• Lead discovery with our internal specialists, technical solutions engineering and finance/operations leaders to understand current workflows, constraints, and what success looks like • Deliver compelling, customized demos that tell a story tailored to each prospect’s real-world processes • Recommend the right Pliant setup and how it fits into the customer’s existing tools, policies, and day-to-day ways of working • Partner with AEs to win deals by translating finance/accounting needs into clear business value, ROI, and a confident path to go-live • Guide deal planning and RFPs through vendor due diligence (security/IT reviews), “how it works” conversations, stakeholder alignment, and written questionnaires • Support rollout planning by advising on setup, handoffs, and adoption best practices in collaboration with Implementation & Customer Success • Create and maintain repeatable assets (demo examples, solution templates, discovery guides, one-pagers) to scale the function • Be the voice of the customer internally — share patterns from the field and advocate for product/process improvements based on deal feedback