develop knowledge of the competitive landscape and support displacement and growth opportunities
• Build product authority and shape conversations around future innovations
• Collaborate on RFIs and RFPs to position Motive as the partner of choice
• Connect Sales with Product, Engineering, Customer Success, and Marketing teams
• Ensure customer insights drive continuous improvement and innovation
• Report directly to Solutions Engineering leadership
• Support Motive’s Mid Market customers and prospects as a trusted technical and business advisor

Solutions Engineer – Mid Market

• Independently manage day-to-day efforts with key clients
• Oversee internal project management flow for high-profile projects for major international brands
• Serve as key contact for projects and delivery, managing communication and asset distribution
• Manage workstreams including TVC, social, events, retail/shopper, POS/POP, digital, and partnerships
• Strategically advise clients and develop ideas and solutions achieving business, marketing, and engagement objectives
• Translate client assignments into briefs for creative teams
• Collaborate with art directors, copywriters, experiential leads, digital and social innovators, and client services teams
• Deliver work on time, within project budgets, and exceeding expectations
• Participate in agency big-idea thinking sessions
• Develop in-depth knowledge of clients’ businesses, industries, and competitive landscapes
• Foster deep client relationships and lead proactive communications
• Present strategic and creative platforms to internal and external audiences

Associate Account Director

Account Manager

• Manage day-to-day efforts with key clients and internal project management for high-profile projects
• Serve as the key contact for projects, managing communications and asset distribution
• Manage work streams including TVC, social, events, retail/shopper, POS/POP, digital, and partnerships
• Create timelines, workflows, and budgets
• Advise clients and develop ideas and solutions supporting business, marketing, and engagement objectives
• Translate client assignments into briefs for creative teams
• Collaborate with art directors, copywriters, experiential leads, digital and social innovators, and client services teams
• Deliver work on time, within budget, and above expectations
• Participate in agency big-idea thinking sessions
• Develop knowledge of clients’ businesses, industries, and competitive landscapes
• Foster and manage deep client relationships and proactive communications
• Present strategic and creative platforms to internal and external audiences

Account Supervisor

Performance Marketing

• Plan, execute, and optimize Programmatic ABM and full-funnel demand generation campaigns for the Mid-Market segment
• Work with segment leads to ensure large-scale campaigns accurately capture ICPs across segments and personas
• Partner with Content Marketing, Customer Marketing, and Product Marketing to map content to the buyer journey, identify gaps, and request content and sales collateral
• Maintain target account lists and apply buyer funnel stages, definitions, and conversion benchmarks to targeting and messaging
• Partner with Marketing Operations on targeting, list hygiene, campaign setup, and issue resolution
• Develop campaign and creative briefs, including copy direction, messaging hierarchy, and design inputs
• Partner with channel owners to launch and monitor campaigns across 6sense Display, LinkedIn, display channels, content syndication, email, web, events/field, and associations
• Own execution for webinars, calendared sales plays, and direct mail partnerships, including setup, targeting, launch, and performance tracking
• Align channel execution with campaign messaging and buyer journey stages; adjust based on performance data and segment feedback
• Evaluate channel performance and reallocate spend or effort when warranted
• Build testing and iteration cycles into campaigns
• Leverage AI tools and agentic workflows for campaign personalization, sales play development, and insight generation
• Partner with SDRs, AEs, and sales leadership to align campaigns with sales motions and pipeline goals
• Provide sales targeting direction, messaging, sales plays, and enablement materials
• Share campaign performance, upcoming programs, and recommended actions with sales partners
• Contribute to weekly sales communications and prepare materials for sales meetings and planning sessions
• Attend select sales meetings and incorporate sales feedback into campaign planning
• Monitor campaign performance and pipeline contribution against goals
• Partner with Marketing Analytics, Marketing Operations, and Sales Operations on dashboards, reporting cadences, Outreach dashboards, and Salesforce sales command centers
• Analyze performance data and recommend reallocations or adjustments
• Contribute to weekly Mid-Market metrics updates and ad-hoc WBR, MBR, and QBR reporting for leadership

Demand Generation Marketing Manager

Executive

• Manage and maintain executive calendars for the CPO and CTO, including scheduling, prioritization, and stakeholder coordination
• Anticipate executive needs and prepare materials and context in advance
• Coordinate complex travel arrangements, itineraries, bookings, and logistics
• Act as a primary point of contact between executives and internal and external stakeholders
• Coordinate across time zones and manage complex scheduling constraints
• Manage high-priority and time-sensitive requests using judgment and discretion
• Plan and execute team offsites, meetings, and events
• Lead and develop the Pakistan-based technical EA team supporting R&D, including coverage models, service standards, and career development paths
• Support special projects and cross-functional initiatives
• Maintain organizational documents such as org charts and distribution lists
• Uphold confidentiality and professionalism

Senior Executive Business Partner

• Lead as a Business Partner, driving performance through KPIs and challenging the business to exceed goals.
• Ensure financial integrity, accuracy, and policy compliance.
• Implement change to improve efficiency, effectiveness, profitability, and cash flow.
• Support the LOB Leader and functional managers with business plans, priorities, and forecasts.
• Evolve financial processes, systems, and policies for scalability, accurate data, regulatory compliance, and corporate governance.
• Own monthly and quarterly financial reporting for the line of business.
• Ensure Revenue, Deferred Revenue, and WIP are supported and auditable under IFRS 15 at project level.
• Manage sales commissions accounting and payments.
• Own planning and forecasting cycles, including QSR and QBR processes.
• Monitor and report Bookings, Backlog, and Book-to-Bill health.
• Improve revenue, profitability, forecasting, cash flow, operating efficiency, and performance.
• Ensure accurate net revenue recognition and cost-of-sales completeness under IFRS and company policies.
• Conduct professional services project reviews and ensure compliant percentage-of-completion revenue recognition.
• Review risk management processes, standardize policies, and improve processes.
• Oversee and improve financial processes and systems within the LOB.
• Provide Finance input to legal for vendor and customer contracts.
• Work with functional leads on bids and contract terms.
• Lead or participate in Finance projects implementing systems and process improvements.
• Support the wider Finance organization during peak times and holiday cover.

Customer Success Manager

• Manage and support all trial/proof-of-concept (POC) activities for Enterprise Account Executives and Sales Engineers
• Partner in developing and implementing goals, objectives, and success criteria for each trial
• Design and configure the Motive platform to meet each client's unique needs
• Act as a subject matter expert on product, change management, communication strategy, risk management, and coaching techniques
• Create and deliver onsite and web-based training and best-practice presentations
• Leverage reporting and data analysis to provide actionable insights throughout the trial journey
• Communicate updates on major milestones and keep stakeholders informed of progress
• Drive trial conversion and long-term program success, particularly for Enterprise Sales

Mid-Market Account Executive, New Business

Senior Commissions Forecasting, Design Lead

Director, Readiness & Customer Education

Senior Counsel, Employment

Technical Lead Engineer

Technical Data Center Manager

Sales Engineer

Financial Analyst

Solutions Engineer – Mid Market

Associate Account Director

Account Supervisor

Demand Generation Marketing Manager

Senior Executive Business Partner

Financial Analyst

Trial Success Manager