Why This Job is Featured on The SaaS Jobs
This Solutions Consultant role sits at a classic SaaS inflection point: turning product capability into customer conviction during evaluation and expansion cycles. With Airtable positioned as an operational workflow platform, the work centres on mapping varied business processes to a configurable product, then guiding technical stakeholders through the implications—data structure, integrations, and adoption pathways—in a DACH enterprise context.
For a SaaS career, the value is in developing repeatable pre-sales craft that travels across categories: discovery that surfaces real constraints, narrative-building that links outcomes to product primitives, and the ability to run parallel deal processes without losing technical depth. The remit also touches product feedback loops, offering exposure to how field learnings can influence roadmap thinking—an important skill for senior go-to-market professionals in product-led environments.
This role tends to suit practitioners who enjoy being the bridge between commercial goals and technical reality, and who are comfortable presenting to mixed audiences in German and English. It aligns well with experienced pre-sales profiles who want broader cross-functional influence, particularly those motivated by consultative problem-solving rather than purely transactional selling.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Lead Solutions Consultant
As aLead Solutions Consultant, you’ll leverage your professional tenure, robust business acumen, and in-depth technical expertise to guide prospective customers through their Airtable evaluation and expansion. You will partner across lines of business as you lead the technical evaluation and compel decision-makers to choose Airtable as their critical operational workflow management tool.
Solutions Consulting Mission Statement
Our mission is to fundamentally improve our customers’ quality of life by empowering organizations and the individuals that drive them to reimagine the way they operate, collaborate, and innovate in Airtable.
We sit at the confluence of Sales, Services, Product, and Marketing and take a customer-centric approach to creating value through intentful listening, storytelling, expert guidance, tailored solutions, and applying a highly consultative process.
We foster a culture of collaboration, creativity, and excellence through continuous improvement and professionalism. We strive to be the trusted partner that drives success and growth for every project, every team, and every individual we serve.
What you'll do
- Collaborate with the Pre Sales teams to identify, qualify and drive revenue opportunities at Enterprise accounts - net new and install motions
- Build meaningful relationships with and serve as a trusted advisor to a prospect or customer’s technical teams
- Own the technical evaluation process showcasing customer-centric value within the context of the customer's unique requirements, workflows, and business process needs
- Translate the value of Airtable’s tooling into the language of the customer
- Manage multiple sales cycles simultaneously, proactively communicating with stakeholders and prioritizing effectively
- Consult with credibility, bringing a well-rounded and unique perspective with hands-on cross-functional experience—i.e., direct experience in marketing, program/project management, consulting, operations, etc.
- Inform the product team and ultimately the product roadmap with meaningful market potential findings
- Represent Airtable in every engagement with the utmost care
Who you are
- Bilingual: Fluent in both English and German.
- An experienced customer-centric professional with a well-balanced skillset spanning business acumen, technical knowledge, and effective communication skills
- 7+ years of experience in SaaS Pre Sales
- 10+ years industry experience
- Experience managing sales cycles and owning the technical evaluation
- Working knowledge of Marketing, Product Operations, Retail MGMT, and other Business Units
- Knowledge of business operations - can make assumptions as it relates to value drivers for various personas and industries
- Understands best practices for structuring data in a relational database and database architecture
- Passionate about creating unique solutions for complex business problems
- Loves the spotlight - adaptable and compelling communicator and presenter, easily matches the language of the room, author and storyteller
- Thirst for knowledge - researcher, analyst, emerging trends enthusiast
- Technically savvy, demonstrating a deep understanding of enterprise integration methodologies, best practices and API architecture
- Low code no code application experience throughout the customer life cycle
- Knowledge of complementary technologies and products - including but not limited to data warehousing and AI systems
- Characteristics We Value
- Passion and creativity
- Autonomous and motivated
- Purposeful, thoughtful, and detail-oriented
- Effective time and project management
- Curiosity
- Other
- BS/BA, MBA preferred or equivalent experience
- Airtable knowledge or certification preferred
- Command of the Message preferred
- Travel as needed - seasonality peaks at 40-50%
At Airtable, we embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. We strive for Airtable to be a pleasant and supportive place to work, and to attract and retain a diverse team of talented people. We take great pride in holding everyone accountable for treating each other with dignity and respect.
Airtable is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a medical condition or disability which inhibits your ability to complete any part of the application process, please complete our Accommodations Request Formand let us know how we may assist you.
