Jobs at Motive

Partners with Enterprise Account Executives to drive deal strategy, discovery, executive-level demonstrations, RFI/RFP responses, and complex solution sales. Translates customer challenges into measurable business outcomes, advises technical and business stakeholders, and develops competitive and product expertise. Collaborates with Product, Engineering, Customer Success, and Marketing while applying value-based selling and solutions engineering methodologies. Requires experience with APIs, integrations, technical solution design, and enterprise SaaS sales cycles.

Partner with Account Executives to support mid-market sales through discovery, deal strategy, customized product demonstrations, RFP responses, and solution design. Translate customer challenges into measurable business outcomes, explain technical concepts to varied audiences, and advise stakeholders throughout complex SaaS and hardware sales cycles. Collaborate with Product, Engineering, Customer Success, and Marketing while providing competitive insights and customer feedback. The role requires experience with APIs, integrations, value-based selling methodologies, and 15–20% travel.

Build and maintain GTM data pipelines, marts, semantic models, and dashboards supporting headcount planning, quota attainment, pipeline, and sales effectiveness. Partner with GTM analysts and stakeholders to establish trusted metrics, document data systems, enable self-service analytics, and develop AI-powered natural-language data tools. Translate complex data concepts for executives and engineers while advancing the GTM data roadmap.

Responsible for acquiring mid-market customers across Canada and managing the full SaaS sales cycle, from prospecting and discovery through demonstrations, negotiation, and closing. The role requires achieving revenue targets, generating outbound opportunities, maintaining accurate forecasts, and collaborating with sales development, solutions consulting, and account management teams. Fluency in English is required for regular communication with customers and colleagues across Canada and the United States.

Own the full sales cycle for mid-market customers operating 50–175 trucks across Canada. Responsibilities include prospecting, outbound lead generation, discovery calls, product demonstrations, trials, qualification, negotiation, closing new business, meeting revenue quotas, collaborating with SDRs and Sales Engineers, and maintaining accurate sales forecasts.

Designs and builds secure, scalable systems protecting products, infrastructure, and customer data. Responsibilities include authentication and OAuth integrations, authorization platforms, BYOK capabilities, security tooling, cloud security controls, threat modeling, vulnerability remediation, and security testing. The role partners with engineering and product teams, establishes secure development practices, leads complex security projects, and mentors engineers.

Lead hardware and embedded security for Motive devices: establish secure-by-default baselines (boot chain, firmware, FOTA, manufacturing), perform threat modeling and architecture reviews, define security requirements, drive remediation with hardware teams, and build scalable security components and automation across device lifecycle and cloud-connected infrastructure.

Lead Canada account management and customer success teams to drive retention, renewals, and enterprise expansion. Build scalable programs, coach and recruit talent, align executives, partner cross-functionally (Sales Ops, Product, Support), track pipeline and forecasting, serve as escalation sponsor, and optimize processes to maximize net revenue retention and customer value realization.