Hi Marley

Solutions Engineer

• Partner with Account Executives and Account Managers on new business and expansion opportunities
• Lead discovery with insurance business and technology stakeholders to understand workflows, uncover challenges, establish requirements, and define measurable success criteria
• Create reusable demo content, discovery guides, and value-selling resources
• Provide guidance and best practices across teams
• Deliver tailored demonstrations and solution presentations connecting Hi Marley capabilities to customer priorities
• Independently lead pilot engagements from scoping through evaluation
• Align customer and internal teams on objectives, timelines, and success criteria
• Coordinate pilot execution and present results to inform purchase and expansion decisions
• Build business cases and ROI models using customer data and defined assumptions
• Support RFPs, proposals, competitive positioning, and objection handling
• Collaborate with internal experts to validate solution fit and address customer requirements
• Help customers evaluate AI-enabled capabilities, including applications, limitations, and implications for insurance workflows
• Partner with Product, Implementation, and Customer Success to communicate customer needs, surface solution gaps, and transfer requirements and success criteria

Senior Solutions Consultant

Revenue Operations

• Own revenue accounting end to end, from contract execution through billing, recognition, deferred revenue, contract costs, and reporting
• Design the revenue operating model, including processes, close calendar, roles, hand-offs, and documentation
• Draft and maintain revenue recognition policies, position papers, and desk procedures
• Serve as revenue subject matter expert for auditors, diligence teams, and internal stakeholders
• Run monthly ASC 606 revenue recognition for SaaS, usage-based, and professional services arrangements
• Maintain stand-alone selling price analysis, performance obligation allocation, and deferred revenue schedules
• Manage ASC 340-40 deferred contract cost accounting and reconciliations
• Research and write technical accounting memos and review conclusions with external auditors
• Lead the revenue workstream of month-end close, including journal entries, reconciliations, flux analysis, and sign-off
• Manage billing-to-revenue processes and resolve discrepancies
• Partner with the Controller on order-to-cash performance and cross-training
• Lead revenue platform evaluation and implementation, including requirements, configuration, migration, parallel runs, UAT, and go-live
• Define CRM/CPQ, billing, and NetSuite integration requirements
• Own Avalara sales tax configuration and compliance
• Track the revenue automation roadmap and performance measures
• Partner with Sales, Legal, FP&A, Product, and Customer Success on contracts, products, pricing, and revenue implications
• Lead the annual audit revenue workstream and support SOX readiness
• Deliver year-one milestones: document processes within 90 days, select and implement a revenue platform within 6 months, and have the platform live within 12 months

Senior Solutions Consultant

Revenue Manager