Strategic Product Sales Specialist, Equipment Monitoring

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.

As the in-house expert for Motive’s Equipment Monitoring solutions (asset gateways, environmental sensors, beacon location devices, door sensors, etc.), you will partner closely with Account Executives (AEs) to drive specialized product conversations and support the full sales cycle. This role requires a consultative, customer-centric approach combined with deep technical fluency, meticulous follow-through, and seamless collaboration across Sales, Product, and Implementation teams.

• Serve as the in-house expert for Motive’s Equipment Monitoring solutions (asset gateways, beacons, telematics).

• Collaborate with Account Executives (AEs) mid-funnel to drive specialized product discussions, from initial pitch through implementation handoff.

• Collaborate with AEs to identify whitespace accounts who would be excellent candidates to target for Equipment Monitoring

• Balance a consultative, customer-centric approach with deep technical/functional knowledge to articulate ROI and differentiate Motive’s solution.

Required Skills & Qualifications

Preferred Qualifications

• Previous experience in fleet management, heavy equipment, or construction tech environments.

• Familiarity with ROI-based solution selling in both mid-market and enterprise segments.

• Background working in a quota-carrying overlay or specialized sales role where cross-functional collaboration was essential.

Comfortable using typical sales tech stacks (Salesforce, LinkedIn Navigator, outreach tools) and presentation software (Google Slides, PowerPoint).

Technical Fluency

• Ability to understand and confidently discuss device setup, network connectivity, and integration with cloud-based platforms.

• Strongly Preferred: Prior experience with telematics, IoT hardware, or equipment monitoring solutions.

Sales Acumen

• Proven success in consultative or solution-based selling environments—especially for complex or hardware-based products.

• Skilled at ROI presentation, TCO (total cost of ownership) analysis, and business value articulation for enterprise-level accounts.

Communication & Presentation

• Adept at distilling complex technical concepts into clear, digestible terms for multiple audience types (technical, operational, C-suite).

• Comfort with adjusting tone and content on-the-fly, ensuring each stakeholder feels heard and understood.

Collaboration & Partnership

• Demonstrated ability to work smoothly within a “co-sell” or overlay model, respecting AE account ownership.

• Strong teaming mindset—no “lone-wolf” approach. Excels at coordinating with cross-functional partners (Sales, Product, CS).

Organization & Follow-Up

• Detail-oriented approach to tracking outstanding questions, next steps, and internal tasks.

• Consistent record of effective pipeline management and thorough documentation in CRM or other tracking tools.

Credibility & Integrity

• Trustworthy demeanor; avoids overly “salesy” tactics in favor of listening, empathy, and transparent solutions.

• Honest assessment of feasibility and willingness/capability to raise red flags if an ask is not currently supported or is high complexity.

Key Responsibilities

Product Expertise & Demonstrations

• Become the go-to authority on our Equipment Monitoring suite: configuration details, hardware specs, integration workflows, and competitive landscape.

• Conduct tailored product demos and technical deep-dives for prospective customers at varying levels of sophistication.

• Consult with Product team on features, functionality, and new product roadmap for maximum product market fit.

Consultative Customer Engagement

• Listen to and dissect customer challenges, mapping needs to Motive’s Equipment Monitoring solutions.

• Adapt conversations to the customer’s technical aptitude and business goals—ranging from high-level ROI discussions to in-depth hardware specifics.

• Communicate any product gaps or advanced requests back to product teams, balancing feasibility with honest, accurate timelines for customers.

Collaboration with AEs

• Work hand-in-hand with the AE, aligning on deal strategy and ensuring no overlap or confusion in roles.

• Support the AE by adding credibility as a neutral product expert rather than a purely sales-driven voice.

• Share ownership of the Equipment Monitoring deal pipeline and collaborate on territory planning once the account signals interest.

Proposal & Presentation Development

• Customize decks, data sheets, or ROI calculators that speak directly to individual customer pain points.

• Provide clarity on cost-benefit models, ramp timelines, and the long-term value proposition for asset tracking hardware.

Detailed Follow-Through

• Capture every customer question, concern, or “wish list” item—no matter how small—and ensure it’s addressed promptly.

• Coordinate with internal stakeholders (Implementation, Customer Success, Product) to provide accurate, timely updates.

• Maintain comprehensive notes and action items, ensuring commitments are tracked to completion.

Implementation Handoff & Post-Sale Transition

• Guide customers through initial onboarding steps to help them deploy hardware and start measuring ROI quickly.

• Facilitate a seamless handoff to Implementation and CS teams while staying accessible if deeper product expertise is required.

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:
Bay Area, California
$180,000—$230,000 USD

Other Locations in U.S.
$180,000—$230,000 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.

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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.