Solutions Consultant

Hi, We're AffiniPay!
AffiniPay is a leading fintech company, based out of Austin, Texas. As the market leader in professional services payments and practice management software, AffiniPay's tech products serve legal, accounting, architectural, engineering and construction firms. AffiniPay has been recognized as one of Inc. 5000's fastest growing companies in the U.S. for 13 years in a row, and as a result, our teams continue to grow as well!
The Mid-Market Solutions Consultant serves as an industry and technical advisor in the pre-sales process.The Mid-Market Solutions Consultant will partner with the sales team to understand the needs of Affinipay's customers, strategize on how to navigate our sales cycles, provide compelling value-based demonstrations, support sales reps in building proof of concepts, and ultimately support the Account Executives in closing business. The Mid-Market Solutions Consultant plays a pivotal role in navigating longer, more complex buying cycles with law firms and legal service providers of greater scale. This role combines a deep understanding of the legal industry with strong technical and communication skills to help prospects understand how AffiniPay services can best meet their needs. This role also demands a high degree of consultative selling, value engineering, and technical acumen. These consultants act as trusted advisors to prospects with more sophisticated requirements and multiple stakeholders. This role is expected to identify technical and process challenges, shape solutions, and partner closely with Sales, Product and Customer Success to ensure solution alignment and deal success.
Typical deals supported include law firms with 10+ staff members, often evaluating platform replacement or net-new digital transformation. These buyers require deeper solution tailoring, a longer evaluation period (30-120 days) and higher expectations around data migration, integrations, and onboarding guidance. Solutions Consultants for this deal profile need to anticipate how the legal industry shifts affect their customer needs and adjust their approach proactively. This individual commands credibility and trust with experienced legal professionals and executive buyers.
What You'll Do

• Partner with the Sales Team to articulate the overall AffiniPay value proposition, vision, and strategy to our prospective and current customers within the Mid-Market segment
• Facilitate technical discovery sessions that explore a firm's operational maturity, integrations, security concerns, and growth goals
• Technically close complex opportunities through advanced competitive knowledge, technical skill, industry knowledge, and credibility
• Uniquely understand our customer's problems and pain points unique to their size, with the ability to demonstrate and communicate the unique value our technical solutions offer
• Utilize industry knowledge and experience to craft custom demonstrations and value propositions by size, practice area, segment and persona
• Collaborate with Account Executives to manage multiple stakeholders and develop strategies for influence across legal, operations, and technology decision-makers
• Own product engagement with customers during the trial phase. Lead configuration strategy and trial/POC setup that mirror a firm's live use cases and desired business outcomes. Communicate these business outcomes directly to the customer
• Act as a central point of contact for the sales team about product, product requirements in the legal space, technical integrations and business fit for our prospective customer
• Deliver product and technical demonstrations / presentations to potential clients while navigating nuanced objections with confidence, leveraging a blend of legal industry insight, platform knowledge and storytelling to advance stalled deals
• Support longer deal cycles that require multiple rounds of business case validation, IT/security reviews and cross-functional stakeholder alignment
• Maintain accurate notes and feedback in CRM regarding customer input both wins and losses
• Proactively engage and communicate with customers and software business/technical teams regarding product feedback, industry trends and competitive landscape
• Train sales team on demo techniques, providing guidelines, scripts and other resources to assist in the advancement of demo skills of the entire sales team
• Other duties as assigned

About You

• 2+ years of experience supporting mid-market or enterprise software sales cycles with 30+ day average closing time
• 2+ years of experience in the legal industry such as a paralegal, office administrator, legal clerk or other role
• Previous experience using MyCase preferred
• Familiarity with security, compliance and integration concerns common to small to medium sized professional service providers
• Ability to clearly communicate technical information
• Demonstrated ability to manage ambiguity in long-cycle sales processes involving multiple buyer personas, shifting priorities and competitive pressures
• Experience with sales methodologies such as Sandler, MEDDICC or Challenger
• Strong interest in learning new and challenging platforms
• Technical skills combined with significant social prowess
• Experience building ROI analysis or business cases tailored to mid-sized firms.
• Proven ability to present to and influence stakeholders across legal, finance, IT and executive levels.
• Genuine passion for customer service and an ability to troubleshoot in an unknown product ecosystem
• Ability to identify and learn new technology and skills without explicit guidance
• Capable of owning difficult situations all the way through to completion
• Willingness to develop technical skills outside of normal working hours
• This position is preferred to sit in Austin, TX

Our Story
Founded in 2005, AffiniPay's mission is to build technology products that helps professionals focus on the work they love. As the leader in the professional payments industry, AffiniPay's products serve legal, accounting, architectural, engineering and construction firms. Our portfolio of software solutions include MyCase (Legal Practice Management Software), CASEpeer (Practice Management for Personal Injury Firms), and Docketwise (Immigration & Case Management Software). Our portfolio of payment solutions include LawPay (Legal), AffiniPay for Associations (Associations), CPACharge (Accounting Professionals), and ClientPay (Architect, Engineer, and Construction). AffiniPay's products serve over one hundred thousand users, and we are noted as one of the fastest growing tech companies in Austin, Texas. We are constantly looking for talent to join our team to continue playing a key part in unlocking our potential.
Diversity, Equity & Inclusion at AffiniPay
At AffiniPay, we recognize that innovation occurs with a strong team of people who are diverse in background, personality, talent and ideas. Experience comes in many forms and ensuring a diverse and inclusive workplace where we continue to learn from each other is an integral part of our culture. We are committed to creating a welcoming and transparent environment for all that embraces those differences through education, equal access to opportunities and information, inclusionary programs, and community outreach.
Benefits that Benefit You!
As a people first culture, we believe it is important that our teammates are happy, healthy, and productive. In order to best support that, AffiniPay provides award-winning benefits that can make a difference in your life - right now and for the future.

• All employees receive fully covered medical, dental and vision coverage - Choose from our 2 available health plans based on what fits you and/or your family!
• Have some fur babies? - We offer them insurance too!
• RELAX and enjoy your time away with our flexible paid time off policy!
• We will help you plan for your future - 401K, or RRSP if in Canada, with a company match
• Competitive compensation packages that include mid-year and end-of-year bonuses and equity options for all full-time employees
• Health Wellness Program that includes nutrition consultations, mental health apps, and access to discounted memberships
• Have plans to grow your family? - Parental resources, including 16 weeks of paid time off for primary caregivers
• Professional development opportunities including mentorships, leadership programs and our AffiniPayU courses
• We believe it is important to give back with our Matching Gift Program and organized activities focused on donations, volunteerism and supporting the local communities throughout the country
• D&I initiatives provide educational opportunities regarding multicultural issues, tolerance, and celebrating diversity among our entire staff
• An incredible, in-office experience at our headquarters in Austin and San Diego including free lunch delivery, a fully stocked kitchen, and some "sweet" surprises for those afternoon pick-me-ups

Security Advisory
Our hiring teams at AffiniPay are dedicated to recruiting top talent that share our passion for serving the professional services industry through innovative financial technology. As such, our Talent Acquisition Team only follows legitimate hiring practices. We will always communicate with our candidates using emails with the AffiniPay domain and will never ask for sensitive/personal data during the application process. All interviews take place over phone call, Zoom/Google Meet or in person. All offers are communicated verbally by our Talent Acquisition Specialists with a written offer letter as a follow up.