Solutions Consultant

ABOUT the company

The foundation of the modern global economy is built on a dense network of counterparty trust and risk. In the past 50 years, companies have evolved from relying on a couple of wholesalers and vendors, to utilizing 100+ SaaS vendors, contract partners, and cloud providers. Since each counterparty has their own idiosyncratic internal processes and risk profiles, businesses end up spending millions of dollars and countless man-hours conducting due diligence.

The company’s mission is to streamline this business-to-business assessment, reducing human toil, and allowing organizations to work together safely and reliably. We employ modern AI techniques to organize vast amounts of unstructured data and compare them against policies to identify key risks to the business.

We serve customers across Fortune 500 companies in insurance, higher education, and finance — including five of the top 25 banks in the US.

Our proven leadership team brings deep experience

• Clarence (CEO): Co-founder & former CTO of Unit21, a Series C fraud detection company that has raised ~$92M.

• Kao (CTO): Previously led the Stripe engineering team that launched Banking-as-a-Service.

We’ve raised $20M from world-class investors and our team of 20 have built important products at Google, Mapbox and Waymo.

ROLE EXPECTATIONS

We’re expanding our founding GTM team and hiring our first Solutions Consultant to help prospective customers evaluate the company and turn successful proofs of concept into closed deals. You’ll report directly to our CEO.

You’ll partner closely with Account Executives to connect complex customer needs to clear product capabilities and business outcomes. You’ll own the POC experience, from project planning and stakeholder management to product demos, success metrics, and final presentation decks.

To do that, you’ll become the product expert in the room. In a short amount of time, you’ll understand the company and the TPRM space more deeply than any of our reps can. You’ll think through how best to present the product to meet each client’s problems, brainstorm with them, and strategically position the company to solve those problems.

This is a founding role. You’ll help define how the company runs evaluations and build the processes and assets that make them repeatable. You’ll also work closely with engineering to coordinate product requests and configurations, balancing customer needs, AE priorities, and technical capacity. Naturally, you’ll be a central tentpole in our product and go-to-market conversations, which opens up significant growth opportunities as you develop this function.

There’s flexibility in how this role takes shape. Depending on your strengths, it can lean more toward project management, running evaluations end to end with rigor and structure, or more toward product expertise, being the deepest product and domain mind in every customer conversation.

We’re looking for someone meticulous, conscientious, and process-driven who brings structure to complex evaluations, follows through on commitments, and keeps everyone moving toward a buying decision.

RESPONSIBILITIES

Your role will be multi-faceted and dynamic, reflecting the early-stage nature of our company.

• Own POCs from kickoff through final readout. Define scope, success criteria, timelines, and responsibilities with customers and AEs, then manage execution.

• Be the face of the company during the POC process. Lead customer meetings, manage stakeholder relationships, and keep everyone aligned on progress, commitments, and next steps.

• Partner with AEs to tailor and lead product demonstrations. Connect the company’s capabilities to each customer’s risk workflows, pain points, and business objectives.

• Become the product expert. Ramp quickly on the platform and the TPRM landscape, stay ahead as the product evolves, and be the go-to authority for our GTM team on how to position the company against each client’s problems.

• Manage product requests and configurations with engineering. Translate customer needs into clear requirements, coordinate delivery, and balance priorities across customers, AEs, and engineering.

• Own POC metrics and presentation decks. Measure results against agreed success criteria and communicate the value of the company through clear, compelling readouts and business cases.

• Help AEs close deals. Anticipate blockers, resolve outstanding questions, support security reviews, RFPs, and technical due diligence, and provide the product expertise, materials, and follow-through needed to move opportunities forward.

• Bridge pre-sales to implementation. Hand off customer goals, use cases, requirements, and success criteria to our implementation team and partners so delivery matches what was sold, and help identify expansion opportunities.

• Build a repeatable solutions process. Develop POC templates, demo flows, and reporting assets, and bring structured customer feedback to the product and engineering teams.

• Represent the company at conferences and client meetings (travel expected).

MINIMUM REQUIREMENTS

• 5+ years in solutions consulting, solutions engineering, sales engineering or a similar pre-sales role selling enterprise SaaS.

• Proven experience running POCs and pilots for enterprise buyers, with strong project and stakeholder management skills.

• Experience in third-party risk management or closely adjacent areas such as procurement, supplier management, GRC, vendor security, compliance or contract lifecycle management.

• A proven ability to learn complex products fast and become the recognized expert, quickly.

• Strategic problem solver: you can take a client’s problem, brainstorm with them, and position a solution that fits their business.

• A track record of demos and readouts that win deals, with confidence in front of executive and non-technical audiences.

• Meticulous and process-driven: you bring structure to complex evaluations, follow through on every commitment, and keep stakeholders aligned.

• Comfort with enterprise sales cycles: multiple stakeholders, security reviews, POCs and procurement.

• Working knowledge of SaaS architecture, APIs, integrations, SSO, data security, and AI or automation concepts.

• Self-starter with a builder’s mentality: you thrive when things move fast, priorities shift and not every tool or process exists yet.

• Honest and accountable: honest with customers and teammates, accountable for results, and willing to work hard.

PREFERRED QUALIFICATIONS

• Pre-sales experience at an early-stage or high-growth startup, ideally through a scaling phase.

• Experience selling to regulated or complex buyers (banks, insurance carriers, higher education, life sciences) a strong plus.

• Familiarity with regulatory and risk frameworks such as OCC and FFIEC guidance, DORA, NIST, ISO 27001, SOC 2, SOX or GxP.

• Hands-on use of procurement, ERP or GRC systems (e.g., SAP Ariba, Coupa, Oracle, Workday).

• Practitioner background in procurement, risk, compliance or security.

WHAT MAKES THIS ROLE UNIQUE

• Founding pre-sales hire: You’ll define how the company runs evaluations, proves value and wins deals.

• Central to product and GTM: You’ll sit at the center of our product and go-to-market conversations, with a direct hand in shaping both.

• Room to grow: As you develop this function, the role opens significant future growth opportunities and leadership paths.

• Founder collaboration: Work side by side with the CEO and founding GTM team to refine our GTM and product strategy.

• Elite, thoughtful team: A culture that values precision, respect, and care over flash. You’ll be joining a small, focused team in a fast-moving AI company, and playing a critical role in how we grow.

WHY JOIN US?

• Strong product addressing a latent market demand: Our AI-driven platform is transforming third-party risk management (TPRM) for top-tier financial institutions. Customers describe it as “revolutionary” and “a joy to work with,” and we’re just getting started.

Here’s what some of our customers had to say about our product, unprompted:

• “This is a revolutionary product… the company is the single biggest step forward in TPRM he’s seen in his career”

• “You’re flipping the entire program upside down, we completed the risk assessment in 1.5 days… would otherwise have taken at least 3 weeks”

• “Love how responsive you are, it’s been a joy to work with you guys.”

• Early-Stage Impact: This is a rare opportunity to shape the trajectory of a company at the forefront of AI innovation. Your work will directly influence our success and define how we grow.

• Collaborative Team: Join a tight-knit, mission-driven team that values kindness, creativity, and curiosity as much as expertise. You’ll work closely with the founders and an exceptional group of engineers.

What we offer

• Competitive compensation with an 80/20 or 70/30 base-to-variable split and OTE of $220K to $250K.

• Meaningful founding team equity.

• Health insurance (100% employee / 80% dependents).

• 21 days PTO.

• In-person gatherings within the U.S. (travel covered) every 3-5 months. We’ll give plenty of notice for it, and cover flights and accommodation. We expect you to attend!

• 401(k) with 4% matching.

Location: Remote from the continental US

Reports to: CEO, Co-Founder

The company Inc. is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.