Solutions Consultant

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 8am'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 8am 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.

About us:

Founded in 2005, 8am™ (formerly AffiniPay) is the professional business platform built to help legal, accounting, and other client-focused professionals run stronger, more profitable businesses. Today, more than 250,000 professionals across the U.S. trust 8am to help them work smarter, serve clients better, and unlock their full potential. We have 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!

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

Why 8am 

At 8am, our culture is shaped by the people who bring it to life every day. Together, we build a company rooted in continuous learning, genuine community, holistic wellness, and meaningful engagement—values that empower us as individuals and unite us as a team. Our culture is grounded in our core values: Work Smart, Win Fast; Outshine Ordinary, and We Find a Way. These values drive how we serve our customers and work with each other in a collaborative, inspiring, and empowering environment, every day.

Here’s how we support our 8Team:

• Health Insurance Coverage: We offer our 8Team a variety of medical, dental, and vision plans, designed to fit your needs, including a 100% company-paid HDHP plan for employees.
• Financial perks: We offer a competitive compensation and benefits package including annual bonuses, equity options and 401(k) or RRSP if in Canada, with a company match for all team members.
• Time for what matters: Flexible Time Off, paid holidays, and a parental leave program for our new parents.
• Wellness: Wellness stipends, mental health support, and one-on-one nutrition coaching.
• Learning and Development: Continuous learning through 8am.edu, leadership programs, professional development funds, and individually focused talent development.
• Giving back to the communities around us: Participate in our charitable matching gift program, paid time off for volunteer service, and company-sponsored volunteer events (both local and virtually).
• Engagement: Virtual and in-person team-building events, quarterly award recognition through our Rise & Shine Award of Excellence Program, and our peer-to-peer appreciation platform.

At 8am, we don’t just offer benefits—we create an environment where people can thrive, grow, and make a real impact every day.

Diversity, equity & inclusion at 8am

At 8am, 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. 

Security advisory

Our hiring teams at 8am 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 8am 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.