• Lead deep discovery to uncover the real architectural and business needs of the client. • Define engagement models including staff augmentation, managed teams, or hybrid structures. • Own the technical narrative and positioning of proposals to define the "why" behind the solution and team. • Coordinate internal alignment across Sales, CTO / Technical Leadership, Finance, and Recruiting. • Push back on internal solutions that do not align with client expectations or technical best practices. • Contribute to pricing strategy, margin trade-offs, and win probability analysis. • Participate in deal negotiations and navigate commercial contract terms. • Standardize proposal approaches and identify patterns to improve deal repeatability and win rates.

• Lead deep discovery to uncover the real architectural and business needs of the client. • Define engagement models including staff augmentation, managed teams, or hybrid structures. • Own the technical narrative and positioning of proposals to define the "why" behind the solution and team. • Coordinate internal alignment across Sales, CTO / Technical Leadership, Finance, and Recruiting. • Push back on internal solutions that do not align with client expectations or technical best practices. • Contribute to pricing strategy, margin trade-offs, and win probability analysis. • Participate in deal negotiations and navigate commercial contract terms. • Standardize proposal approaches and identify patterns to improve deal repeatability and win rates.

• Lead deep discovery to uncover the real architectural and business needs of the client. • Define engagement models including staff augmentation, managed teams, or hybrid structures. • Own the technical narrative and positioning of proposals to define the "why" behind the solution and team. • Coordinate internal alignment across Sales, CTO / Technical Leadership, Finance, and Recruiting. • Push back on internal solutions that do not align with client expectations or technical best practices. • Contribute to pricing strategy, margin trade-offs, and win probability analysis. • Participate in deal negotiations and navigate commercial contract terms. • Standardize proposal approaches and identify patterns to improve deal repeatability and win rates.

• Join various remote & occasional on-site demonstration meetings with sales reps to help answer technical/operational accounting questions. • Conduct in-depth value based product demonstrations to prospects and customers. • Participate in webinars, trade-shows and industry events to promote the product. • Elevate sales team’s accounting knowledge to better understand & cater to prospect needs. • Continuously strategize with direct sales team members on positioning, objection handling, and next steps. • Lead various internal training sessions to enhance accounting knowledge. • Leverage statistical analysis of each stage within the sales cycle to place additional emphasis on areas of need. • Coordinate with product, support & setup team(s) to understand and provide feedback for roadmap developments, standard support inquiries with respect to cloud storage partners & act as a liaison between direct sales & setup team to ensure a smooth implementation. • Collaborate with Marketing to support the development of collateral. • Effectively communicate intangible or cultural impact experienced by sales reps on the floor. • Provide a deeper understanding to the direct sales team as to why current clients have purchased FloQast (experience, stories, etc.). • Assist partnership/consulting team in running demonstrations for PE and/or Accounting firms. • Assist Customer Success team by joining calls with current clients to address accounting-related questions. • Have a detailed understanding of the current competitive landscape to act as a subject matter expert to direct sales & partnership teams when outlining differences between FloQast and others in the marketplace. • Organize IT / sales collateral necessary for the direct sales team. • Increase individual close rates. • Assist in technical or IT evaluations regarding the FloQast application.