Solutions Engineer, Mid-Market — Central/Mountain/West Coast

About this role

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:

As a Mid-Market Solutions Engineer, you’ll play a key role in driving successful outcomes for Motive’s mid-market customers and prospects. You’ll partner closely with Account Executives to shape deal strategy, deliver compelling product demonstrations, and serve as a trusted advisor to technical and business stakeholders alike. This role requires a strong blend of technical expertise, business acumen, and communication skills as you map customer challenges to Motive’s solutions and influence key buying decisions. Reporting to a Mid-Market Solutions Engineering Leader, you’ll collaborate across Sales, Product, Engineering, and Customer Success to help meet customer needs while contributing directly to Motive’s growth.

Open to candidates located in the Central, Mountain, and Pacific time zones.

What You'll Do:

• Partner with Mid-Market Account Executives to shape deal strategy, drive discovery conversations, and deliver high-impact demonstrations that support customer decision-making

• Showcase Motive’s value by creating customized demos that resonate across technical, operational, and business audiences — positioning yourself as a trusted advisor to Mid-Market customers

• Translate customer challenges into clear, actionable solutions that deliver measurable business outcomes

• Develop deep knowledge of the competitive landscape, supporting Mid-Market AEs on displacement and growth opportunities

• Establish yourself as a product authority — mastering today’s platform while shaping conversations around future innovations

• Collaborate on RFIs and RFPs to position Motive as the partner of choice for Mid-Market organizations

• Act as a visible connector between Sales and cross-functional teams (Product, Engineering, Customer Success, Marketing), ensuring customer insights drive continuous improvement and innovation

What We're Looking For:

• 3+ years of experience supporting Mid-Market or comparable market segments in a customer-facing pre-sales or solutions engineering role, with experience in SaaS and/or hardware

• Bachelor’s degree preferred; advanced degree a plus

• Experience in a customer-facing pre-sales role with the flexibility and willingness to travel 15-20%

• Familiarity with value-based selling frameworks and/or solutions engineering methodologies (e.g., MEDDIC, MEDDPICC, Command of the Message, Demo2Win, Great Demo!, or comparable)

• Excellent communication skills with the ability to translate technical topics for both technical and non-technical audiences

• Demonstrated success supporting complex solution sales and navigating Mid-Market — or similar market segment — sales cycles

• Proven analytical and problem-solving abilities with a solutions-oriented mindset

• Experience with APIs, integrations, and technical solution design

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…