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Faro AI is seeking an experienced Solutions Consultant to join as the company's first in this role, reporting to the Chief Commercial Officer. You will serve as the critical bridge between enterprise client challenges and Faro's clinical development platform, which helps life sciences companies design better trials through structured data, documents, and team collaboration.
In this hybrid role based in California, you will define and build the Solutions Consultant function from the ground up. Key responsibilities include: leading pre-sales discovery conversations with clinical development and operations leaders at large pharma and biotech organizations; designing and delivering tailored platform demonstrations that connect Faro's capabilities to client outcomes; developing reusable sales assets including demo scripts, objection handling guides, and competitive positioning; supporting complex RFI responses and evaluations across multi-stakeholder buying organizations; building and maintaining demo environments that reflect real-world enterprise complexity; and quantifying business impact through ROI analysis and business case development.
You will partner closely with the sales team, product, and technical specialists to shape Faro's pre-sales playbook, discovery processes, and evaluation workflows. Your role requires translating between business and technical stakeholders, earning trust with clinical development leaders and IT evaluators, identifying and nurturing technical champions within client organizations, and bringing client feedback back to inform product and strategy.
The ideal candidate has 7+ years in Solutions Consulting, Sales Engineering, or Pre-Sales roles within enterprise SaaS, or comparable management consulting experience with meaningful exposure to life sciences, biotech, or pharmaceutical clients. You excel at leading complex evaluations across large, matrixed organizations with extended buying cycles, possess exceptional discovery and communication skills across all organizational levels, and have a builder mindset to create structure and drive decisions in a fast-growing startup environment. Technical fluency in data and analytics is essential; experience with AI and technology transformation in clinical development is highly valued.
