Senior Manager, Enterprise Solutions Engineering; East Coast

Senior Manager, Enterprise Solutions Engineering (East Coast)

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 nearly 100,000 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.

As a Senior Manager of Enterprise Solutions Engineering, you will lead and support a high-impact team of Solutions Engineers partnering with Enterprise Account Executives to drive revenue growth through deep technical expertise, differentiated solution design, and value-based selling. Reporting to the Director of Solutions Engineering, you'll cultivate a collaborative, customer-obsessed team culture grounded in clarity, operational rigor, and mastery of Motive's platform.

• 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.

• 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 Demo2
  
  Win 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.

The on-target earnings (base pay + commissions) for this role :

$240,000 - $282,000 USD

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.