Schellman is a Top 50 CPA firm and a leading provider of attestation and compliance services. Our professional services focus on security and privacy audits, assessments, and certifications. Schellman has become one of the largest cybersecurity assessment firms in the United States without providing any traditional accounting services. We are an accredited multi-framework ISO Certification Body for security, privacy, business continuity, and quality; a globally licensed PCI Qualified Security Assessor and a top provider to clients serving the federal DoD space as a leading FedRAMP 3PAO and the first assessment firm authorized as a CMMC C3PAO. Our specialty and expertise remain in providing best in class Cybersecurity and IT Audits and Attestations. Our culture, approach with clients, and dedication to our values has led us to consistently be a Great Places to Work certified company and rated as a Best Firms to Work For by Accounting Today and a Glassdoor Best Places to Work. We deeply appreciate our employees, as shown by our first core value - People Come First. This is demonstrated in our culture, benefits, and how we handle business. Come see what makes Schellman special!

JOB SUMMARY

The Client Onboarding Specialist plays a key role in supporting the structuring, pricing, and negotiation of client contracts and service agreements. This role ensures that client deals are consistently structured and align with the organization's financial, operational, and compliance objectives. The Client Onboarding Specialist works closely with project leads, sales teams, legal and compliance teams, and business development personnel to facilitate an efficient client contracting cycle. This includes drafting and managing contracts such as Nondisclosure Agreements (NDAs), Master Services Agreements (MSAs), Statements of Work (SOWs), Engagement Letters, and Amendments through the negotiation and execution process.

As part of a centralized Deals Desk, this role is integral in streamlining contract execution, maintaining quality and consistency in deal structuring and pricing, and supporting data-driven decision-making. The Client Onboarding Specialist will also collaborate with internal compliance, legal, and procurement teams to ensure smooth and efficient onboarding of new clients. This role reports to the Director of Client Success Operations.

Essential Functions:

Contract Structuring & Pricing:

• Analyze client requirements and evaluate proposed pricing models for services.

• Ensure proposals are financially viable while maintaining market competitiveness.

• Balance profitability with compliance and risk mitigation.

• Ensure consistency in applying administrative fees, travel expenses, and discounting strategies.

• Escalate deals that are out of compliance for research and additional approval levels as needed.

Contract Development:

• Assist in drafting NDAs, MSAs, SOWs, Job Arrangement Letters (JALs), and amendments.

• Monitor contract terms and deviations from standard templates to maintain compliance.

• Track and monitor the contract lifecycle from drafting to execution, identifying process inefficiencies.

Process & System Optimization:

• Support the implementation of a new contract management system (expected 1H 2025).

• Establish and maintain key performance indicators (KPIs) to measure contract execution efficiency.

• Collaborate with internal stakeholders (sales, service delivery, finance, compliance and legal) to enhance contract workflows.

Data & Compliance Management:

• Ensure HubSpot or other CRM tools are updated to maintain pipeline accuracy.

• Track and analyze contract lifecycle metrics, including time to execution, number of revisions, and deal consistency.

• Provide insights into deal outcomes to support future pricing strategies.

Client & Internal Stakeholder Coordination:

• Work closely with sales, business development, and service delivery teams to optimize deal execution.

• Support contract negotiations and compliance reviews with client contacts, internal and external legal and procurement teams

• Coordinate with the contracts team post-execution to ensure complete and accurate data transfer for invoicing.

Knowledge, Skills, and Abilities:

• Strong understanding of contract structuring, pricing models, and financial principles in professional services.

• Familiarity with proposal development, contract management systems, and CRM tools.

• Knowledge of professional services agreements and compliance standards, especially within accounting, consulting, or cybersecurity industries.

• Analytical skills to interpret contract terms, pricing structures, and deal outcomes.

• Ability to work collaboratively across teams, including sales, legal, compliance, and finance.

• Exceptional organizational and project management skills to track multiple contracts in progress.

• Strong attention to detail, ensuring accuracy in contracts and financial projections.

• Ability to work in a fast-paced, deadline-driven environment with competing priorities.

• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint) and contract management tools.

Education, Work Experience, and Certifications

• Bachelor's degree in Business Administration, Finance, Accounting, Law, or a related field.

• 2+ years of experience in contract administration, pricing analysis, or professional services operations.

• Experience with client onboarding, deal structuring, or pricing negotiations is highly desirable.

• Prior experience working in accounting, consulting, or a Big 4 firm is a plus.

Schellman is an equal opportunity employer (EOE) and strongly supports diversity in the workplace; therefore, providing equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law. Schellman uses E-Verify in our hiring process.

At Schellman, we strive to provide a flexible and balanced environment and therefore offer the opportunity to work remotely, unless otherwise stated in the job requirements. Connecting, collaborating and continuous education are also highly valued and therefore we require some travel annually for our Internal Service Delivery roles, which can include in-person training, team meet-ups, and strategy meetings. Service Delivery team members will also be required to travel based on business and client needs.