Why This Job is Featured on The SaaS Jobs
This Lead Solutions Consultant position sits at a common SaaS inflection point where product capability, customer workflow design, and enterprise buying decisions converge. In a platform business like Airtable, solutions consulting becomes the translation layer between what the software can do and how complex organizations evaluate, integrate, and standardize it across teams. The remit signals a role embedded in pre sales but closely connected to services, product, and marketing inputs.
For a SaaS career, the value is in building repeatable patterns for technical discovery, evaluation design, and stakeholder alignment across multiple concurrent cycles. Work like this sharpens an operator’s ability to map business processes to configurable software, articulate ROI in practical terms, and surface product feedback grounded in real deployment constraints such as integrations, data architecture, and governance.
This role is best suited to professionals who enjoy being customer facing while staying technically credible, particularly those who like owning the narrative in demos and workshops. It fits someone comfortable switching between strategic conversations with decision-makers and hands-on problem framing with technical teams, and who prefers cross-functional influence over a single-lane function.
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
At Airtable, we are passionate about our platform’s ability to democratize software creation and empower anyone to “create anything.” As a LeadSolutions 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 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
- 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 or equivalent experience
- Airtable knowledge or certification preferred
- Command of the Message preferred
- Travel as needed - seasonality peaks at 40-50%
If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Formand let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.
