Solution Sales Consultant
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Job Description
Solution Sales Consultant at Pliant delivering customized demos and translating finance needs into business value. Collaborate in shaping product and integration roadmap in a rapidly growing fintech startup.
Responsibilities:
- Lead discovery with our internal specialists, technical solutions engineering and finance/operations leaders to understand current workflows, constraints, and what success looks like
- Deliver compelling, customized demos that tell a story tailored to each prospect’s real-world processes
- Recommend the right Pliant setup and how it fits into the customer’s existing tools, policies, and day-to-day ways of working
- Partner with AEs to win deals by translating finance/accounting needs into clear business value, ROI, and a confident path to go-live
- Guide deal planning and RFPs through vendor due diligence (security/IT reviews), “how it works” conversations, stakeholder alignment, and written questionnaires
- Support rollout planning by advising on setup, handoffs, and adoption best practices in collaboration with Implementation & Customer Success
- Create and maintain repeatable assets (demo examples, solution templates, discovery guides, one-pagers) to scale the function
- Be the voice of the customer internally — share patterns from the field and advocate for product/process improvements based on deal feedback
Requirements:
- 5+ years working with/in Solutions Consulting / Sales Engineering / Solutions Architecture (ideally in fintech, payments, expense/spend, or SaaS with technical integrations)
- Strong finance/accounting fluency — you can speak credibly about finance workflows, controls, approvals, and reporting needs
- Comfort designing and explaining integration concepts together with technical solution engineers (APIs, SFTP/file flows, data mapping, permissions, and security considerations)
- Proven ability to influence and present to executive and technical stakeholders (virtual + in-person) & comfort reading technical docs
- Experience navigating complex sales cycles with multiple stakeholders and competing priorities
- High ownership, strong project management instincts, and comfort operating in a fast-paced, build-the-plane environment
- Familiarity with ERP/accounting ecosystems, identity providers, HRIS, or procurement workflows
- Experience partnering directly with Product/ Engineering to shape roadmap based on enterprise needs
Benefits:
- Unlimited PTO: A flexible time-off policy designed to support a healthy work-life balance and personal well-being.
- Medical & Healthcare: Choice of PPO, HDHP, or regional HMO plans, with 85% / 75% of the premium covered for you / your dependents respectively.
- Health Navigation: Unlimited 24/7 access to Rightway, a personal health guide service to help you find in-network specialists and manage care plans.
- Retirement: 401(k) plan through Betterment, with 4% matching from Pliant.
- Dental & Vision: Premium coverage through Guardian.
- Financial Protection: Employer-paid Life and AD&D insurance. Voluntary short-term and long-term disability options are also available.
- Family & Life: Parental leave and an Employee Assistance Program (EAP) for confidential mental health, legal, and financial coaching.
- Tax-Advantaged Accounts: Support for HSA, Healthcare/Dependent Care FSA, and pre-tax Commuter benefits.
- Culture: Regular company-sponsored events and off-sites, including a company-wide holiday party in Berlin.
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