Director, Solution Consulting

Foundant + smartsimple

6d

About The Position

What You'll Do: Strategic Leadership & Transformation: Define and implement a vision for Solution Consulting aligned with SaaS industry best practices. Lead the transition from product-centric demos to consultative engagements focused on vertical-specific workflows and outcomes. Team Development & Enablement: Recruit, mentor, and develop a high-performing team of Solution Consultants. Establish frameworks for discovery, solution mapping, and value-based presentations. Consultative Pre-Sales Engagement: Ensure Solution Consultants act as trusted advisors, guiding prospects through business challenges and aligning solutions to strategic goals. Integrate professional services estimation into pre-sales processes for accurate scoping and pricing. Cross-Functional Collaboration: Partner with Sales to design vertical-led sales plays and improve deal velocity. Work closely with Product and Operations to provide feedback and ensure alignment with client needs. Operational Excellence: Define KPIs for consultative effectiveness, including win rates, deal cycle time, and forecast accuracy. Implement scalable processes and tools for solution consulting across multiple verticals.

Requirements

• 10+ years in SaaS solution consulting, pre-sales engineering, or related roles, with 5+ years in leadership positions.
• Proven success in transforming solution consulting teams to adopt consultative, value-based selling methodologies (e.g., MEDDPICC, Challenger, Solution Selling).
• Experience driving verticalization strategies in SaaS organizations.
• Strong understanding of nonprofit and/or government sectors, including grantmaking, fundraising, and community impact workflows.
• Ability to collaborate on professional services scoping and estimation during pre-sales.
• Exceptional communication and presentation skills, with the ability to simplify complex technical concepts for diverse audiences.
• Ability to travel as needed (estimated 20-30%).

Nice To Haves

• Familiarity with Foundant’s product suite or similar platforms serving nonprofits and government organizations.
• Experience implementing sales enablement strategies and leveraging tools like Salesforce, Gong, or similar.
• Background in consultative selling methodologies and SaaS best practices for pre-sales.

Responsibilities

• Define and implement a vision for Solution Consulting aligned with SaaS industry best practices.
• Lead the transition from product-centric demos to consultative engagements focused on vertical-specific workflows and outcomes.
• Recruit, mentor, and develop a high-performing team of Solution Consultants.
• Establish frameworks for discovery, solution mapping, and value-based presentations.
• Ensure Solution Consultants act as trusted advisors, guiding prospects through business challenges and aligning solutions to strategic goals.
• Integrate professional services estimation into pre-sales processes for accurate scoping and pricing.
• Partner with Sales to design vertical-led sales plays and improve deal velocity.
• Work closely with Product and Operations to provide feedback and ensure alignment with client needs.
• Define KPIs for consultative effectiveness, including win rates, deal cycle time, and forecast accuracy.
• Implement scalable processes and tools for solution consulting across multiple verticals.

Benefits

• We offer competitive salary and benefits, including tuition, and lifestyle reimbursements, and bespoke mindfulness and fitness initiatives.
• With our Flexible PTO policy, you’ll have the freedom to manage your time in a way that supports your personal well-being and professional success.
• We’re committed to your professional and personal development. With our merger, you'll have the chance to collaborate across teams, giving you exposure to diverse ideas, expertise, and projects that span multiple industries.
• As part of a larger organization, you’ll have even more opportunities to grow your career. Whether it’s exploring new roles, leadership opportunities, or shifting to a different department, we support internal mobility to help you achieve your career goals
• You’ll enjoy autonomy and responsibility, empowering you to approach your work creatively and independently, fostering innovation and independent thought.
• Employee recognition is a core part of our culture. When you do a great job, we make sure everyone knows about it!

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 51-100 employees