You will partner closely with Sales to run discovery, deliver tailored demonstrations, and translate complex operational requirements into clear solution recommendations. You bring structured requirements-gathering discipline, facilitating sessions with customer stakeholders, documenting current-state and future-state workflows, defining solution requirements, and creating implementation handoff materials that accelerate customer value after signature.
This role reports directly to the SVP of Revenue Strategy & Execution, who will provide active mentorship across solution consulting and the end-to-end customer journey.
RequirementsWhat You'll Do- Partner with Sales across discovery, qualification, solution strategy, demonstrations, and technical validation.
- Lead discovery conversations that go beyond surface-level pain, uncovering operational workflows, compliance requirements, risk profiles, and the business outcomes customers are trying to achieve.
- Deliver compelling product demonstrations tailored to customer objectives, industry use cases and buying personas.
- Present confidently to everyone from frontline users to plant leadership, EHS executives, IT, and executive sponsors.
- Produce clear discovery summaries, workflow documentation, RFx response support, and implementation handoff materials.
- Collaborate with Product and Professional Services to identify gaps, validate proposed solutions, and ensure commitments are deliverable.
- Contribute to the ongoing development of discovery guides, demo scripts, use case libraries, requirements templates, and handoff standards that improve the consistency and scalability of our presales motion.
- Capture field insights and feed them back to Product, Marketing, and the Customer Value & Delivery teams.
What We're Looking For- 5+ years in Solutions Consulting, Sales Engineering, Professional Services, Implementation Consulting, Solution Architecture, or a similar customer-facing enterprise SaaS role. Experience leading enterprise discovery and customer workshops is required.
- Strong discovery skills, including the ability to ask the right questions, follow the thread, and map customer complexity to solution fit.
- Demonstrated ability to deliver compelling, tailored product demonstrations to business and operational audiences.
- Runs structured requirements sessions and produces documentation an implementation team can execute against without additional translation.
- Strong written communication, including clear summaries, solution documentation, and customer-facing materials that do not require heavy editing.
- Comfortable operating cross-functionally across Sales, Product, Services, and Customer Success.
- Entrepreneurial mindset with a bias toward action and comfort creating structure where little exists today.
Strong Plus- Experience in EHS, Control of Work, permit-to-work, operational risk management, industrial safety, manufacturing, energy, chemicals, or other asset-intensive industries.
- Formal business analysis or systems analysis background: process mapping, workflow design, current-state/future-state documentation, functional requirements delivery.
- Experience with value-based selling, ROI narratives, or business case development.
- Familiarity with enterprise integrations, APIs, or industrial operational systems.
- Prior experience supporting or bridging into post-sale implementation.
What Success Looks LikeSuccess in this role requires curiosity, initiative, and comfort operating with imperfect information. You'll be joining a growing company where not every process exists yet, and you'll help create them.
In your first 60 days, you'll become fluent on the GOARC platform, support active opportunities, and work alongside leadership to refine and expand our discovery guides, demo flows, and other reusable presales assets. You'll also help improve the quality of handoffs from Sales to Professional Services.
Over time, you will be a key reason GOARC wins more enterprise deals, shortens sales cycles, and enters implementation with less ambiguity and more confidence.
Why You Might Love This RoleThis role is ideal for a high-performing Solutions Consultant who wants broader influence than is typically available in a large enterprise software company.
- Work directly with executive leadership.
- Influence product direction through direct customer feedback.
- Help define how enterprise presales is done at GOARC.
- Own meaningful customer relationships rather than simply supporting demos.
- Join at a stage where your ideas will shape the company.
Benefits- Competitive compensation
- Comprehensive medical, dental, and vision coverage
- 401(k) retirement savings plan
- Flexible paid time off and company holidays
- Professional development and industry conference opportunities
- Remote-first work environment with flexibility
