Airbase - Solutions Consultant III

Paylocity acquired Airbase! Airbase Inc. is a modern finance and spend management software solution that combines bill pay / accounts payable automation, expense management, corporate cards and procurement capabilities. The acquisition of Airbase represents an expansion of Paylocity’s suite and is expected to deliver incremental integrated value to HR and finance leaders in managing all of their spend on a single platform – expanding the Paylocity total addressable market beyond HCM and further into the Office of the CFO .

We give our employees what they need to succeed, including great benefits and perks! We offer medical, dental, vision, life, disability, and a 401(k) match, as well as perks that support you, your family, and your finances. And if it’s career development you desire, we provide that, too! At Paylocity, people matter most and have always been at the heart of our business.

As part of the Sales & Marketing team, you’ll help us solve challenges and succeed as you grow and understand the unique needs of our clients and tailor easy-to-use solutions to deliver the performance they need. 

With a position in Sales & Marketing, you’ll strengthen our relationships with clients, anticipate their needs, and think outside the box to unlock new possibilities.

Position Overview 

As an Airbase Solutions Consultant, you will serve as the technical subject matter expert and trusted advisor during the pre-sales process. Working closely with the sales team, you will deliver tailored product demonstrations and articulate the unique value and features of the Airbase solution. Your role is critical in overcoming technical hurdles, performing fit assessments, and conducting cost-benefit and ROI analyses to ensure prospective clients see the full potential of the Airbase platform. This role collaborates with cross-functional teams to enhance sales processes and drive customer success.

Primary Responsibilities 

The below represents the primary duties of the position, others may be assigned as needed. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

• Partner with sales account executives to support the pre-sales cycle, providing expert guidance and ensuring smooth technical alignment with prospects.
• Deliver high-impact, tailored product demonstrations that align with the prospective buyer's specific business needs, particularly around payment, expense management, and approval processes.
• Provide technical insights into how Airbase integrates with ERP systems (e.g., NetSuite, QuickBooks Online, Sage Intacct) and ensure compatibility with clients' financial operations workflows.
• Collaborate with sales, sales enablement, and product teams to refine sales scripts, discovery processes, and demonstrations, ensuring continuous improvement in customer-facing materials.
• Act as a subject matter expert on Airbase capabilities, competitive solutions, and adjacent spend management platforms, staying up-to-date on industry trends and advancements.
• Translate new product releases and updates into clear, customer-ready messaging that emphasizes Airbase's differentiators and practical use cases.

Knowledge and Application

• Extensive understanding of financial operational processes such as accounts payable and general ledger management, with the ability to translate this knowledge into effective demonstrations.
• Leverages technical and business insights to present solutions that meet client needs, driving strategic decision-making at the enterprise level.
• Applies advanced knowledge of SaaS integrations and financial software workflows to assess and address technical challenges in the sales process

Complexity and Problem Solving

• Utilizes strong analytical skills to deconstruct complex technical problems and provide practical solutions for prospects during the pre-sales phase.
• Manages multiple stakeholders, addressing technical concerns while ensuring alignment between Airbase’s capabilities and client expectations.
• Assesses risks during solution demonstrations and addresses any potential gaps proactively.

Discretion and Impact

• Exercises autonomy in assessing technical compatibility and recommending solutions, while ensuring alignment with broader sales strategies and goals.
• Plays a key role in influencing the success of sales opportunities by delivering compelling value propositions and overcoming technical objections.
• Works independently with minimal supervision, while collaborating closely with various internal stakeholders.

Collaboration and Interaction

• Works closely with sales leadership and reports progress to the Manager of Solutions Consulting.
• Engages with product teams, providing feedback and suggestions to improve future product releases and features.
• Regularly interacts with cross-functional teams, including sales, product development, and sales enablement, to ensure cohesive sales presentations and demonstrations.
• Influences product roadmap decisions by relaying prospect feedback and emerging trends to the product team.

Education and Experience

• Bachelor’s degree in Business, Finance, Information Systems, or a related field.
• 3-5 years of experience in a pre-sales role, preferably with a SaaS company targeting financial operations or similar verticals.
• Deep understanding of ERP systems and accounting software workflows (NetSuite, QuickBooks Online, Sage Intacct).
• Excellent communication skills with the ability to present complex technical concepts to both technical and non-technical audiences.

Airbase by Paylocity is an equal-opportunity employer. Airbase by Paylocity is committed to the full inclusion of all individuals. We recruit, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. At Airbase by Paylocity, we believe diversity makes us better.   

We embrace and encourage our employees’ differences in age, culture, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion or spiritual belief, sexual orientation, socio-economic status, veteran status, and other characteristics that make our employees unique. We actively cultivate these differences through our employee resource groups (ERGs), employee experiences, perspectives, talents, and approaches to drive innovation in the software and services we provide our customers.  

We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. To request reasonable accommodation in the job application or interview process, please contact LeaveBenefits@paylocity.com. This email address is exclusively designated for such requests, aligning with federal and state disability laws. Please do not send resumes to this email address, as they will be removed.

This role can be performed from any office in the US. The pay range for this position is $105,000 - $120,000/yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position offers a full range of benefits outlined here. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed. Base pay information is based on market location. Applicants should apply via www.paylocity.com/careers.