Opportunity at
MotivePrincipal Business Value Consultant
Motive is hiring a Principal Business Value Consultant for its United States operations. The Value function measures, explains, and follows through on the benefits customers get…
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About This Role
Motive is hiring a Principal Business Value Consultant for its United States operations. The Value function measures, explains, and follows through on the benefits customers get from Motive's technology at every stage of the relationship. The consultant aligns Sales, Customer Success, and Engineering so customers reach the results they expect, which in turn drives adoption, retention, and growth. The role is listed as on-site. The job pairs financial analysis with…
Job Description
Motive is hiring a Principal Business Value Consultant for its United States operations. The Value function measures, explains, and follows through on the benefits customers get from Motive's technology at every stage of the relationship. The consultant aligns Sales, Customer Success, and Engineering so customers reach the results they expect, which in turn drives adoption, retention, and growth. The role is listed as on-site.
The job pairs financial analysis with technical tooling. The consultant builds business cases that look both forward and backward and quantify long-term financial return, supporting executive approval of new deals and account expansions. The consultant also writes scripts, automations, and interactive tools for value modeling, return tracking, and executive reporting across major accounts, and may use AI agents and quickly built prototype applications to do it.
Product usage data gets turned into short financial narratives about cost savings, revenue gains, and reduced risk, aimed at senior executives. The consultant runs the value process from pre-sale case design through post-sale tracking, builds repeatable playbooks for account teams, works with Product and Marketing on new capabilities and messaging, and reports monthly on how this work affects retention, adoption, and the expansion pipeline.
The posting seeks a seasoned value or customer success professional with a strong finance background, hands-on coding and scripting ability, and the skill to speak plainly to C-suite audiences. On-target earnings, combining base pay and commission, are listed at $200,000 to $235,000 USD.
Responsibilities
- Check customer results alongside post-sale and account staff, and turn realized value into adoption and net revenue growth
- Create scenario-driven business cases estimating long-horizon financial return to win executive support
- Create reusable automations, scripts, and interactive tools for value modeling, return tracking, and executive reports
- Turn product usage metrics into executive-level financial accounts of cost savings, revenue gains, and reduced risk
- Own the value lifecycle from pre-sale case design to post-sale tracking, and develop repeatable methods for account teams
- Coordinate with Product, Marketing, and CS on new capabilities, value messaging, and internal training
- Report monthly on how value work affects retention, adoption, and expansion pipeline
Requirements
- Five-plus years in value realization or engineering, customer success leadership, or business value consulting at fast-scaling software companies
- A bachelor's degree
- A proven record of using post-sale outcomes to drive adoption, cross-sell, and upsell
- Hands-on coding, scripting, and automation experience
- Deep working knowledge of business case analysis built on ROI, NPV, IRR, payback period, and total cost of ownership
- Ability to explain complex software capabilities in business terms for C-suite audiences
Qualifications
- An MBA or other advanced technical or business degree
- Familiarity with AI agents
- Experience building quick web apps, for example with Streamlit (a strong plus)
Core Skills
Benefits
- Health, pharmacy, optical, and dental coverage
- Paid time off and sick time
- Disability coverage, both short-term and long-term
- Life insurance
- 401(k) contribution
- Restricted stock units may form part of pay for certain roles
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is this job based?
The posting lists the United States and describes the role as on-site.
What experience is required?
The posting asks for five or more years in value work, customer success leadership, or business value consulting, plus a bachelor's degree.
What is the pay range?
On-target earnings, combining base pay and commission, are listed at $200,000 to $235,000 USD.
Are coding skills needed?
Yes. The posting asks for hands-on coding, scripting, and automation experience.
Sample Interview Questions
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