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.
We're looking for an experienced Senior Deal Desk Manager (individual contributor) to help build out and manage end-to-end execution of complex deals and streamlined approval processes within our Americas and Enterprise business segment. You will guide and establish a deal strategy, invent and simplify deal process and workflow, and get your hands dirty as a subject matter expert providing outstanding customer service and thought leadership to Account Executives, Customer Success Managers, line of business managers and other stakeholders across the go-to-market organization. You will provide agreement structuring and guidance and prepare tailored contractual packages for customers. You will contribute to scalability and efficiency gains in internal processes that impact the overall customer experience and contribute to the company’s overall Sales and Customer Success strategy.
- Serve as a strategic and tactical business partner to the sales organization and support functions to facilitate deal composition and approvals, including exception escalation and management, historical account overview, pre-sales objection handling, and account management support
- Make quantitative and qualitative recommendations to executive management on deal structures and approvals
- Serve as a subject matter expert to ensure timely and accurate deal execution throughout the sales cycle, including evaluating discounts and approval policies and all revenue recognition rules adherence.
- Serve as the deal’s internal quarterback, working to resolve open items related to terms and condition issues that impact our stakeholders, and topics related to order processing and management
- Optimize and manage a continuous deal pipeline by ensuring Sales follows Deal Desk guidelines and continuously revise Deal Desk processes to streamline the sales experience
- Develop a holistic understanding of the various components of Motive’s business and be able to apply the multidisciplinary thinking to all your analysis and execution
- 7+ years of Deal Desk or operations experience at high-growth technology companies, ideally within go-to-market functions such as sales, marketing, and customer success
- Recent experience working on complex, non-standard deals within the Enterprise and Strategic segments
- Expert in Salesforce required; experience with Tableau a plus
- Familiarity with Public Sector business norms
- Strong communicator with exceptional verbal and written communication, interpersonal, teamwork, and customer service skills
- Able to work in ambiguous environments under tight and unpredictable timelines
- Ability to navigate large, complex organizations and build and nurture relationships with leaders and teams across functions
- Location: Remote in PT/MT zones only Ability to work with a Pacific Time (PT) overlap, with a strong preference for candidates residing in the PT time zone.
- This is an individual contributor role
Pay Transparency
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.
The compensation range for this position will depend on where you reside. For this role, the compensation range is:
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
- 7+ years of Deal Desk or operations experience at high-growth technology companies
- Recent experience working on complex, non-standard deals within Enterprise and Strategic segments
- Expertise in Salesforce
- Experience with Tableau
- Familiarity with public sector business norms
- Strong verbal and written communication, interpersonal, teamwork, and customer service skills
- Ability to work in ambiguous environments under tight and unpredictable timelines
- Ability to navigate complex organizations and build relationships across functions
- Ability to work remotely in Pacific or Mountain Time zones with Pacific Time overlap
- Authorization to receive and access commodities and technologies controlled under U.S. Export Administration Regulations
What the Team is Saying
Motive Compensation & Benefits Highlights
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Healthcare Strength — Medical, dental, and vision coverage plus free mental‑health support are prominently offered, including access to Lyra Health. The breadth of core health benefits is positioned as a cornerstone of the package.
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Leave & Time Off Breadth — Generous vacation/PTO, local holidays, sick time, and enhanced parental leave are highlighted across company materials. The time‑off framework is presented as flexible and comprehensive.
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Retirement Support — A retirement plan with company match is promoted alongside life and disability insurance. Financial protections and long‑term savings features are emphasized as part of total rewards.
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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