Senior Solutions Engineering Manager, Product Specialist

About the role

The Senior Solutions Engineering Manager, Product Specialists leads a team of category specialists deployed into deals, evaluations, and product motions where deep domain expertise has the highest impact, improving category attach, lifting win rates, and strengthening technical validation across the field. In this role, you will be responsible for both people leadership and operating-model design, including hiring and coaching high-caliber specialists, defining how the team engages with Account Executives and core Solutions Engineers, building prioritization and intake mechanisms, and ensuring the function is measured on influence and category health rather than sourced pipeline. You will partner closely with Product and Product Marketing so the team acts as a high-quality voice of customer and an input to roadmap, positioning, and launch readiness. The role requires comfort working in ambiguity and standing up new functions, processes, and metrics in fast-moving environments while establishing an operating rhythm that inspects category performance, specialist utilization, and deal support quality. You will hire and onboard specialists with deep product, workflow, or industry expertise, and build the team for scale so new categories can be added as products mature, ensuring specialists act as multipliers for the field by creating reusable plays, assets, and repeatable category-selling motions.

Key facts

What you'll do

Lead and develop a team of Product Specialists aligned to strategic solution categories such as Maintenance, Workforce Management, Cards, and other emerging product areas.

Define the team charter, engagement model, and handoffs with Account Executives, core Solutions Engineers, Trial Success, Product Marketing, and Product.

Build a coverage and prioritization model so specialists are deployed into the highest-value opportunities, evaluations, and field needs.

Coach the team on discovery, demo strategy, objection handling, technical validation, proof-of-concept design, and executive communication.

Ensure specialists act as multipliers for the field by creating reusable plays, assets, and repeatable category-selling motions, and serve as an escalation point on strategic opportunities where their involvement can materially improve outcomes.

Establish the operating rhythm for the function - inspecting category performance, specialist utilization, and deal support quality - and partner with Sales Ops and SE leadership to define success metrics, attribution, and performance expectations.

Partner closely with Product and Product Marketing so the team acts as a high-quality voice of customer and an input to roadmap, positioning, and launch readiness.

Hire and onboard specialists with deep product, workflow, or industry expertise, and build the team for scale so new categories can be added as products mature.

Inspect and refine the end-to-end specialist engagement model, identifying gaps, standardizing playbooks, and enabling continuous improvement in category outcomes and win economics.

Own the specialist funnel from intake to deployment, designing governance, prioritization, and capacity planning to balance strategic demand with scalable field enablement.

Champion data-driven decision-making by defining and tracking category-level KPIs, specialist utilization, and impact on deal outcomes, feeding insights back into product and motion design.

Act as the technical and category expert within cross-functional forums, translating field feedback into product requirements, positioning adjustments, and enablement assets.

Develop and execute a coaching and mentorship program for specialists, focusing on discovery rigor, value articulation, and executive presence within complex B2B sales environments.

Collaborate with Sales Leadership to design career paths, competency frameworks, and specialization tracks that support retention, scalability, and high performance across the team.

Drive adoption of Motive's platform and tools within the specialist team, ensuring best-in-class usage of CRM, demo environments, and proof-of-concept workflows to maximize impact.

Requirements

8+ years in Solutions Engineering, Sales Engineering, Solution Consulting, Technical Pre-Sales, or a related customer-facing role, including 3+ years of people leadership experience managing senior individual contributors or specialist teams.

Bachelor's degree preferred; Master's degree a plus.

A strong Solutions Engineering foundation, including discovery, demo leadership, value-based selling, technical validation, and support of complex multi-stakeholder B2B SaaS sales cycles.

Strong understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, Command of the Message, or similar, along with SE-specific methodologies like Demo2Win or Great Demo!.

Experience building or leading overlay teams, specialist seller/SE motions, subject matter expert groups, or other shared-service field functions is strongly preferred.

Demonstrated ability to operate cross-functionally with Sales, Product, Product Marketing, Operations, and Customer Success, with experience designing or improving operating models, engagement rules, prioritization frameworks, and team charters.

Strong pattern recognition around where specialist intervention creates the most leverage, with the ability to coach teams to balance strategic deal support with scalable field enablement - backed by executive presence and the ability to influence senior stakeholders through data, judgment, and clear communication.

Comfort working in ambiguity and standing up new functions, processes, and metrics in fast-moving environments; experience with maintenance, workforce management, payments/cards, telematics, asset operations, or adjacent operational technology domains is a plus.

Must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.

Must be able to relocate for roles in certain jurisdictions as determined by Motive business needs.

All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.