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Senior Manager, Solutions Engineering
Motive
Lead and mentor a solutions engineering team to drive revenue via demos and technical expertise
2d ago
C$222,000 - C$325,000
Expert & Leadership (13+ years)
Full Time
Canada
Hybrid
Company Size
4,629 Employees
Service Specialisms
Fleet Management
GPS Tracking
Driver Safety
Compliance
Maintenance
Spend Management
Sector Specialisms
Renewables
Energy
Utilities
Marine
Decommissioning
Oil & Gas
Infrastructure
Power
Role
What you would be doing
team leadership
demo delivery
trial execution
poc management
rfp responses
technical advisory
- Lead, mentor, and develop a team of Solutions Engineers aligned to Mid-Market, Enterprise, and Strategic AEs, supporting discovery calls, live demos, trial execution, and solution design.
- Partner with Business Value Services to reinforce ROI and key customer outcomes.
- Develop and lead impactful team initiatives and cross-functional projects, while mentoring Solutions Engineers as they scope, drive, and execute on strategic efforts that enhance sales effectiveness, technical excellence, and customer impact.
- Collaborate with AEs to craft persuasive responses to technical evaluations, RFPs, and security reviews.
- Drive operational excellence in our proof-of-concept and trial workflows to ensure repeatability and scalability across the segments.
- Ensure the delivery of compelling, customized demonstrations that align with buyer pain points and business outcomes across various stakeholders.
- Partner closely with internal teams including Product, Engineering, Customer Success, and Product Marketing to ensure clear communication and product feedback loops.
- Act as a trusted technical advisor—internally and externally—on Motive’s current capabilities and future roadmap, ensuring your team can clearly articulate differentiated value.
- Support the sales process with deal strategy, objection handling, and competitive positioning tailored to the Canadian market.
- Stay informed on competitive trends, customer needs, and emerging technologies to guide team enablement and improve execution.
What you bring
pre-sales
saas
cloud
iot
leadership
meddic
- 5+ years of pre-sales leadership experience, ideally within a SaaS sales environment.
- Experience supporting sales cycles that involve software, integrations, cloud platforms, and hardware (IoT or AI/ML experience is a plus).
- Strong organizational and team leadership skills, with a focus on coaching and scaling.
- Excellent verbal and written communication skills, with the ability to influence both internally and externally. French language skills are a plus.
- Bachelor's degree preferred; Master’s degree a plus.
- Proven background as a Solutions Engineering Manager — or similar — with a track record of success in leading, mentoring, and developing high performing SEs.
- Strong understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, or Command of the Message, as well as Solutions Engineering-specific methodologies like Demo2Win, Great Demo!, or similar
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Interview process
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Company
Overview
Founded in 2013
Year Established
The company began as KeepTruckin in 2013 with a focus on digitizing driver hours and logs for truckers.
Rebranded 2022
New Identity Year
The company rebranded to Motive in 2022 to better reflect its expanded mission of powering the physical economy.
$150M Raised in 2022
Series F Funding
The company secured $150 million in Series F funding in 2022, contributing to its valuation.
120,000+ Businesses
Global Reach
The platform supports over 120,000 businesses worldwide, streamlining operations, safety, and finance teams.
- Launched with a simple goal: digitize driver hours and logs for truckers.
- Evolved into an integrated platform combining IoT devices and AI-powered apps for managing vehicles, safety, compliance, assets, maintenance, and expenses.
- Typical projects include rolling out fleet-wide dashcam systems with real-time safety alerts and automating compliance workflows for construction or oil-and-gas fleets.
- Specializes in fleet management for sectors like trucking, logistics, construction, field service, agriculture, transit, and delivery.
- A standout achievement: its Motive Card achieved a $1 billion annualized spend run rate, showcasing strong traction in spend management.
- Own It
- Less but Better
- Build Trust
- Unlock Potential
- Make it happen
- Make it simple
- Make it great
- Make it different
- Make it together
5M+ Electric Miles
Electric Vehicle Impact
Electrification initiatives have displaced over 5 million electric miles, significantly reducing environmental impact.
13% Fuel Savings
Fuel Efficiency Enhancements
Implementing advanced fleet management has achieved up to 13% reduction in fuel consumption.
20% Idling Cut
AI-Driven Fuel Insights
AI technology has successfully reduced unnecessary idling, saving fleets up to 10% in fuel costs.
15M+ CO₂ Reduced
Carbon Emissions Impact
Efforts have resulted in the displacement of 15 million pounds of CO₂ and reduced particulate matter effectively.
- Carbon Neutrality target achieved for Scope 1 & 2 emissions
- Upgraded fuel and carbon emissions reporting with low‑carbon integration
- Net‑zero target: achieving carbon neutrality on operational emissions (Scope 1 & 2)
4% increase
Women in Leadership
Year-over-year growth in women occupying leadership roles, reflecting progress toward gender equality in executive positions.
- Implementing industry-leading employee dialogue processes for an inclusive workplace.
- Published diversity metrics in annual Impact Reports.
- Commitment to building a diverse, inclusive team driving innovation.
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