Trial Success Manager

About the role

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. The Trial Success Manager will own the end-to-end proof-of-concept journey, orchestrating activities that drive confidence in the Motive platform and directly influence conversion and long-term program viability. This role requires close collaboration with internal pre- and post-sales teams as well as external stakeholders to design tailored solutions that address specific client problems. The position is high-profile and focused on overall sales success and revenue growth for the Enterprise Sales business. The manager will leverage insights from trial performance to refine playbooks and improve future outcomes.

Key facts

What you'll do

Manage and support all trial and proof-of-concept activities for Enterprise Account Executives and Sales Engineers.

Partner in developing and implementing key goals, objectives, and success criteria for each trial engagement.

Design and configure the Motive platform to align with the unique needs of each client and confirm that it solves their stated problems.

Act as a subject matter expert and provide consultative guidance on product capabilities, change management, communication strategy, risk management, and coaching techniques.

Create and deliver effective onsite and web-based training sessions as well as best practice presentations to client teams.

Leverage reporting and data analysis to surface relevant and actionable insights throughout the duration of the trial.

Communicate updates on major milestones and maintain consistent progress reporting to all stakeholders.

Coordinate cross-functional resources to resolve trial-related blockers and ensure smooth execution.

Track trial health indicators and identify early signals of conversion risk or expansion opportunity.

Support the creation of business cases and value propositions tailored to executive and operational audiences.

Facilitate knowledge transfer between internal teams to maintain continuity throughout the trial lifecycle.

Maintain detailed documentation of trial setups, configurations, and decisions for future reference and scalability.

Participate in performance reviews and contribute feedback to improve the overall trial methodology.

Engage in continuous learning of Motive product updates and industry trends to enhance client conversations.

Champion the customer experience by ensuring alignment between technical setup and desired business outcomes.

Requirements

5+ years of experience in a client-facing role within a fast-paced SaaS environment is preferred.

Experience managing and leading software or hardware Proof of Concept, Proof of Value, or Trial processes from initiation to closure.

Project management experience with PMP certification is a plus.

Strong organizational skills and the ability to multitask while handling urgent requests with poise and professionalism.

Ability to interface at all levels within the organization to communicate complex ideas and concepts clearly and concisely.

Bachelor's Degree or equivalent experience in a relevant field.

Authorization to receive and access commodities and technologies controlled under U.S. Export Administration Regulations is required.

Ability to travel domestically 20-25% and potentially engage in international travel when necessary.

Nice to have

Only if the source specifies preferred qualifications, they are included here; none are provided beyond the stated requirements.

Practical notes

This role may involve some in-person interviews or new-hire training sessions at one of our global offices. All job postings reflect existing vacancies only.