The posting
You are the solution half of a two-person deal team. A Client Partner owns the relationship and the commercials. You own everything the customer will buy: the discovery, the design, the demo, the estimate, and the statement of work. Our customers are broker dealers, wealth and asset managers, capital markets and alternatives firms, and financial technology companies. Most have 250 to 2,000 employees. Many are on their second or third attempt at Salesforce. They have been burned, and they can tell within twenty minutes whether you have done this before. Your credibility on that first call earns the second one.
What You’ll Actually Do
- Join scoping calls alongside a Client Partner and run the solution side. Ask the business questions, map what you hear to the FSC data model in real time, and flag where out-of-the-box breaks before the customer finds out in month four.
- Run discovery with COOs, heads of advisory, and ops leads who describe their business in their own language. You translate so they never have to.
- Build demos that mirror the customer’s workflow. Build them in days from a shared demo org, tailored to their firm and disposable afterward.
- Tell customers the truth about the platform.
- Translate SEC, FINRA, Reg BI, KYC and AML, and GLBA requirements into practical design decisions.
- Write levels of effort and statements of work that delivery can execute. Scoping and solution accuracy is the core skill of this job.
- Recommend build versus buy for integrations with custodians, portfolio accounting, fund administration, core banking, and loan origination platforms.
- Carry 10-15 concurrent pursuits.
- Co-sell with Salesforce AEs and SEs.
- Run the data-readiness conversation inside AI opportunities. Scope what the customer’s data can support today, and sequence the data work before the AI work when that is the honest answer.
- Hand off cleanly to delivery. Run knowledge transfer on every closed deal and stay engaged through kickoff so the customer never feels the baton drop.
- Contribute reference architectures and demo assets the broader Financial Services team can reuse.
What You Need
- Real FSC fluency: households and relationship groups, financial account rollups, record types, and the ARC. You know firsthand where the data model strains, including multi-entity firms, book-of-business transfers, and rollup performance at scale.
- A track record of estimates that held. You have written SOWs that a delivery team had to execute against.
- Discovery skills that work without a deck. You can run a 45-minute call with a COO using only questions and a whiteboard.
- Fluency in at least one focus segment. You know what a custodian feed is, what supervision means at a broker dealer, and why an LP portal is not a community template.
- Strong Salesforce integration experience, including web service APIs and their limits.
- Daily AI use with opinions. You can scope an Agentforce use case, including telling a customer their data is not ready for one.
Nice To Have
- Commercial banking or credit union experience, including commercial lending, treasury and payments relationships, member 360 views, and nCino.
- NetSuite familiarity, enough to spot a lead-to-cash or ERP-replacement opening and bring in the right people.
- DealCloud or other industry platform exposure.
- Data Cloud, RCA, or RCB scoping experience, especially for usage-based pricing.
- Middleware experience with MuleSoft, Workato, Jitterbit, or Boomi.
- Prior consulting or agency presales. Product-company SEs can make the jump, but the SOW muscle is usually the gap.
How You’ll Embody Our Core Values At Plative, our core values shape how we work, collaborate, and grow. As part of the team, you will:
- Put People First: Build trusted relationships with clients and mentor teammates.
- Grow Together, Win Together: Share knowledge, celebrate wins, and elevate others.
- Bring Your Authentic Self to Work: Foster openness, empathy, and integrity in every interaction.
- Take the Path You’ll Be Proud Of: Deliver excellence, own outcomes, and learn from challenges.
- Push Boundaries, Blow Minds: Design creative, scalable solutions that drive real impact.
Compensation Compensation is competitive and benchmarked to the market. Exact ranges vary by region and will be discussed during the initial interview process.
AI Disclosure & Hiring Practices Plative uses AI-powered tools to support our recruitment process. However, AI tools never replace human judgment; all hiring decisions are made entirely by our Talent Team.
Plative Inc. is an equal opportunity employer. We welcome applicants of all backgrounds and do not discriminate on the basis of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected characteristic. We are also committed to fair employment practices regarding citizenship and immigration status.
