Solution Consultant

Summary

DRB builds software for modern car wash operators, including point of sale, membership, payments, tunnel controls, and analytics. The Solution Consultant partners with Sales, Product, and Customer Success to analyze customer data, develop recommendations, build demos and prototypes, support enterprise deals, and advise strategic accounts.

Responsibilities

• Partner with Enterprise Sales on RFP responses, solution designs, hosting and pricing cost models, growth-incentive structures, and executive pitch narratives
• Perform gap analyses to assess solution readiness for car wash operators moving to Patheon, DRB's latest platform — identifying functional, operational, and data gaps and defining what it takes to close them
• Assess customer requirements against DRB's platform and be honest about fit, gaps, and workarounds; write the talk tracks that help reps navigate them
• Build and maintain competitive intelligence and battlecards on the car wash technology landscape
• Support Sales-to-Implementation handoffs and drive process improvements so what we sell is what gets delivered
• Use AI tools (Claude and similar) as a daily working method to draft analyses, generate prototypes, structure research, and produce customer-ready deliverables at speed and quality
• Build working prototypes and demos: interactive HTML and Streamlit applications, AI-driven sales and service agents, kiosk and trade show experiences, and internal tools such as quoting integrations with Salesforce
• Contribute to DRB's internal AI enablement programs (prompt libraries, prototyping playbooks) that help colleagues across the business adopt the same methods
• Present to audiences from a single-site owner to a multi-site operator's executive team to Vontier leadership, adjusting depth and language for each without losing the substance
• Write clearly: executive summaries, customer-facing reports, Q&A documents, and internal briefs that people actually read and act on
• Represent DRB at trade shows and customer events, running demos and handling technical and commercial questions on the floor
• Lead data deep dives for enterprise and strategic accounts covering payments, membership, churn, and site performance, including benchmarking and post-migration health reviews
• Translate findings into prioritized recommendations, quantified business impact, and next steps, delivered in decks, written reports, and live discovery sessions with customer leadership
• Contribute to DRB's customer intelligence platform (Pulse) and the quarterly advisory cadence we run with top accounts, including new dashboards, report templates, and analytical methods
• Run joint discovery sessions with customers to surface the right questions, then coordinate internal owners across Product, Engineering, Legal, and Payments to get them answered

Skills

• Four or more years in solution consulting, pre-sales engineering, customer analytics, management consulting, or a similar customer-facing analytical role
• Comfortable in SQL and a modern warehouse (we use Snowflake), able to build and defend an analysis end to end, and able to explain what the numbers mean to someone who will never look at the query
• You already use them to do real work, you understand where they are reliable and where they are not, and you can show examples
• Take an ambiguous customer or executive question, break it into what needs to be true, and get to a defensible answer with imperfect information
• You produce polished documents, decks, and prototypes without a designer, and you can hold a room
• You understand how pricing, contracts, and incentives shape a deal, and you keep the customer's growth and DRB's margin in view at the same time
• Working across Sales, Product, Engineering, Legal, and Customer Success, driving things to closure without formal authority
• Ideally in SaaS, payments, or retail/consumer subscription businesses
• Experience in car wash, fuel and convenience, QSR, or another multi-site operator segment
• Familiarity with card payments and recurring billing
• Hands-on with Python, Streamlit, HTML/JavaScript, or Salesforce for building prototypes and internal tools
• Exposure to RFP and enterprise procurement processes, or to M&A and market evaluation work

Qualifications

Must Haves

• Four or more years in solution consulting, pre-sales engineering, customer analytics, management consulting, or a similar customer-facing analytical role
• comfortable in SQL and a modern warehouse (we use Snowflake), able to build and defend an analysis end to end, and able to explain what the numbers mean to someone who will never look at the query
• You already use them to do real work, you understand where they are reliable and where they are not, and you can show examples
• take an ambiguous customer or executive question, break it into what needs to be true, and get to a defensible answer with imperfect information
• You produce polished documents, decks, and prototypes without a designer, and you can hold a room
• you understand how pricing, contracts, and incentives shape a deal, and you keep the customer's growth and DRB's margin in view at the same time
• working across Sales, Product, Engineering, Legal, and Customer Success, driving things to closure without formal authority

Nice to Haves

• ideally in SaaS, payments, or retail/consumer subscription businesses
• Experience in car wash, fuel and convenience, QSR, or another multi-site operator segment
• Familiarity with card payments and recurring billing
• Hands-on with Python, Streamlit, HTML/JavaScript, or Salesforce for building prototypes and internal tools
• Exposure to RFP and enterprise procurement processes, or to M&A and market evaluation work

Benefits

• Remote work
• Eligibility to participate in an annual bonus plan
• Medical insurance
• Dental insurance
• Vision insurance
• Disability insurance
• Life insurance
• Family planning programs through Maven Clinic
• Diabetes management programs through Livongo
• Women's health coverage
• Adult and elder care support
• Paid parental leave
• 401(k) plan with matching company contributions
• Paid time off up to 120 hours each year
• 14 paid holidays
• Paid sick leave