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 more than 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 Go-To-Market FP&A Lead Analyst will serve as the primary architect and owner of the unit demand forecast, partnering closely with Sales, Product, and Supply Chain to ensure accurate, actionable, and timely demand projections. This role is critical for aligning financial planning with commercial strategy, driving product mix predictability, and supporting business growth through data-driven insights. If you thrive in fast-paced environments, enjoy partnering with teams across the company, and have a passion for translating data into strategy, we want to hear from you.

What you'll do:

Unit Demand Forecasting

• Develop, maintain, and continuously refine models to produce accurate unit demand forecasts, leveraging historical data, seasonality, trend analysis, and market intelligence.
• Integrate inputs from Sales, Product, Supply Chain, and external market factors (competitive actions, economic indicators, customer feedback) to enhance forecast accuracy and relevance.
• Leverage artificial intelligence to continuously improve the timeliness, accuracy, and completeness of forecasts.
• Lead scenario analysis and assumptions testing to evaluate the impact of market changes, promotions, and product launches on unit demand.
• Serve as the central point of contact for all unit demand forecast inquiries, ensuring alignment across GTM teams and operational functions.

Financial Modeling & Analysis

• Build and maintain dynamic financial models linking unit demand forecasts to revenue, cost, and profitability projections.
• Conduct variance analysis between actuals and forecasts, identifying drivers of deviation and recommending corrective actions.
• Support rolling forecasts and annual planning cycles, ensuring that demand projections are continuously updated and reflect the latest business intelligence.
• Develop and implement a comprehensive set of KPIs that provide insights into demand planning accuracy and efficiency.

Cross-Functional Collaboration

• Partner with Sales, Product, and Supply Chain to gather inputs, validate assumptions, and ensure forecasts are actionable and aligned with business objectives.
• Facilitate regular forecast review sessions, presenting insights and recommendations to senior leadership and GTM stakeholders.
• Collaborate with RevOps, Data, and IT teams to integrate data sources and automate forecast processes where possible.

Strategic Advisory

• Advise GTM leaders on the financial implications of demand trends, new initiatives, and market expansion plans.
• Provide deep-dive analyses on campaign performance, customer acquisition costs, and customer lifetime value to inform GTM strategy.
• Contribute to the development of pricing strategies, sales incentives, and market entry plans using demand-driven financial insights.

What We're Looking For:

• Bachelor’s degree in Finance, Economics, Data Science, or a related field.
• 3+ years of experience in FP&A, demand planning, or a similar analytical role supporting GTM functions.
• Demonstrated expertise in demand forecasting, financial modeling, and scenario analysis using advanced Excel, FP&A tools, and/or statistical software.
• Strong business acumen, with the ability to translate complex data into actionable insights for non-financial stakeholders.
• Proficiency in integrating and visualizing data from multiple sources (CRM, ERP, BI tools).
• Proven track record of cross-functional collaboration and effective communication with Sales, Product, and Supply Chain teams.
• Experience with SaaS, technology, or high-growth environments preferred.
• Experience with SQL, Salesforce, Netsuite, and Tableau is a plus.