Sales Solutions Architect, Principal

About the role

The Principal Sales Solutions Architect is a strategic, customer-facing leader responsible for shaping complex sales opportunities and high-value solutions. You'll partner closely with Sales, Solutions Consulting, Product, Marketing, and Customer Success teams to turn customer challenges into compelling business outcomes.

Responsibilities

• Serve as a strategic and technical advisor to Sales and Solutions Consulting teams on large, complex, and high-priority sales opportunities.
• Serve as a trusted advisor to executive and operational stakeholders, guiding customers throughout the sales cycle from discovery through contract execution.
• Define technical sales strategies and assemble, coordinate, and lead cross-functional pursuit teams to develop winning solutions.
• Lead discovery and assessment workshops that uncover customer requirements, business challenges, desired outcomes, and operational priorities.
• Facilitate solution-development sessions and determine the best-fit approach, incorporating core products, third-party solutions, customizations, services, and workflow recommendations where appropriate.
• Design and document proposed solutions, including technical architecture and solution diagrams, while ensuring alignment with business requirements and the customer’s existing environment.
• Present complex solutions to executive and working-level audiences, clearly articulating business value, ROI, strategic benefits, and recommended next steps.
• Support negotiations and complex stakeholder discussions by communicating data-driven recommendations with confidence and professionalism.
• Partner with Customer Success to identify customer requirements and develop tailored services solutions that support successful outcomes.
• Advise Account Executives and Solutions Consultants on strategic opportunities beyond direct involvement, sharing expertise and best practices.
• Collaborate with Sales and Marketing on go-to-market initiatives, integrated solution planning, lead generation, account strategy, and broader business-development activities.
• Partner with Product Management to communicate market feedback, recommend product enhancements, and influence roadmap priorities based on customer needs.
• Maintain deep knowledge of industry trends, competitive offerings, technology developments, and relevant solution capabilities, documenting and sharing insights across the organization.
• Represent the organization through conferences, partner meetings, investor briefings, user groups, and other external engagements.
• Contribute to thought leadership through articles, best-practice guides, marketing content, and other industry-facing materials.
• Coach colleagues on consultative selling, solution positioning, customer discovery, and connecting product capabilities to measurable business outcomes.

Requirements

• Demonstrated experience in nonprofit fundraising, financial, and/or operational environments.
• 6+ years of experience working with relevant nonprofit technology solutions or equivalent industry experience.
• 4+ years of Solutions Consulting experience, with a strong record of supporting complex sales engagements.
• 5+ years of experience presenting, designing, or managing sophisticated solutions for nonprofit organizations.
• Proven ability to independently lead strategic, account-level opportunities with minimal supervision.
• Strong consultative and solution-selling experience, including the ability to uncover underlying customer needs through effective questioning and active listening.
• Excellent presentation, demonstration, written communication, and stakeholder-influence skills.
• Experience presenting complex concepts to both C-suite/executive audiences and working-level users.
• Able to translate technical capabilities into clear business benefits, outcomes, and ROI.
• Strong understanding of strategic workflows, operational processes, and policies relevant to technology solutions.
• Excellent analytical, problem-solving, organizational, and attention-to-detail skills.
• Strong business and market awareness, with the ability to recognize changing customer, technology, and competitive dynamics.
• Ability to collaborate effectively across Sales, Marketing, Product, Customer Success, and other cross-functional teams.
• Self-directed, adaptable, and comfortable operating in complex environments where strategic priorities may evolve.
• Willingness and ability to travel as needed, approximately 25% of the time.

Benefits

• Compensation: Starting base salary and annual proposed commission ranging from $135,100 to $179,800, with actual compensation influenced by qualifications, market factors, sales quota, and other business considerations.
• Remote flexibility: Remote-first workforce designed to provide flexibility in where and how you work.
• Healthcare: Medical, dental, and vision insurance.
• Retirement: 401(k) program with employer matching.
• Time off: Flexible paid time off to support work-life balance.
• Parental support: Generous parental leave.
• Wellness: Wellness programs supporting employee health and well-being.
• Financial and lifestyle benefits: Pet insurance, legal and identity protection services, and other employee programs.
• Tuition reimbursement opportunities to support continued professional development.
• Purpose-driven environment: Opportunity to work on technology and solutions supporting nonprofit organizations and the broader social-impact sector.
• Inclusive culture: Commitment to equal opportunity, diversity, and an environment where different perspectives and experiences are valued.