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.
About the Role:
At Motive, we’re obsessed with delivering a customer experience unlike any other. Our Value team ensures that customers clearly see—and achieve—the measurable benefits of Motive’s technology solutions.
As a Value Engineer, you’ll partner with Sales, Sales Engineering, and Customer teams to align Motive’s products with each customer’s most critical business outcomes. You’ll translate technical features into financial and operational impact, build compelling business cases, and showcase how Motive creates tangible value for customers.
What You’ll Do:
- Build and deliver business cases with Sales and customers across a high volume of deals.
- Translate technical advantages into clear, quantified financial results and business outcomes.
- Present Motive’s value proposition to customer executives in language that resonates with their priorities.
- Drive adoption of value-based selling at top customer accounts through content, tools, and methods.
- Partner with Sales leadership to enable both new and tenured reps on value selling practices.
- Collaborate with Product leaders to quantify the impact of new functionality and customer use cases.
- Work with Marketing to create and share content that communicates the measurable value of Motive’s solutions.
- Educate account teams, Sales Engineering, and Marketing on value frameworks and emerging best practices.
- Provide monthly reporting on Value Engineering’s impact on sales performance and success metrics.
About You:
- 2+ years in Value Engineering, Business Value Consulting, or a related role.
- Bachelor’s degree required.
- Experience in value, sales, or sales engineering preferably at a startup or technology company under $1B revenue.
- Proficient in Google Workspace (Slides, Sheets, Docs, Meet).
- Skilled at building and delivering business cases for technology solutions.
- Strong knowledge of business case frameworks, with the ability to tell stories using financial concepts such as revenue growth, cost savings, risk reduction, cash flow, payback, and ROI metrics (NPV, IRR, Payback).
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 on-target earnings (base pay + commissions) are:
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.
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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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