From the listing
About the role
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. Its AI-powered platform lets safety, operations and finance teams manage drivers, vehicles, equipment, and fleet related spend in a single system. Motive serves nearly 100,000 customers across a wide range of industries.
As a Principal Business Value Consultant, you will partner with Sales, Customer Success, and Engineering teams to ensure customers achieve their desired outcomes, directly driving product adoption, retention, and expansion opportunities. You will bridge financial strategy and technical innovation using AI agents, rapid automation, and custom data applications to measure, prove, and scale value rea
What you'll do
- Partner with post-sale and account teams to validate ongoing customer business outcomes, transforming realized value into measurable adoption and net revenue expansion.
- Construct forward and backward-looking, scenario-based business cases that project long-term financial ROI and strategic outcomes to secure executive buy-in for new deals and account expansions.
- Develop repeatable automations, scripts, and interactive tools to streamline value modeling, ROI tracking, and executive reporting across top account portfolios.
- Translate complex technical advantages and product usage metrics into concise, executive-level financial stories focused on cost savings, revenue gain, and risk reduction.
- Lead the value management lifecycle from pre-sale business case design to post-sale realization tracking, building repeatable methodologies for account teams.
- Partner with Product, Marketing, and Customer Success to quantify new product capabilities, refine value messaging, and train internal teams on value creation and realization best practices.
- Report monthly on value consulting engagement impact, demonstrating direct correlation to retention rates, adoption metrics, and expansion pipeline.
What they're looking for
- 5+ years of experience in Value Realization, Value Engineering, Customer Success Management, or Business Value Consulting in high-growth tech/SaaS environments.
- Bachelor's Degree required.
- Proven track record of using post-sale outcome delivery to drive customer adoption, cross-sell, and upsell opportunities.
- Hands-on experience with basic coding, scripting, and building repeatable automation.
- Master practitioner of business case frameworks using financial metrics such as ROI, NPV, IRR, Payback, and TCO.
- Exceptional communication skills with a proven ability to translate complex software capabilities into C-suite business impact.
- Must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.
Nice to have
- MBA or advanced technical/business degree preferred.
- Familiarity with AI agents and building rapid web apps (e.g., Streamlit) is a strong plus.
Benefits, as listed
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