DIRECTLY REPORTS TO:

Success Consultant Manager

SUPPORTS:

Sales Team and Upsell Team, as the dedicated Fintech specialist

MAIN AREA OF RESPONSIBILITY:

The Fintech Success Consultant has three focus areas:

1. Fintech Upsell & Expansion: grow adoption of Sprout’s fintech products (ReadyCash, the Fintech Platform, and possible future releases) across the existing client base, with end-to-end ownership of ReadyCash.

2. Fintech Champion & Enablement: act as the fintech specialist for the Sales and Upsell Teams, shaping the fintech go-to-market strategy and cascading product and process knowledge.

3. Partner Management: manage Sprout’s existing and future fintech partners.

This role requires a strategic mindset and strong execution capabilities—balancing account growth,

category ownership within the Sales and Upsell Teams, and partner relationship management.

KEY RESPONSIBILITIES:

1. Fintech Upsell & Expansion

• Achieve and exceed assigned upsell revenue targets, with a strong focus on fintech product activation across ReadyCash, the Fintech Platform, and possible future releases.

• Own the end-to-end upsell process—identify, qualify, and close expansion opportunities, from consultative discovery and proposal to negotiation and closing—with a client-first focus on business value, retention impact, and seamless adoption.

• Own ReadyCash end to end, from opportunity creation through closing, activation (with Implementation and Ops), and post-activation: employee rollout and awareness, adoption and usage monitoring, issue resolution, and regular account reviews.

• Lead fintech engagement during account reviews, lifecycle touchpoints, and proactive outreach, building consultative relationships and uncovering referral and growth opportunities.

• Deliver customized presentations and proposals that articulate value to operational and C-level decision-makers.

• Maintain a clear pipeline and forecast for fintech opportunities in Sprout’s CRM, including ReadyCash opportunities from creation through activation.

2. Fintech Champion & Enablement

• Serve as the go-to fintech resource for the Sales and Upsell Teams: maintain deep product and process knowledge, join discovery calls, demos, and client meetings, and handle fintech questions and objections on ReadyCash deals.

• Collaborate with the Fintech team on product roadmap, GTM campaigns, and special offers, and cascade updates, launch communications, training, and best practices to Success Consultants and the Sales Team.

• Collect and share field feedback to improve fintech offerings, GTM strategy, and internal alignment.

3. Partner Management

• Manage relationships with existing fintech partners through regular check-ins, performance reviews, issue escalation, and alignment on service levels, targets, and joint client outcomes.

• Support the Fintech team and company leadership, as needed, in onboarding future fintech partners by providing field and client input and helping with due diligence and go-live readiness.

• Act as the main point of contact between partners and Sprout’s internal teams (Sales, Upsell, Product, Ops, Implementation), and track partner performance and pipeline contribution, surfacing insights and risks to leadership.

• Perform other duties and special projects as assigned by the Fintech Director or company leadership.

QUALIFICATIONS & COMPETENCIES:

• Proven track record of exceeding upsell or expansion quotas in SaaS or enterprise B2B environments.

• Experience in consultative sales, account management, or enterprise customer success, strategically focusing on account growth.

• Experience owning a product across the full client lifecycle, from opportunity creation and closing through activation and post-sale adoption.

• Experience in partner or vendor relationship management, including onboarding, performance tracking, and commercial alignment.

• Comfortable acting as a product specialist for both new-business Sales and account management teams.

• Familiarity with or deep interest in Fintech products, employee benefits, or HR/payroll-related solutions.

• Strong communicator and influencer—comfortable advising both internal teams and external clients and partners.

• Highly collaborative, organized, and driven to succeed in a cross-functional, fast-moving environment.

• Excellent presentation, proposal, and deal structuring skills.

• Analytical mindset with an eye for patterns, data insights, and improvement opportunities.

• Proficiency in CRM tools and other Customer Engagement Platforms (e.g., HubSpot, Pendo)

• 3–5 years of experience in a high-growth SaaS company; exposure to HRTech or Fintech a plus.