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Senior Trial Success Manager



Posted on Thursday, February 8, 2024

Who we are:

Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. Motive combines IoT hardware with AI-powered applications to connect and automate physical operations. Motive is one of the fastest-growing software companies in the world, serving more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery.

Motive is built on four foundational attributes; Own It, Less but Better, Build Trust, and Unlock Potential. This has taken our company to great heights, including being recognized by Fortune for Best Workplaces, Forbes Best Startup Employers, and Comparably for our Best Global Culture, Sales Team, Leadership Team, Career Growth, and CEO for Diversity. We’re proud to receive an employee net promoter score of 63 (according to Comparably) which places Motive in the top 5% of companies with 4,000 employees or more.

Today, our team is made up of more than 3,000 employees, located across the world, providing support to a wide range of customers. While most of our employees are remote, many have the opportunity to work on-site at any of our 8 global office locations. Visit our careers website to learn more about opportunities at Motive.

About the Role:

As the trial process lead, this person will manage key elements of our proof-of-concept (POC) process impacting both trial conversion as well as the long-term success of the program. Trial Success Managers will instill confidence in Motive’s product set through consistent collaboration between Motive pre- and post-sales teams as well as external stakeholders. This is a high-profile role keenly focused on overall sales success and revenue growth of the company, particularly the Enterprise Sales business.

What You'll Do:

  • Manage and support all trial/proof-of-concept (POC) activities for Enterprise Account Executives and Sales Engineers
  • Partner in developing and implementing key goals, objectives, and success criteria for each trial
  • Design and configure the Motive platform to meet the unique needs of the client and ensure it solves their problems
  • Act as a subject matter expert and consult on topics including product, change management, communication strategy, risk management, and coaching techniques
  • Create and deliver effective onsite and web-based training and best practice presentations
  • Leverage reporting & data analysis to provide relevant and actionable insights throughout the trial journey
  • Communicate updates on major milestones and keeps all stakeholders informed of progress

What We're Looking For:

  • 5+ years of experience in a client-facing role; fast-paced SaaS environment is preferred
  • Bachelor's Degree or equivalent experience
  • Experience managing and leading a software/hardware Proof of Concept, Proof of Value, or Trial process
  • Project management experience (PMP preferred)
  • Strong organizational skills and the ability to multitask/handle urgent requests with poise and professionalism
  • Ability to interface at all levels within the organization to effectively communicate complex ideas and concepts clearly and concisely
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 on-target earnings (base pay + commissions) for this role:
$100,000$140,000 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.

Please review our Candidate Privacy Notice here.

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.