Who we are:
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.
Visit gomotive.com to learn more.
At Motive, we are hyper-focused on customer success and delighting them with an experience like no other. Value at Motive puts the customer first by quantifying, articulating, and realizing the tangible benefits of our technology solutions across the entire customer lifecycle.
As a Principal Business Value Consultant, you will partner with Sales, Customer Success, and Engineering teams to ensure customers achieve their desired outcomes, directly driving product adoption, retention, and expansion opportunities. You will bridge the gap between financial strategy and technical innovation by leveraging modern technologies—including AI agents, rapid automation, and custom data applications—to measure, prove, and scale value realization at every stage.
What You'll Do:- Partner with post-sale and account teams to validate ongoing customer business outcomes, transforming realized value into measurable adoption and net revenue expansion.
- Construct forward and backward-looking, scenario-based business cases that project long-term financial ROI and strategic outcomes to secure executive buy-in for new deals and account expansions.
- Develop repeatable automations, scripts, and interactive tools to streamline value modeling, ROI tracking, and executive reporting across top account portfolios.
- Translate complex technical advantages and product usage metrics into concise, executive-level financial stories focused on cost savings, revenue gain, and risk reduction.
- Lead the value management lifecycle from pre-sale business case design to post-sale realization tracking, building repeatable methodologies for account teams.
- Partner with Product, Marketing, and Customer Success to quantify new product capabilities, refine value messaging, and train internal teams on value creation and realization best practices.
- Report monthly on value consulting engagement impact, demonstrating direct correlation to retention rates, adoption metrics, and expansion pipeline.
- 5+ years of experience in Value Realization, Value Engineering, Customer Success Management, or Business Value Consulting in high-growth tech/SaaS environments.
- Bachelor's Degree required; MBA or advanced technical/business degree preferred.
- Proven track record of using post-sale outcome delivery to drive customer adoption, cross-sell, and upsell opportunities.
- Hands-on experience with basic coding, scripting, and building repeatable automation. Familiarity with AI agents and building rapid web apps (e.g., Streamlit) is a strong plus.
- Master practitioner of business case frameworks using financial metrics such as ROI, NPV, IRR, Payback, and TCO.
- Exceptional communication skills with a proven ability to translate complex software capabilities into C-suite business impact.
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.
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.
Please review our Candidate Privacy Notice here.
UK Candidate Privacy Notice here.
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.
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
Skills Required
- 5+ years of experience in Value Realization, Value Engineering, Customer Success Management, or Business Value Consulting in high-growth technology or SaaS environments
- Bachelor's degree
- Proven track record using post-sale outcome delivery to drive customer adoption, cross-sell, and upsell opportunities
- Hands-on experience with basic coding, scripting, and building repeatable automation
- Mastery of business case frameworks using ROI, NPV, IRR, Payback, and TCO metrics
- Exceptional communication skills and ability to translate complex software capabilities into C-suite business impact
- MBA or advanced technical or business degree
- Familiarity with AI agents and rapid web application development, such as Streamlit
What the Team is Saying
Motive Compensation & Benefits Highlights
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Healthcare Strength — The package includes medical, dental, and vision coverage along with free mental‑health support through Lyra Health, indicating strong core healthcare provisions. Materials also reference life and disability insurance and tax‑advantaged accounts, reinforcing breadth in health-related support.
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Leave & Time Off Breadth — Generous or unlimited PTO, local holidays, sick leave, and enhanced parental leave are highlighted, pointing to wide coverage across time‑off categories. Employer pages and benefits listings consistently present time away from work as a standout element.
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Wellbeing & Lifestyle Benefits — A remote‑first, flexible work setup with a work‑from‑home stipend and optional in‑office perks (e.g., meals/snacks) supports day‑to‑day wellbeing. The presence of ERGs and development programs adds lifestyle and culture-oriented benefits beyond core insurance.
Motive Insights
What We Do
Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. The Motive Automated Operations Platform combines IoT hardware with AI-powered applications to automate vehicle and equipment tracking, driver safety, compliance, maintenance, spend management, and more. Motive serves more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery. Visit gomotive.com to learn more.
Why Work With Us
We work hard, with humility and we see our efforts rewarded in tangible ways every day. At Motive, you’ll have the chance to make a difference for the drivers who keep our world moving. We trust each other to do great work because together we can achieve collective goals that reach beyond the physical economy.
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Motive Offices
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Employees work remotely.
