Solutions Consultant

About Faro Faro AI aims to improve lives by helping life sciences companies answer complex clinical questions simply, efficiently and effectively. Our software platform gives clinical development teams a single source of truth for study design, bringing structured data, documents and teams together so they can design better trials and reach important milestones faster. Faro is a mission-driven company and we pride ourselves on a vibrant, inclusive, and growth mindset-oriented culture. Faro offers competitive compensation and benefits, generous vacation and parental leave, flexible working hours, and remote-friendly ways of working. Remote employees work from home and travel periodically for in-person collaboration and team events. The Opportunity Faro is looking for a (Senior) Solutions Consultant to join our growing team. As Faro’s first Solutions Consultant, you’re joining at an exciting time in Faro’s growth, with an opportunity to truly define this function and its future. You’ll work alongside our Enterprise Account Partner team, reporting directly to the Chief Commercial Officer, as the critical bridge between client challenges and Faro’s solutions. You own the ‘why Faro’ conversation: partnering with sales in discovery, shaping tailored demonstrations, and building a business case that makes it easy for clients to act — even in a world they often perceive as impossibly complex. This role leans toward the Solutions Consultant persona, but carries the dynamic range you’d expect from a fast-growing startup. You shine at the executive and clinical stakeholder level — translating complexity into clarity, and turning sophisticated client challenges into prescriptive, confident next steps. Your technical fluency enables you to navigate product evaluations with credibility, but your superpower is making clients feel genuinely understood and giving them a clear path forward. You are the example of how technical and relational depth live together to deliver a compelling customer experience. You will not be expected to replace Faro's Product, Data or technical specialists. Instead, you will provide the bridge between business and technical stakeholders, translating between audiences, helping to drive decisions and ensure specialist expertise is brought in where it creates the greatest value. This is an exciting opportunity for an experienced solutions consultant, management consultant, strategic advisor or customer transformation leader with a background in data and analytics who wants to have a hand in helping shape how AI and technology transform clinical development. What You’ll Do Build the Function - Collaborate with sales and leadership to shape the next evolution of Faro’s pre-sales playbook — discovery processes, demo frameworks, evaluation workflows, and sales handoff standards. - Develop reusable assets: demo scripts, objection handling guides, technical FAQs, and competitive positioning. - Collaborate across product, marketing, and customer strategy to ensure a seamless experience from first conversation through onboarding. Lead Pre-Sales Engagements - Partner with sales team members to jointly lead discovery conversations that uncover the clinical, operational, and strategic challenges driving each evaluation - Design and deliver tailored demonstrations of Faro’s platform that connect Faro’s capabilities to client outcome; bring technical fluency and credibility to demos and prospect conversations - Work with sales to complete RFI responses and evaluations across complex, multi-stakeholder buying organizations, while contributing to customer proposals - Build and maintain tailored demo environments and collateral that reflect the real-world complexity of enterprise clinical development Build Client Relationships - Earn the trust of clinical development and operations leaders, innovation stakeholders, and IT evaluators across large life science organizations, through expertise in Faro’s product, customer needs, and demonstrated technical fluency - Partner with sales to shape account strategy and align Faro’s value proposition to each client’s specific context - Identify and nurture technical champions within client organizations — internal advocates who can build consensus, navigate procurement, and support successful adoption - Bring the client’s voice back inside — translating evaluation feedback into product, marketing, and strategic insight Navigate Technical Evaluations - Handle integration and product questions with confidence, partnering with Faro’s technical product managers and implementation services professionals - Support security and compliance reviews, building enterprise-level confidence in Faro’s platform - Quantify the business impact of Faro’s solution through ROI analysis and business case development — giving economic buyers the justification they need to move forward with confidence Requirements Requirements - 7+ years in a Solutions Consultant, Sales Engineer, or Pre-Sales role within enterprise SaaS, or comparable experience in a management consulting role, with meaningful exposure to life sciences, biotech, or pharmaceutical clients. - Demonstrated ability to lead complex evaluations across large, matrixed organizations with extended buying cycles. - Exceptional discovery skills — you ask better questions than you give answers, and clients leave conversations with a clearer sense of direction. - Outstanding communication across all levels: equally comfortable at a whiteboard with a clinical ops director and in a boardroom with a VP of R&D. - A builder mindset — you create structure where none exists and thrive in environments that reward ownership. - Willingness to travel as required for client engagements. Nice to Have - Familiarity with clinical trial design, protocol development, or clinical operations workflows - Technical or data analytics background, comfort with deeply technical conversations and/or desire to learn deep technical details to serve as an additional platform SME - Experience with the Veeva and/or Medidata ecosystem or comparable enterprise life sciences platforms - Background selling or implementing AI-powered platforms in life sciences - Prior experience at a high-growth technology company. Benefits Salary Salary range for this position is $140,000 - $165,000 per year. Individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training Equity In addition to this position’s salary (listed above), equity will be a major component of the total compensation for this position. We aim to offer higher-than-average equity compensation for a company of our size, and communicate equity amounts at the time of offer issuance. Benefits - Health Care Plan (Medical, Dental & Vision) - Retirement Plan (401k) - Life Insurance (Basic) - Short Term and Long Term Disability - Paid Time Off (Flexible Vacation Policy; Paid Sick & Public Holidays Observed) - Training & Development Reimbursement - Hybrid Work Environment - Peer-to-peer bonus program - Company/department outings and events - Stock Option Plan - HQ On-Premises Amenities; gym, restaurants tenant discount, Padel Nine