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:

The Insurance Partnerships Team is a strategic, fast-growing division at the heart of Motive's go-to-market strategy. We partner with the world's largest commercial auto insurers - including Progressive, Geico, and Sentry - to leverage our dual-facing camera and telematics data. Our technology is proven to reduce fleet loss costs by over 20% by improving driver behavior and providing critical video evidence for claims. We are looking for a driven, strategic, and results-oriented professional to help us scale this opportunity.

As a Senior Insurance Partner Manager, you will be responsible for growth and development of Motive’s key insurance carrier partnerships. You’ll manage and grow a small portfolio of top insurance carriers and develop relationships with new ones, improving risk with Motive’s best-in-class safety technology.

This is a high-impact role on a priority team, requiring a blend of go-to-market thinking, product management, strategic partner development, and a passion for insurance and technology.

• Partnership Development: Identify, prioritize, and secure new partnership opportunities with the “top 20” insurance carriers serving small commercial fleets. This is an end-to-end development role and candidates should be comfortable leading the full sales cycle (prospecting to contracting) and launching programs post-signature.
• Partnership Management: Own the end-to-end relationship for a portfolio of insurance partners with responsibility for partner growth. Run related sales enablement, product enhancement roadmap, and marketing development adding mutual value.
• Define and Own Operations: Run the operational architecture governing partner needs, including sales enablement, partner onboarding, API access, billing, etc. Define and launch process improvements for recurring friction points across your partner set.
• Champion Your Partners: Serve as the central point of contact for your partners, providing exceptional project management across internal teams including Sales, Marketing, Product, Billing, Analytics, etc. You’ll deeply understand your partners’ needs and translate their business challenges and requirements into feedback for internal teams.
• Represent the Partnership: (External) Plan and lead high-impact, on-site meetings with partner leadership, strengthening relationships beyond standard operations. (Internal) Work closely with internal teams, including Product, Legal, Engineering, and Marketing, to ensure seamless program plans before agreements are signed.

• Minimum of 8 years of experience and demonstrated track record in business development, partner management, or a similar role in a high-growth, fast-paced environment 
• Experience managing complex, enterprise-level relationships and driving new product and/or partnership launches, especially in InsureTech or broader technology industry
• Top-notch project management skills with historically deep ownership of key projects across multiple functions and companies; Product management experience a big plus
• Excellent communication and presentation skills, with the ability to engage effectively with stakeholders at all levels, from day-to-day contacts to executive leadership
• Must have deep knowledge of the insurance, telematics, and/or driver safety technologies
• This is a remote position in the USA

Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.
The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:

United States

$188,000—$235,000 USD

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. 

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The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.