Principal Business Value Consultant
Who we are:
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.
Visit gomotive.com to learn more.
About the Role:
At Motive, we are hyper-focused on customer success and delighting them with an experience like no other. Value at Motive puts the customer first by quantifying, articulating, and realizing the tangible benefits of our technology solutions across the entire customer lifecycle.
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 the gap between financial strategy and technical innovation by leveraging modern technologies—including AI agents, rapid automation, and custom data applications—to measure, prove, and scale value realization at every stage.
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 We'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; MBA or advanced technical/business degree preferred.
- 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. Familiarity with AI agents and building rapid web apps (e.g., Streamlit) is a strong plus.
- 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.
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