Key skills
SaaS experienceSolutions engineeringValue-based sellingAPIsintegrationsAnalytical abilitiesCommunication skillsProblem-solving mindsetSaaSCommunicationCustomer SuccessSales
About this role
Motive is a company that empowers physical operations with innovative tools to enhance safety, productivity, and profitability. As a Mid Market Solutions Engineer, you will collaborate with Account Executives to drive successful outcomes for Mid Market customers by delivering product demonstrations and providing strategic insights to influence buying decisions.
Responsibilities:
- 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
Requirements:
- 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
- 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
- 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)