Mid-Market Solutions Consultant

Responsibilities

Own the full customer lifecycle—new logo, expansion, and renewal—as the single account owner for your book of business, with responsibility for ensuring credits sold translate into credits consumed; Design and build workflow solutions live with customers: the discovery is the demo, not the slide deck—you’ll run discovery, design current-to-future-state workflow architecture, and co-build in Notion with the customer; Partner with BDRs on target account planning and co-own the outbound motion for your book, running direct outreach to priority stakeholders alongside BDR-sourced pipeline; Navigate commercial sizing, proposal construction, procurement, legal, and security review to close deals with the right scope, credits, and implementation path; Guide customers through early implementation with a clear adoption plan and handoff to Outcomes Architects for ongoing multi-workflow expansion; Partner with Outcomes Architects (OA) on onboarding, adoption plans, expansion strategies, and renewal execution—owning the commercial arc while OAs drive day-to-day workflow adoption

Requirements

Experience in selling technical products to technical buyers in the mid-market segment (500 - 2999 employees); Technical fluency and genuine comfort building live in software—you can demo, co-design, and troubleshoot in front of a customer without a specialist in the room; Strong discovery and qualification instincts, with the ability to map customer workflows and translate them into commercial outcomes and adoption plans; Experience running complex, multi-stakeholder interactions including procurement, legal, and security review cycles; You can own the room - you operate with agency and urgency to bring new ideas and workflows to our customers and present simple ways to solve complex problems; You’re obsessed with AI, constantly building with the newest tools & learning new ways of working; Native or bilingual level fluency Japanese and business-level English proficiency

Nice to have

Full-cycle B2B software sales experience or solutions engineering experience with a consistent track record of exceeding quota across new logo acquisition and expansion motions; Familiarity with usage-based or consumption-based pricing models and the ability to structure credit-based commercial proposals; Prior experience selling to mid-market and enterprise accounts in productivity, collaboration, or workflow software; Experience in a shared account ownership model, partnering with a post-sale or CS team as part of an integrated customer motion