Trial Success Manager (UK/EU) in London

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.

This role is in-office/hybrid requiring 3 days a week in office at our London office. As the trial process lead, Trial Success Managers (TSMs) 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. TSMs will instil 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 Mid-Market / Enterprise Sales businesses.

This person will be a part of the founding team of Motive UK and the role offers the unique opportunity to help codify and scale the proof-of-concept motion across the UK and EU. This person will feel comfortable in a fast-paced environment and will be able to execute as an individual contributor within 60 days of hire. This person will directly interact with fleets of all sizes and is expected to have a heavy customer focus to ensure the success of Motive UK. Ideally, you have had experience working in cross functional teams including product, technical support, engineering, and vehicle telematics (bonus).

What You’ll Do

• Manage and support all trial/proof-of-concept (POC) activities for Mid-Market / Enterprise Account Executives and Sales Engineers.
• In later stage opportunities, help AEs and SEs validate trial success criteria based on experience and ensure appropriate qualification of deals.
• Partner in developing and implementing key goals, objectives, and success criteria for each trial including managing day to day correspondence with customer points of contact and ensuring appropriate trial progression.
• Design and configure the Motive platform to meet the unique needs of the client and ensure it solves their problems including facilitating weekly trial check-in calls with the customer, constantly reassessing product fit for customer need and identifying any feature enhancements the team needs to submit to product.
• 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.
• Experience managing and leading a software/hardware Proof of Concept, Proof of Value, or Trial process end to end, not just at the beginning.
• 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; and in some instances international teams that may have multiple stakeholders with different language requirements and levels of experience.
• Bachelor's Degree or equivalent experience.
• Ability to travel ~40-50% to customer on sites and presentations for customers.

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.