Client Development / Sales Representative - Whitebirch Software

Job ID
# of Openings
Sales/Business Development


Company Description

The PFM Group is a financial and investment advisory firm that provides debt, credit, and investment management services primarily to governments and governmental entities. The PFM Group has a world-class reputation for providing our clients with independent advice and is consistently ranked among the top financial advisory firms in the country.       


PFM Solutions LLC (PFM-S) is an operating affiliate of The PFM Group. PFM-S primarily markets, implements, and services our proprietary software – Whitebirch, a financial modeling platform that provides a flexible Cloud-based architecture designed to easily construct, manage, and validate complex financial projections, with an intuitive interface that allows users to consider, analyze, and present myriad possibilities.


Position Summary

PFM-S is currently seeking technology oriented professionals to serve as Client Development Consultants (CDCs). The successful candidate(s) will be expected to have a history with and a strong interest in leveraging software to solve client problems and must have demonstrated success executing the essential elements of cloud-based software deployments. Candidates must have excellent verbal communication, presentation, and interpersonal skills to facilitate interaction with a diverse group of internal colleagues, senior managers, clients, and prospects. Candidates must also have the ability to manage multiple and overlapping priorities and deadlines and otherwise own their list of responsibilities.


The Client Development Consultant will work closely with the Whitebirch modeling team(s), sales teams, senior managers, and peers to manage and execute several phases of the Whitebirch prospect engagement process. The successful candidate will manage the initial engagement and orientation of prospects via telephone, email, and other media as necessary. Consultation with, and management of the discovery process, of organizations interested in the Whitebirch financial modeling platform is a key element of this role.


Specific responsibilities may include:

  • Developing subject matter expertise in the markets we serve
  • Developing subject matter expertise in financial modeling principles and practices
  • Collaborating with Whitebirch and PFM marketing efforts to identify right fit prospects interested in the platform
  • Owning the first point of contact with prospective clients and managing initial communications;
  • Independently researching prospect company information to determine prospect viability;
  • Independent data mining to identify new market segments and prospects
  • Utilizing CRM (both across the Whitebirch and PFM platforms) to manage all prospect and research activities
  • Partnering with prospects to understand their financial modeling needs, including an understanding of prospects’ current systems and workflows as related to Whitebirch, and making recommendations to PFM-S leadership on which solution to present to the prospect;
  • Working with prospects to understand their buyer team, roles, budget, and timelines, so as to identify those prospects meriting additional sales focus versus those returned to MQL status;
  • Driving attendance and conducting follow up for all Whitebirch events, sponsorships, product offerings/demonstrations; and
  • Reporting on the quantity, velocity, and conversion of MQLs and SQLs.


  • Bachelor's degree with a track record of academic achievement;
  • 1-3 years of customer facing business experience, and/or marketing experience in the software industry or a related field (software industry experience strongly preferred);
  • Knowledge of market research, sales, negotiating, and relationship cultivation principles;
  • Excellent verbal/interpersonal communication, presentation, and listening skills;
  • Willingness to continually learn and acquire additional responsibilities;
  • Ability to focus and apply attention to detail;
  • Ability to work independently and exercise judgment
  • Ability to own growing list of responsibilities (rather than complete task-oriented assignments);
  • Ability to multi-task;
  • Comfort with an entrepreneurial environment;
  • Ability to adapt to change and otherwise operate in a rapidly changing business and environment;
  • Ability to selflessly work in teams as a collaborative contributor;
  • A strong sense of accountability, integrity and ethics.



PFM offers competitive compensation and a comprehensive benefits package, including profit sharing and 401K with company match.

The PFM Group is an equal opportunity employer (EOE, M/F/D/V) and maintains a drug-free workplace.




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