Manager, Solutions Consulting

Accountabilities

Team Leadership and Development: Lead a team of 4–8 Solutions Consultants, overseeing recruitment, onboarding, coaching, professional development, and performance management. Build the team's technical expertise, sales effectiveness, and confidence in managing increasingly complex opportunities.
Presales Strategy and Standards: Develop and maintain consistent demonstration standards, discovery frameworks, sales playbooks, and win/loss review practices to improve execution quality, team alignment, and sales performance.
Performance Management: Establish individual and team objectives aligned with revenue goals. Conduct regular one-on-one meetings, pipeline reviews, and performance assessments to monitor progress, identify development needs, and drive continuous improvement.
Sales Partnership and Deal Strategy: Collaborate with Sales leadership to align Solutions Consulting coverage, resource allocation, and deal strategies across new business, expansion, and renewal opportunities.
Strategic Deal Support: Participate directly in complex or high-priority sales opportunities by joining customer calls, refining demonstrations, addressing technical questions, and helping sales teams overcome objections and close deals.
Escalation Management: Act as the primary escalation point for technical, operational, and process-related challenges arising during the sales cycle, ensuring timely resolution and minimal disruption to deal progression.
Executive Communication and Reporting: Communicate team performance, resource capacity, operational needs, and opportunities for improvement to the Chief Revenue Officer and other cross-functional stakeholders.
Product and Industry Expertise: Maintain a strong understanding of the platform, employee leave and accommodations processes, and relevant industry developments. Ensure the team can clearly communicate product capabilities and their value to prospective and existing customers.
Product Roadmap Alignment: Stay informed about customer feedback, product enhancements, and the product roadmap, helping the team position new capabilities effectively and address evolving customer needs.
Process Optimization and Scalability: Identify gaps in team coverage, processes, and tools, and implement improvements that strengthen consistency, efficiency, and scalability as the business grows.
Security and Compliance: Support the maintenance of applicable organizational security policies, compliance requirements, and internal controls within the department, ensuring the team follows established standards.
Cross-Functional Collaboration: Foster a supportive, high-performance culture that encourages knowledge sharing, accountability, collaboration, and continuous learning across the Solutions Consulting and Sales organizations.
Requirements
Presales Experience: 3–5 years of experience as a Solutions Consultant, Sales Engineer, or in a comparable presales role, ideally within HR technology, SaaS, or enterprise software.
People Management: 1–2 years of direct experience managing or leading a presales or Solutions Consulting team, including hiring, coaching, employee development, and performance management.
Process Development: Demonstrated ability to implement, refine, and scale sales processes, playbooks, discovery methodologies, and product demonstration standards to improve team consistency and effectiveness.
Sales and Revenue Acumen: Strong understanding of the sales cycle and the ability to align technical presales activities with revenue objectives, deal progression, and customer acquisition goals.
Communication and Presentation: Excellent verbal and written communication skills, with the ability to explain complex technical concepts clearly and influence both technical stakeholders and executive decision-makers.
Hands-On Leadership: Ability to balance team management and professional development with direct participation in strategic deals, customer meetings, and complex sales engagements.
Coaching and Mentorship: Strong coaching skills and a commitment to developing team capabilities through structured feedback, practical guidance, and continuous improvement.
Cross-Functional Collaboration: Proven ability to build effective partnerships with Sales leadership and other teams, prioritize resources, and coordinate activities around shared business objectives.
Analytical and Results-Oriented Mindset: Ability to evaluate performance metrics, identify improvement opportunities, and drive measurable outcomes, particularly in win rates, onboarding speed, and overall team effectiveness.
Preferred Industry Experience: Familiarity with employee leave management, workplace accommodations, HR technology, or benefits administration solutions.
Preferred Technical Tools: Experience with Salesforce and demonstration, discovery, or other tools commonly used in SaaS sales environments.
Preferred Scaling Experience: Experience building or expanding a Solutions Consulting or presales team during a period of rapid organizational growth.
Leadership Qualities: A collaborative, accountable, and adaptable leadership style, with a focus on customer outcomes, innovation, inclusive teamwork, and continuous learning.
Benefits
Competitive Base Salary: Annual salary ranging from $130,000 to $150,000, depending on relevant experience, skills, education, and geographic location.
Performance-Based Bonus: Eligibility for a performance-based bonus program tied to business and individual outcomes.
Equity Opportunities: Potential to participate in equity opportunities and share in the organization's long-term growth.
Comprehensive Benefits Package: Access to employee benefits designed to support health, financial security, and overall well-being.
Remote-First Flexibility: The freedom to work remotely within the United States in a results-driven environment built on trust and autonomy.
Flexible Time Off: Flexible PTO to support personal needs, recovery, and work-life balance.
Paid Holidays: Paid holidays throughout the year.
Flexible Leave Programs: Leave options designed to support employees through different stages and circumstances of life.
Professional Development: Access to learning resources, leadership development programs, and opportunities to expand professional skills and responsibilities.
Career Growth: Opportunities to take on new challenges, strengthen leadership capabilities, and increase your impact as the organization grows.
Purpose-Driven Work: The opportunity to improve the employee experience by helping organizations navigate complex leave and accommodation processes with greater efficiency and care.
Inclusive Culture: A collaborative workplace that values diverse perspectives, encourages knowledge sharing, and recognizes collective achievement.