Senior Solutions Consultant
Sales • Full-time • Remote
Reports to: Vice President of Customer Solutions
Summary
The Senior Solutions Consultant is a consultative pre-sales role that partners with Account Executives to win complex, competitive enterprise deals with food and beverage manufacturers. This person owns the pre-sales consulting process end to end (discovery, tailored demos, solution scoping, diligence, rollout planning, and business value alignment) and drives deal strategy alongside the rep. They act as a strategic storyteller, trusted advisor, and value translator, guiding manufacturing leaders from their current challenges toward a more efficient, compliant, and data-driven operation. Within 6-12 months, you'll be well versed in the company, market, and product, demo standard use cases independently, lead discovery, diligence, and rollout discussions, advance deals through the sales cycle on your own, and have a couple of closed deals under your belt.
Key Responsibilities
Execution & Impact
- Own the pre-sales consulting process end to end, partnering with Account Executives on discovery, tailored demos, solution scoping and strategy, diligence support, implementation and rollout planning, and business value alignment.
- Maintain and run tailored demos in the demo environment, and build repeatable demo assets and playbooks.
- Support RFPs and technical and security evaluations so that answers align with business goals rather than just checking boxes, and draft complex SOWs.
Influence & Leadership
- Drive deals to close alongside the Account Executive as a strategic storyteller, trusted advisor, solution and rollout consultant, and value translator who owns the outcome, not just the demo.
- Continuously raise the bar on how the team sells: challenge what isn't working, with prospects and internally, and bring a creative, tech-forward approach to how SafetyChain wins.
Strategic Thinking & Planning
- Drive deal strategy with Account Executives: map stakeholders, surface risk early, position against competitors, and do what it takes to secure the win. Research deals and keep deal status current in the CRM.
- Translate complex requirements into clear, compelling solution narratives rooted in outcomes, not just functionality.
- Use call recordings in Fathom for discovery, accountability, and continuous improvement.
Communication & Collaboration
- Influence buying decisions by articulating the ROI and business transformation the platform delivers.
- Learn and use compelling customer stories to reinforce the impact of SafetyChain's solutions and build credibility.
- Collaborate with Marketing, Customer Success, and Product to bring industry trends, best practices, and regulatory considerations into deals, and bring the voice of the field back to inform the roadmap and messaging.
Domain Expertise
- Serve as a trusted advisor to food and beverage manufacturers, bringing real operational and FSQA credibility to drive outcomes across food safety, quality, production, and supplier management.
What You'll Need
- Experience operating as a lead pre-sales or solutions consultant on complex, competitive, large enterprise deals, preferably in SaaS, with a track record of winning them.
- The ability to deliver compelling, value-based, outcomes-driven presentations to business and technical stakeholders.
- A consultative style with strong storytelling, problem-solving, and active listening skills.
- Hands-on operational experience in manufacturing, ideally food and beverage (plant operations, FSQA, or continuous improvement), with an understanding of production, food safety, and supplier quality management workflows.
- A self-starter who thrives in a fast-paced, collaborative sales environment and sets direction rather than waiting for it.
- A tech-forward mindset: you master new platforms quickly and are comfortable with integrations, data and data analysis, and APIs.
- A competitive nature: you prepare and pursue relentlessly, drive the deal, and own the outcome.
- Daily use of AI on core pre-sales work with repeatable workflows, validating output against the source of truth before relying on it, and experience helping others build those habits.
How This Role Uses AI
You'll use AI every day across core pre-sales work: discovery prep and call analysis, solution narratives and demo storylines, ROI and value cases, RFP, security, and SOW drafts, competitive and deal strategy prep, demo assets and playbooks, and demo and call scorecarding. We expect you to build repeatable prompts and workflows for recurring work and to check every output against the right source before it's used, whether that's the CRM, call recordings, product documentation, approved templates, or a subject-matter expert. You'll also help fellow Solutions Consultants build effective AI habits and contribute to setting the team's AI standards.
Our Values
- Quality Above All: Build the best and most effective experiences for our teams and our customers.
- Work Smart: Drive operational excellence that maximizes productivity and delivers superior value to customers.
- Innovate for Impact: Pioneer solutions that enhance manufacturing processes and outcomes.
- Grow Together: Create strong, inclusive partnerships with customers, working as One Team.
- Integrity in Action: Operate with honesty, transparency, and respect.
Things That Make the Job Awesome
- Competitive compensation plan
- Opportunity for stock options
- Health benefits
- Self Care PTO Plan
- Flex schedule and work-from-home flexibility
- Fast-growing tech company with big opportunity
- Great team and culture
- Rewarding work solving an important problem
- Annual investment in your professional development
