Manager of Mid-Market Sales Engineering, Motive
$155-222k
OTE
OTE inclusive of base pay and commissions
Fleet management platform for trucks
Be an early applicant
Fleet management platform for trucks
1001+ employees
Be an early applicant
$155-222k
OTE
OTE inclusive of base pay and commissions
1001+ employees
Company mission
To connect the world’s trucks.
Role
Who you are
- 3+ years of pre-sales leadership experience, ideally within high-velocity, Mid-Market SaaS sales environments
- Bachelor's degree preferred; Master’s degree a plus
- Proven background as an individual contributor Sales Engineer with a track record of success in technical selling
- Strong understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, or Command of the Message, as well as Sales Engineering-specific methodologies like Demo2Win, Great Demo!, or similar
- Strong organizational and team leadership skills, with a focus on coaching and scaling
- Experience supporting sales cycles that involve software, integrations, cloud platforms, and hardware (IoT or AI/ML experience is a plus)
- Excellent verbal and written communication skills, with the ability to influence both internally and externally
- 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
What the job involves
- As a Manager of Mid-Market Sales Engineering, you will lead and support a team of high-performing Sales Engineers partnering with Mid-Market Account Executives to drive revenue growth through technical expertise, compelling product demonstrations, and value-based selling
- Reporting to the Senior Manager of Sales Engineering, you’ll foster a collaborative, high-impact team culture that thrives on customer-centricity, clear communication, and deep product knowledge
- Lead, mentor, and develop a team of Sales Engineers aligned to Mid-Market AEs, supporting discovery calls, live demos, trial execution, and solution design
- Ensure the delivery of compelling, customized demonstrations that align with buyer pain points and business outcomes across various stakeholders
- Drive operational excellence in our proof-of-concept and trial workflows to ensure repeatability and scalability across the Mid-Market segment
- Act as a trusted technical advisor—internally and externally—on Motive’s current capabilities and future roadmap, ensuring your team can clearly articulate differentiated value
- Collaborate with AEs to craft persuasive responses to technical evaluations, RFPs, and security reviews
- Partner closely with internal teams including Product, Engineering, Customer Success, and Product Marketing to ensure clear communication and product feedback loops
- Develop and lead impactful team initiatives and cross-functional projects, while mentoring Sales Engineers as they scope, drive, and execute on strategic efforts that enhance sales effectiveness, technical excellence, and customer impact
- Support the sales process with deal strategy, objection handling, and competitive positioning tailored to the Mid-Market motion
- Partner with Business Value Services to reinforce ROI and key customer outcomes
- Stay informed on competitive trends, customer needs, and emerging technologies to guide team enablement and improve execution
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 8 rounds)
Jul 2025
$150m
LATE VC
May 2022
$150m
SERIES F
Total funding: $717.3m
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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