Solutions Engineer, Mid-Market
Partner with Mid-Market Account Executives as a pre-sales Solutions Engineer to drive discovery, deliver customized demos, translate customer needs into technical solutions, and support complex sales cycles for Motive's SaaS/hardware platform. Requires 3+ years in customer-facing pre-sales roles, travel flexibility, and experience with APIs/integrations.
About the job
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
Compensation On-target earnings (base pay + commissions): $125,000–$150,000 USD. Total compensation may include restricted stock units. Benefits include health, dental, vision, 401k, PTO, disability, and life insurance (subject to eligibility).
Skills
Pre-Sales, Solutions Engineering, SaaS, Hardware, APIs, Integrations, MEDDIC, MEDDPICC, Technical Demos, Rfi, Rfp, Value-Based Selling
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