This role sits at the intersection of Sales, Customer Success, and Product, and is responsible for ensuring that Synthesia is not only understood - but proven, adopted, and expanded based on clear business outcomes.

You will own the technical win in deals, shape high-impact use cases, and ensure customers achieve first successful workflows that create the foundation for long-term adoption and growth.

Key responsibilities include:

• Leading discovery and qualification: running structured discovery with senior stakeholders to uncover business priorities, workflows, constraints, and success metrics
• Owning solution design and technical validation: translating business needs into clear solution approaches, validation plans, and customer-facing recommendations
• Making value tangible: delivering demos, workshops, and first-workflow experiences tailored to the customer’s business context
• Driving first value, onboarding, and early adoption: owning the path from signed deal to first live workflow, ensuring customers reach value quickly
• Unlocking expansion: identifying additional teams, workflows, and use cases where Synthesia can deliver more value

To succeed in this role, you will need:

• 2+ years in Solutions Consulting, Sales Engineering, pre-sales, consulting, or a similar customer-facing role
• Commercially sharp and consultative: you uncover customer needs and turn them into clear, high-value solutions
• Strong in discovery, demos, and business conversations with both practitioners and senior stakeholders
• Experience bridging pre-sale and post-sale, from discovery and validation through to first value and early adoption
• Comfortable across SaaS, AI, or enterprise technology environments
• Able to manage multiple priorities with pace, structure, and sound judgment
• Strong problem solver who brings clarity to ambiguity
• Builder mindset with high ownership and a bias for action
• Effective cross-functional partner who cares about outcomes, not activity

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This role sits at the intersection of Sales, Customer Success, and Product, and is responsible for ensuring that Synthesia is not only understood - but proven, adopted, and expanded based on clear business outcomes.

You will own the technical win in deals, shape high-impact use cases, and ensure customers achieve first successful workflows that create the foundation for long-term adoption and growth.

Lead Discovery and Qualification

• Run structured discovery with senior stakeholders to uncover business priorities, workflows, constraints, and success metrics
• Challenge vague requests and reframe them into clear, high-impact use cases
• Qualify rigorously: assess fit, urgency, stakeholder commitment, and path to value before committing support
• Surface adoption, technical, and organisational risks early, before they derail the deal or weaken rollout

Own Solution Design and Technical Validation

• Translate business needs into clear solution approaches, validation plans, and customer-facing recommendations
• Design and run pilots, workshops, demos, and proof points with explicit success criteria and business outcomes
• Connect Synthesia capabilities to customer KPIs such as efficiency, engagement, speed, consistency, or cost reduction
• Lead technical and business-value conversations that reduce risk, build conviction, and advance the deal

Make Value Tangible

• Deliver demos, workshops, and first-workflow experiences tailored to the customer's business context
• Create assets that make value tangible: demo videos, pilot outputs, solution narratives, and launch plans
• Position Synthesia clearly against alternatives and handle objections with commercial credibility
• Turn product interest into business conviction by showing where Synthesia fits and why it matters

Drive First Value, Onboarding, and Early Adoption

• Own the path from signed deal to first live workflow, ensuring customers reach value quickly
• Build onboarding that drives behaviour change and usage, not just product understanding
• Define early success measures, track them tightly, and intervene fast when adoption risk appears
• Establish the conditions for repeatable usage, strong champions, and broader rollout

Unlock Expansion

• Identify additional teams, workflows, and use cases where Synthesia can deliver more value
• Define the right starting point and a credible path to broader adoption over time
• Partner with Customer Success to ensure strong handoff, continuity of context, and a clear expansion pathway
• Stay close to strategic accounts where deeper solutioning is required to unlock adoption and expansion

Build Repeatability Across the Business

• Capture reusable solution patterns, validation frameworks, and use-case assets that improve quality at scale
• Build the tools and playbooks that make the function more repeatable: demo environments, onboarding plays, and solution libraries
• Turn customer insight into structured product, positioning, and go-to-market feedback
• Raise the quality of how Synthesia sells, delivers, and scales value across the customer lifecycle

Operate as a True Cross-Functional Leader

• Partner with Account Executives on account strategy, qualification, deal progression, and executive messaging
• Align with Customer Success on adoption risk, rollout design, and expansion opportunities
• Work with Product, Marketing, and Support to improve messaging, solution fit, and customer outcomes
• Act as a connective layer across teams, ensuring customer needs are translated into action and business impact

About You

• 2+ years in Solutions Consulting, Sales Engineering, pre-sales, consulting, or a similar customer-facing role
• Commercially sharp and consultative: you uncover customer needs and turn them into clear, high-value solutions
• Strong in discovery, demos, and business conversations with both practitioners and senior stakeholders
• Experience bridging pre-sale and post-sale, from discovery and validation through to first value and early adoption
• Comfortable across SaaS, AI, or enterprise technology environments
• Able to manage multiple priorities with pace, structure, and sound judgment
• Strong problem solver who brings clarity to ambiguity
• Builder mindset with high ownership and a bias for action
• Effective cross-functional partner who cares about outcomes, not activity

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