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:

As a Insurance Partnership Development, you’ll identify, negotiate, and close strategic partnerships with captives and reinsurers to help them realize the benefits of Motive’s dual-facing dashcams. This role requires a start-up mindset, demonstrated excellence in partnership development, and a deep understanding of specialty insurance. Demonstrated experience helping insurers make use of new technologies is a big plus!

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

What You'll Do:

Partnership Strategy: Identify, prioritize, and secure new partnership opportunities with captives, reinsurers, and other specialty insurance players; This is an end-to-end development role and candidates should be comfortable leading the full sales cycle: from prospecting to contracting
Go-to-Market Strategy: Assess Motive’s market opportunity and design new risk programs that deliver risk mitigation benefits to specialty insurance players
Negotiation & Closing: Lead contract negotiations and execute partnership agreements, ensuring terms are favorable and objectives are clearly defined.
Enablement Support: Engage and train Motive sales teams to leverage insurance partners in the sales cycle to source and close business
Pipeline Monitoring: Understand your pipeline; Ensure you’re prioritizing the biggest opportunities, maintaining a clear pipeline with regular reports to senior leadership

What We're Looking For:

Minimum of 8 years of experience in business development, partner management, or a similar role within or adjacent to the insurance industry (speciality insurance)
Experience in "Commercial Property & Casualty" insurance:
- Skills: commercial insurance in one of the following: fleet or transportation, construction or workman's compensation
- Fleet or transportation a plus
Experience with commercial captives, MGAs and brokers
History of exceeding goals and metrics in this space and customer references
Proven business development track record that spans all stages (from initial prospecting to program launch)
Expert knowledge of insurance principles, risk management, and the factors that influence loss costs
Exceptional project management skills with the ability to lead cross-functional initiatives and manage multiple priorities simultaneously
Experience in a high-growth, fast-paced environment
Remote position; located 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

$160,000—$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.

Please review our Candidate Privacy Notice here.

UK Candidate Privacy Notice here.

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.

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Insurance Partnership Development

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