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Who We Are:

As the largest privately held service provider in our industry, Thomas & Company stands at the forefront of delivering innovative and comprehensive solutions that help businesses optimize their operations and manage critical aspects of human resources. We specialize in offering unmatched unemployment cost control, employment verification, and tax credit services, all designed to reduce financial risk, streamline processes, and drive cost efficiency for our clients.

Our Culture:

We believe that success starts with people. We are committed to fostering a culture of innovation, collaboration, and growth. Our mission is to empower our employees to thrive both professionally and personally, offering an environment where creativity and diverse ideas flourish.

We are not just a company-we are a community of passionate individuals dedicated to making a real impact. From dynamic team-building opportunities to leadership development programs, Thomas & Company invests in its people at every level. Our supportive workplace is built on the foundation of our core values a shared vision for enabling success. Our winning culture has earned recognition as a five-time Tennessean Top Workplace and a three-time (and counting) USA Today Top Workplace. Whether you're looking for a challenge, a place to grow your career, or a team that values your contributions, Thomas & Company offers endless opportunities to make a difference. Join us and become part of a team where your ideas are heard, your potential is recognized, and your career can truly flourish.

The Position:

The Sr. Director, Employer Solutions serves as a senior go-to-market and subject matter leader who strengthens revenue growth by enabling Sales with the expertise, tools, and programs needed to win employers. This role combines expertise in unemployment cost control, employment verifications, and tax credits with leadership of key go-to-market activities, including webinars, events, sales enablement materials, proposal and ROI support, and thought leadership. By partnering closely with Sales, Marketing, Product, and Customer Success, this leader ensures prospects experience a clear, credible, and consistent value narrative across every stage of the buying journey.

Essential Duties and Responsibilities

• Serve as a trusted advisor to prospective employers, partnering with Sales to understand complex business challenges and translate them into effective, scalable solutions.
• Support, as needed, technical and business discovery conversations to uncover prospect needs, pain points, systems, workflows, and success criteria.
• Design and present customized solution recommendations that align product capabilities to employer outcomes such as cost reduction, compliance, efficiency, and ROI.
• Deliver tailored product demonstrations and solution walkthroughs that clearly articulate value, use cases, and differentiators for both technical and non-technical audiences.
• Support the sales cycle from early discovery through close, including pricing scenarios, solution positioning, and risk mitigation discussions.
• Collaborate with Sales to develop compelling proposals, business cases, and ROI analyses that strengthen the prospect's internal decision-making and approval process.
• Act as a subject matter expert on employer solutions, staying current on industry trends, regulatory considerations, and competitive offerings.
• Address technical and solution-related questions, objections, and validation needs, including security, integrations, implementation approach, and data considerations.
• Partner cross-functionally with Product, Marketing, Customer Success, and Implementation teams to ensure solution alignment, feedback loops, and smooth post-sale handoffs.
• Contribute to the creation and continuous improvement of sales enablement assets, including demo environments, use-case narratives, FAQs, and best-practice playbooks.
• Participate in and/or lead prospect-facing webinars, events, and presentations, representing the company with credibility and thought leadership.
• Provide insights from the field to inform product roadmap prioritization, messaging, and go-to-market strategy through various meetings and participating in selective Assessment of Service Quality (ASQ) calls.
• Support onboarding and ongoing enablement of Sales team members by sharing product knowledge, market insights, and winning solution patterns.
• Maintain accurate documentation of solution designs, discovery notes, and customer requirements within CRM and sales tools.
• Consistently model a customer-first, consultative selling approach that reinforces trust, transparency, and long-term partnership.
• Manage the monthly sales webcast program, including topic selection, effectiveness evaluation, presentation development, speaker and talk-track coordination, registration tracking, team reporting, post-webcast analysis, attendance tracker updates, attendee follow-up, and coordination with Marketing on invitations, Zoom setup, registration pages, polls, and surveys.
• Coordinate tradeshow and conference participation with Marketing, evaluate event effectiveness and ROI, support annual conference strategy, and partner with Sales to establish and reinforce required pre-event, on-site, and post-event activities.
• Support virtual speaking engagements by maintaining and tracking the schedule, communicating changes to Marketing, updating presentations for selected topics and state-specific requirements, providing backup coverage when scheduling conflicts arise, and tracking post-engagement survey feedback.
• Support Sales through discovery calls, product demonstrations, competitive and tax rate analyses, benchmarking reports, quarterly client account and industry updates, M&A reporting through Crunchbase, annual state tax rate updates, and ongoing monitoring of industry, state, and legislative developments.
• Other duties as assigned.
  

Required Qualifications

• Bachelor's degree in Business, Information Systems, Engineering, Computer Science, or a related field, or equivalent combination of education and relevant professional experience. Advanced degree (MBA or similar) preferred but not required.
• 7–10+ years of experience in a Solutions Consulting, Sales Engineering, Pre-Sales, or Technical Consulting role within a SaaS, technology, or technology-enabled services environment.
• Demonstrated success supporting complex, consultative sales cycles, including discovery, solution design, and executive-level presentations.
• Demonstrated experience running webinars/events programs and coordinating cross-functional stakeholders (Sales, Marketing, Product, Customer Success).
• Experience partnering closely with Sales teams to influence deal strategy and outcomes.
• Track record of engaging credibly with senior stakeholder audiences, including HR, Finance, Operations, and IT leaders.
• Strong understanding of employer-focused solutions and buyer needs, particularly in areas such as workforce management, compliance, cost optimization, operational efficiency, or benefits-related services.
• Familiarity with common B2B buying processes and enterprise decision-making dynamics.
• Proficiency with CRM and sales tools (e.g., Salesforce or similar), presentation tools, and virtual demo platforms.
• Familiarity with common B2B buying processes and enterprise decision-making dynamics.
• Equivalent combination of education and experience will be considered.
• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

Special Considerations and Prerequisites

• Ability to translate complex technical concepts into clear, compelling business value messages.
• Experience delivering customized product demonstrations and solution walkthroughs.
• Working knowledge of SaaS platforms, integrations, data workflows, and implementation considerations.
• Strong analytical skills to support business cases, ROI discussions, and solution trade-off analysis.
• Demonstrates a consultative, customer-first mindset, focused on understanding root problems before prescribing solutions.
• Communicates with clarity, confidence, and credibility across technical and non-technical audiences.
• Operates with high professionalism, sound judgment, and integrity in all prospect and internal interactions.
• Thrives in ambiguity, adapting quickly to changing priorities, deal dynamics, and product evolution.
• Highly collaborative; builds trust and alignment across Sales, Product, Marketing, and Customer Success teams.
• Approaches challenges with intellectual curiosity, resilience, and a continuous-improvement mindset.
• Manages time and priorities effectively in a fast-paced, deadline-driven environment.
• Willingness to travel as needed to support prospect meetings, conferences, and company events (typically moderate and variable based on sales activity).
• Ability to work flexible hours when required to support customer schedules across time zones.
• Role may be remote, hybrid, or office-based depending on company guidelines; reliable home-office setup required for client-facing virtual engagements.
• Ability to handle sensitive client, prospect, and company information with a high degree of confidentiality and discretion.