Solutions Consultant

About the Role: Family office accounting teams are a sophisticated, skeptical bunch. The controller of a $500M SFO knows her chart of accounts better than most auditors. She's been burned by software that couldn't handle intercompany eliminations, capital accounts, or a tiered entity structure. When she gets on a demo, she needs to hear from someone who has done the work — not a salesperson reading a script. She needs to go deep and review the functionality and multiple scenarios that matter to her, and she wants to see how Sum It can work. That's this role. You'll be Sum It's first Solutions Consultant: the accounting credibility in every serious sales conversation. You'll partner with Sales on discovery and demos, carry the conversation when it goes deep, own the follow-up on technical questions about product capabilities, build the demo environments that make a prospect see their own books in Sum It, answer the technical accounting questions that decide deals, and hand each signed client cleanly to our implementation team. Today that job is shared between Sales, the CEO, the CTO, Product, and Customer Success. It works — we're closing — but it doesn't scale, and it's why this hire comes before we add sales account executives. You'll set the standard for how Sum It runs a technical sale, and when AEs join, you'll be the person who also helps ramp them. This is a presales role, not an implementation role. You own the deal from first technical conversation to signed contract and kickoff handoff. Implementation — migration, configuration, training, go-live — belongs to our Customer Success team, and the handoff to them is one of your most important deliverables. If you want to be the reason a controller says "finally, someone who gets it" on a demo call, this is your seat. You are an accountant first. You've closed books, reconciled accounts, and consolidated entities — not just advised on it. Demo craft, objection handling, and Hub Spot are learnable, and we'll teach them. Knowing what a capital account roll-forward should look like is not as easily learnable. Remote-friendly (US), with our DUMBO office there if you're in Brooklyn. Roughly 6–10 trips a year for prospect meetings, industry events, and our two team offsites. Reports to our Sales Lead — you're the first hire on the sales team he's building — and works closely with the CEO on strategic accounts.

What You'll Do: Discovery & Powerful Demos (~40%) — Lead the technical qualification on discovery calls (entity structure, chart of accounts, integrations, migration scope) and the accounting layer of every demo, from a 45-minute first look to a two-hour deep dive for a multi-generational family. Handle the questions that decide deals — honestly, including where Sum It isn't the right fit. Own the live MCP demo. Demo Environments & Deal Support (~20%) — Build and maintain a library of standard demo environments (a $300M SFO with 12 entities looks different from an MFO serving 8 families) and prospect-specific builds for late-stage deals. Scope and run trials and POCs to a decision. Own the technical sections of RFPs, security questionnaires, and due diligence, and keep the answer library current. Sales → Customer Success Handoff (~15%) — Write the handoff brief for every signed deal: structure, what was promised, what was demoed, known gaps, migration plan. Join the implementation kickoff so nothing is lost between what the prospect heard and what the client expects. Advocate for your clients → Product (~10%) — Maintain the running list of product gaps cited in deals, with deal size and whether it was a blocker, and review it monthly with Product and the founders. Test new releases from a prospect's point of view before they show up in a demo. Sales Enablement & AI Skills Library (~15%) — Build the presales playbook: demo flows by segment, discovery question bank, objection and FAQ library, competitive talk tracks. Build and curate Sum It's library of AI skills — the reusable, plain-English workflows a family office runs on top of Sum It through our MCP connector (a quarterly cash report for a principal, a vendor drill-down across entities, a close checklist). Our clients increasingly work this way; you'll turn what you hear in deals into skills they can use on day one, and demo them. When account executives join, own their technical ramp. Required 5+ years of hands-on accounting, including time at a family office, MFO, fund administrator, or the finance team of a multi-entity organization at senior accountant or controller level. You've closed books and owned them — not just reviewed them Real exposure to family office or wealth management accounting: investment vs. operating entities, capital accounts, intercompany, trusts and partnerships, reporting to principals Excellent presence on a call and in a room — you can run a 90-minute session with a skeptical accounting team and leave them wanting the next meeting Composure — many prospects come to us because they're struggling. They can't always articulate what they need or explain their processes, their deadlines shift, and most have never bought software. You bring calm and reassurance to the sales process Strong writing — a clear technical answer in an RFP, a crisp handoff brief for Customer Success Active, daily use of AI tools (Claude, ChatGPT) for real work, not just drafting — you'll demo an AI-native product, build the skills our clients run on it, and use AI to learn the parts of presales you haven't done yet Self-directed; comfortable where process is still evolving Based in the USPreferredCPA or equivalent You've implemented accounting or family-office software — on the vendor side, as a consultant, or as the client who led the migration. You know what a go-live takes, so what you promise in a demo is what CS can deliver Prior presales or solutions-consulting experience at a B2B software company — especially accounting, wealth management, or fintech You've built something with AI beyond prompting — a Claude or ChatGPT workflow, an MCP connector, a script that saved your team hours Hands-on with a family office GL or reporting platform (Sage Intacct, Net Suite, Quick Books at scale, Addepar, or a family office system)You've configured a general ledger from scratch: chart of accounts, entity setup, intercompany structure The Sum It Way We hire for the Ideal Team Player: smart, hungry, and humble. Smart means good judgment — you read the room, know when to go deep and when to move on, ask the right questions. Hungry means you care about outcomes, not job descriptions. Humble means low ego — you take feedback because it makes you better, you give credit freely, and you do whatever needs doing. Our culture is built on ownership, openness, and transparency. We share context freely. We don't have much politics. We hold each other accountable with kindness. And when know when to have a good laugh. Compensation

Base salary: $110K–$140K, depending on experience

Equity: Meaningful equity grant

Benefits: Standard package (health, dental, vision, 401k with automatic 3% contribution from the company)Time off: Unlimited PTO plus two company-wide breaks a year — one week at the end of August and one week at the end of December, when the whole team is off together We're looking for owners — people who want a real stake in what Sum It becomes. How we hireA short intro call with our Sales Lead, then a working exercise: we give you a Sum It sandbox and a real question a client asked us, and you show us how you'd think it through — what you'd prep, what you'd ask, how you'd find out what you don't know (use AI; we do). That leads into a mock demo where one of us plays the client. You won't know everything, and we don't expect you to; we're watching how you think and how you carry a room. Then a conversation with Customer Success and a final conversation with both co-founders.

How to apply: Send your resume and 2 bullet points on why you're a good fit to careers@getsumit.com.