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