Sales Specialist, Motive
Motive Card
$112-172k
OTE
Fleet management platform for trucks
Open for applications
Fleet management platform for trucks
1001+ employees
Open for applications
$112-172k
OTE
1001+ employees
Company mission
To connect the world’s trucks.
Role
Who you are
- This role requires a consultative, customer-centric approach combined with deep technical fluency, meticulous follow-through, and seamless collaboration across Sales, Product, and Implementation teams
- Previous experience in financial products, fleet management, or payment processing environments
- Familiarity with ROI-based solution selling in both mid-market and enterprise segments
- Background working in a quota-carrying overlay or specialized sales role where cross-functional collaboration was essential
- Comfortable using typical sales tech stacks (Salesforce, LinkedIn Navigator, outreach tools) and presentation software (Google Slides, PowerPoint)
- Ability to understand and confidently discuss product setup, network connectivity, and integration with cloud-based platforms
- Prior experience with financial technology, payment processing, or fleet management solutions
- Proven success in consultative or solution-based selling environments—especially for complex or financially-based products
- Skilled at ROI presentation, TCO (total cost of ownership) analysis, and business value articulation for enterprise-level accounts
- Adept at distilling complex technical concepts into clear, digestible terms for multiple audience types (technical, operational, C-suite)
- Comfort with adjusting tone and content on-the-fly, ensuring each stakeholder feels heard and understood
- Demonstrated ability to work smoothly within a “co-sell” or overlay model, respecting AE account ownership
- Strong teaming mindset—no “lone-wolf” approach. Excels at coordinating with cross-functional partners (Sales, Implementation, Product, CS)
- Detail-oriented approach to tracking outstanding questions, next steps, and internal tasks
- Consistent record of effective pipeline management and thorough documentation in CRM or other tracking tools
What the job involves
- As the in-house expert for Motive’s Cards solutions, you will partner closely with MM and ENT Account Executives (AEs) to drive specialized product conversations and support the full sales cycle
- Serve as the in-house expert for Motive’s Cards solutions
- Collaborate with AEs mid-funnel to drive specialized product discussions, from initial pitch through implementation handoff
- Collaborate with AEs to identify whitespace accounts who would be excellent candidates to target for Cards solutions
- Balance a consultative, customer-centric approach with deep technical/functional knowledge to articulate ROI and differentiate Motive’s solution
- Become the go-to authority on our Cards suite: configuration details, integration workflows, and competitive landscape
- Conduct tailored product demos and technical deep-dives for prospective customers at varying levels of sophistication
- Consult with Product team on features, functionality, and new product roadmap for maximum product market fit
- Listen to and dissect customer challenges, mapping needs to Motive’s Cards solutions
- Adapt conversations to the customer’s technical aptitude and business goals—ranging from high-level ROI discussions to in-depth product specifics
- Communicate any product gaps or advanced requests back to product teams, balancing feasibility with honest, accurate timelines for customers
- Work hand-in-hand with the AE, aligning on deal strategy and ensuring no overlap or confusion in roles
- Support the AE by adding credibility as a neutral product expert rather than a purely sales-driven voice
- Share ownership of the Cards deal pipeline and collaborate on territory planning once the account signals interest
- Customize decks, data sheets, or ROI calculators that speak directly to individual customer pain points
- Provide clarity on cost-benefit models, ramp timelines, and the long-term value proposition for Cards solutions
- Capture every customer question, concern, or “wish list” item—no matter how small—and ensure it’s addressed promptly
- Coordinate with internal stakeholders (Implementation, Customer Success, Product) to provide accurate, timely updates
- Maintain comprehensive notes and action items, ensuring commitments are tracked to completion
- Guide customers through initial onboarding steps to help them deploy Cards solutions and start measuring ROI quickly
- Facilitate a seamless handoff to Implementation and CS teams while staying accessible if deeper product expertise is required
Our take
Trucking is a huge but fragmented industry that was largely ignored by Silicon Valley until companies such as Motive (formerly KeepTruckin) came along. The integrated fleet management platform acts as air traffic control for trucks, bringing drivers online and into the 21st century.
The company offers both hardware and software solutions to freight companies, allowing them to manage their fleet and keep their drivers safe. One of these solutions is an AI-powered dashcam that detects unsafe driving behavior in real time and instantly alerts the driver.
The platform, which is used by over 120,000 companies, from small businesses to Fortune 500 enterprises, received series F funding in 2022, which is being used to accelerate its investment in AI, expand its product offerings into spend management, and grow its enterprise capabilities.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-13% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
May 2022
$150m
SERIES F
Jun 2021
$190m
SERIES E
Total funding: $567.3m
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Obaid Khan
(COO)Studied Political Science and Government at University of California before founding KeepTruckin in 2013.
Shoaib Makani
(CEO)Studied Government & Economics at LSE. Analytics Intern at Yahoo. Worked for a year at Google as APMM. Went on to work in Business Development at AdMob.
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