Senior Solution Consultant

About the Role:

The Senior Solution Consultant is a key member of the Solution Consulting team, responsible for driving the pre-sales process through technical expertise, product demonstrations, and solution design. This role focuses primarily on Accounts Payable (AP) automation, Reporting, and Treasury workflows, with the ability to scale expertise across additional product lines over time (Order to Cash). The Senior SC partners closely with Sales to understand prospect needs and delivers tailored demos that showcase Zone's product value — translating complex finance operations challenges into clear, solution-oriented narratives for finance stakeholders, including CFOs, Controllers, and FP&A leaders. This is a higher-value partnership role alongside Sales: the Senior SC helps lead and land larger, more complex deals. 

Success in this role requires strong cross-functional collaboration, a consultative mindset, and the ability to operate in a dynamic, fast-growing SaaS environment.

Please note: This role requires approximately 30% travel, primarily to the UK/London.

 What You’ll Do:

Strategic deal leadership

• Lead end-to-end demonstrations for high-value complex deals, aligning technology strategy with business objectives, architecting solutions that anticipate risk, and influencing C-level stakeholders.
• Gather technical requirements from the customer ahead of each demo, and partner closely with Account Executives throughout the sales cycle to define solution strategies aligned to prospect objectives, finance team workflows, and industry-specific needs — translating that into a fully customized Zone demonstration built around the client's specific challenges.
• Coach junior SCs and Account Executives on value-based selling and competitive positioning in live deal situations, acting as a strategic partner — not just a demo resource — in landing larger, more complex deals.
• Lead and contribute to discovery calls with other stakeholders like partners or NetSuite teams to surface critical operational pain points, helping shape customized demo strategy. 

Subject-matter expertise & enablement

• Develop and maintain demo environments that reflect real-world customer use cases, keeping them current with new product releases, configurations, and messaging. 
• Create and maintain enablement materials — demo scripts, videos, solution briefs, and internal documentation — to support consistent messaging and sales team readiness.
• Mentor and upskill junior Solution Consultants by sharing demo techniques, playbooks, and ideas on deal strategy.
• Own competitive intelligence for your specialty area — tracking market trends and maintaining resources (e.g., via Klue) that keep the wider SC team sharp.
• Bring hands-on fluency with AI tools into how you build and deliver demos — whether through experience with AI-powered products or as an active, fluent user of AI tools in your own workflow. We're looking for someone who brings that fluency into how we sell, not just someone who's heard of it.

Cross-functional collaboration

• Collaborate with Customer Success and Professional Services to ensure a unified pre-sales experience and seamless post-sale handoff.
• Partner with Product and Marketing on product and feature launches, contributing field insights, competitive trends, and roadmap feedback to inform ongoing development and go-to-market strategy.
• Participate in responses to RFPs, providing timely and accurate technical input alongside Sales and Product leadership.

What You’ll Bring