Senior Director, Services Sales & Operations

Key Responsibilities

Solution Development & Customer Engagement:

• Oversee the creation of Scopes of Work (SOW) for professional services engagements, ensuring alignment with customer needs and Billtrust capabilities.
• Present and position professional services offerings to prospects and existing customers, ensuring clear articulation of value proposition.
• Engage in high-level discussions with business and IT executives to translate customer needs into tailored Billtrust solutions.
• Facilitate the seamless transition of projects from Professional Services to Customer Success post-engagement.

Operational Excellence & Team Development:

• Optimize sales operations and processes to improve efficiency, forecasting accuracy, and customer satisfaction.
• Partner with Professional Services leadership to ensure effective resource planning, knowledge transfer, and onboarding of new customers.
• Implement best practices and continuous improvement initiatives to enhance service delivery and revenue realization.
• Mentor and develop a high-performing services sales team, fostering a culture of collaboration and excellence

Services Revenue Operations & Data Management:

• Own and manage Clarizen, ensuring data accuracy, process automation, and optimization for forecasting and reporting.
• Lead the development of revenue forecasting models, ensuring alignment with financial and strategic objectives.
• Oversee services revenue operations, including bookings, backlog management, and revenue recognition processes.
• Collaborate with Finance and Sales teams to refine reporting structures and drive data-driven decision-making.
• Establish and maintain key revenue dashboards, tracking pipeline performance and forecasting accuracy.
• Ensure compliance with financial policies and best practices in revenue recognition and forecasting.

Collaboration & Cross-Functional Alignment:

• Work closely with Sales, Marketing, Customer Success, and Product teams to align services sales strategies with overall business objectives.
• Act as a key liaison between customers, sales teams, and Professional Services, ensuring transparency and seamless execution of engagements.
• Identify and support upsell and cross-sell opportunities within existing customer accounts.

Qualification & Requirements

• Minimum of 8 years of experience in professional services sales, sales operations, or a related role within a software or SaaS environment.
• Proven track record of success in selling professional services and driving revenue growth.
• Strong business acumen and ability to engage with C-level executives in strategic discussions.
• Exceptional verbal and written communication skills, including ability to develop compelling presentations and business cases.
• Experience developing solution architecture and Scopes of Work.
• Demonstrated ability to manage and optimize sales operations, processes, and forecasting.
• Experience managing Clarizen or similar professional services automation (PSA) tools.
• Strong data management, analytics, and financial forecasting experience.
• Ability to travel up to 50% as required.
• Bachelor’s degree in business, technology, or a related field; advanced degree preferred.

Benefits

• Work from Anywhere: Your home, a coffee shop, a company paid WeWork…. you decide!
• A Culture that Lives its Values: Our values are not just words or window dressing, they guide our decisions – big and small – each and every day.
• Flexible Working Hours: We support your lifestyle- the results are what count.
• Open PTO: Work-life balance is important. We believe in giving our employees time to truly relax and recharge.
• Sabbatical: A paid leave to reward longevity and commitment to Billtrust.
• Paid Parental Leave: To promote parent-child bonding and increase gender equity at home and in the workplace.
• Opportunities for Growth: Professional development can take many shapes. Join one of our seven ERGs or participate in our Mentor-Mentee, and Leadership development programs- we foster an environment where all employees can grow.
• Recognition: From Billtrust Bucks and CEO Shoutouts to Culture Champion and CEO Excellence Awards, our employees are recognized for hard work and outcomes achieved.
• Benefits: Medical, dental, vision, 401(k) with company match, short-term and long-term disability, flexible spending accounts, HSA, and life, cancer, and AD&D insurance.
• Minimal Bureaucracy: An entrepreneurial environment of ownership and accountability allows you to get work done.