Sales Consultant

This is a fully remote position, open to applicants in California.

📋 Description

• Evaluate customer partnership maturity within WorkSpan's ecosystem segments, measure revenue loss, and convert partner workflow deficiencies into high-level business cases linked to financial outcomes.

• Take ownership of and communicate WorkSpan's core platform narrative — detailing its collaborative nature between companies rather than functioning within a single entity — while defending it against competitors such as Salesforce Agentforce, Gong, and various general-purpose AI tools.

• Identify and align AWS, Microsoft, and Google Cloud incentive programs (ACE, MAP, MACC, etc.) with the customer's purchasing cycle, positioning these as deal enhancers rather than mere discounts.

• Construct ROI models based on WorkSpan's four core capabilities (Agents, Seller Activation, Process Automation, Engagement & Attribution) that yield CFO-justifiable results such as increased win rates and faster deal closure.

• Conduct customized, narrative-driven demonstrations tailored to each deal's specific audience and create leave-behind materials (videos, micro-decks, ROI summaries) that continue to circulate within the buying committee.

• Modify the platform narrative for at least four roles in a single deal — CRO, VP of Sales, Alliance Executive, Sales Operations, IT — while maintaining credibility with each stakeholder.

• Develop reusable assets, train AEs/BDRs on the appropriate engagement with SBC, and provide competitive insights and feature deficiencies back to Product and Marketing.

⛳️ Requirements

• A minimum of 5 years experience in Solutions Consulting, Sales Engineering, Value Engineering, or Cloud/Marketplace GTM for B2B enterprise SaaS.

• Demonstrated success with complex, multi-stakeholder deals in the $100K–$1M+ ARR range, managing solution strategy and executive storytelling from start to finish.

• Direct experience with co-selling or marketplace strategies involving AWS, Microsoft, and/or Google Cloud.

• Proficiency in delivering architectural presentations to diverse audiences of revenue leaders and IT/AI strategy stakeholders without alienating either group.

• Familiarity with configuration management, JSON/CSV, and AI tools.

• Practical knowledge of AI prompting (Claude/Gemini) to expedite the sales process.

• A structured approach to discovery and hypothesis formulation.

🏝️ Benefits

• Take charge of your results and have a measurable influence on the business.

• Gain a comprehensive understanding of GTM by collaborating closely with leadership in sales and marketing.

• Engage with motivated, passionate individuals every day.

• Join an ambitious, supportive team dedicated to a shared mission.