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 customers and delighting them with a buying experience like no other. Value at Motive puts the customer first by quantifying and articulating the tangible benefits of Motive's technology solutions.
As a Senior Business Value Consultant, you will lead and collaborate with our Sales, Sales Engineering, and Customer teams to focus on each customer's unique business outcomes by clearly communicating the value of Motive's product set. This involves translating product features into financial and operational results that will lead to the customer's most important business outcomes.
What You'll Do:- Build business cases directly with the sales team and customers on the largest deals
- Articulate the business value proposition in a concise, focused message using language that each internal and external stakeholder understands
- Quantify business value by translating technical advantages to specific financial results and business outcomes
- Present the value of Motive solutions to customer executives with a solid understanding of how the customer will gain value and how the Motive solution will drive financial value
- Lead the use of value selling content and the value selling process at our top customer accounts
- Lead the sales team through the delivery of content, methods, and tools for value measurement and calculation
- Partner with sales leaders to spread value-based selling among new sales reps and existing sales reps
- Partner with product line owners to quantify new functionality and new areas of customer value
- Partner with marketing to update and share content that clearly states the value of our products and services
- Educate account teams, engineering teams, and marketing teams on business value best practices and trends
- Monthly reporting of Value Consulting impact on the sales team’s success metrics
- 3+ years in a Business Value, Value Engineering, or similar position
- Bachelor's Degree required. Master's Degree/MBA preferred but not required
- Previous experience in a sales or sales engineering role in a high-growth technology company
- Expert business case practitioner as applied to selling technology solutions
- Strong command of business case frameworks that use story-telling and financial concepts like revenue gain, cost savings, risk reduction, cash flow, and ROI financial metrics (NPV, IRR, Payback)
- Experience using Google Workplace suite of applications, including Slides, Sheets, Docs, and Meet
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
- 3+ years of experience in Business Value, Value Engineering, or a similar position
- Bachelor’s degree
- Previous experience in a sales or sales engineering role at a high-growth technology company
- Expertise as a business case practitioner applied to selling technology solutions
- Strong command of business case frameworks and financial concepts including revenue gain, cost savings, risk reduction, cash flow, ROI, NPV, IRR, and payback
- Master’s degree or MBA
- Experience using Google Workspace applications, including Slides, Sheets, Docs, and Meet
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.
