Manager, Mid Market Sales Engineering

Manager, Mid Market Sales Engineering

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 more than 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.

About the Role :

As a Manager of Mid-Market Sales Engineering, you will lead and support a team of high-performing Sales Engineers partnering with Mid-Market Account Executives to drive revenue growth through technical expertise, compelling product demonstrations, and value-based selling. Reporting to the Sr. Manager of Sales Engineering, you'll foster a collaborative, high-impact team culture that thrives on customer-centricity, clear communication, and deep product knowledge.

What You'll Do :

• Lead, mentor, and develop a team of Sales Engineers aligned to Mid-Market AEs, supporting discovery calls, live demos, trial execution, and solution design.
• Ensure the delivery of compelling, customized demonstrations that align with buyer pain points and business outcomes across various stakeholders.
• Drive operational excellence in our proof-of-concept and trial workflows to ensure repeatability and scalability across the Mid-Market segment.
• Act as a trusted technical advisorinternally and externallyon Motive's current capabilities and future roadmap, ensuring your team can clearly articulate differentiated value.
• Collaborate with AEs to craft persuasive responses to technical evaluations, RFPs, and security reviews.
• Partner closely with internal teams including Product, Engineering, Customer Success, and Product Marketing to ensure clear communication and product feedback loops.
• Develop and lead impactful team initiatives and cross-functional projects, while mentoring Sales Engineers as they scope, drive, and execute on strategic efforts that enhance sales effectiveness, technical excellence, and customer impact.
• Support the sales process with deal strategy, objection handling, and competitive positioning tailored to the Mid-Market motion.
• Partner with Business Value Services to reinforce ROI and key customer outcomes.
• Stay informed on competitive trends, customer needs, and emerging technologies to guide team enablement and improve execution.

What We're Looking For :

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).

The on-target earnings (base pay + commissions) for this role : $155,000 - $222,000 USD

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.