Full-Time Professional Services Go-To-Market Lead

We are seeking a strategic and commercially savvy Professional Services Go-To-Market Lead to transform how we position, scope, and sell our professional services offerings. This individual contributor role will be instrumental in driving optimal commercial outcomes by partnering with our sales organization to ensure the right services are attached to deals, with appropriate guardrails and pricing structures that support both customer success and business margin targets.

As a key member of the Professional Services team, you'll work at the intersection of sales, service delivery, and partner strategy to mature our services GTM motion. You'll influence senior stakeholders across Sales, Finance, and Partner Services to drive strategic initiatives that directly impact services attach rates, margin improvement, and partner leverage models.

• Strategic Services Planning & Enablement: Design and implement comprehensive services and GTM strategies that align with sales objectives and capacity planning models. Create and maintain services SKUs, pricing models, and packaging strategies that optimize attach rates while protecting margins. Develop and enforce discount approval thresholds and governance frameworks for service deals. Partner with Finance to refine forecasting models for services revenue, partner allocation, and capacity planning
• Sales Partnership & Deal Support: Actively participate in strategic deal reviews to ensure appropriate services scoping and commercial structures. Provide hands-on support for complex or high-value opportunities, working directly with sales teams to position services effectively. Train and enable the sales organization on service value propositions, scoping methodologies, and pricing strategies. Develop playbooks and tools that help sales teams independently position the right services mix
• Partner Strategy Execution: Collaborate closely with the Director of Partner Services to optimize partner paper versus subcontractor models. Design commercial frameworks that increase partner-delivered implementations while maintaining quality and margin targets. Establish clear criteria and processes for determining when work should go to partners versus internal delivery
• Operational Excellence: Own and improve key service metrics, including attach rates, service margin, utilization targets, and NNARR sourcing. Identify and drive process improvements that streamline service sales cycles and reduce friction. Build reporting and analytics to provide visibility into service performance and pipeline health

5-8+ years of experience in Professional Services, Sales Operations, or GTM roles within SaaS or consulting organizations. Proven track record in services forecasting, planning, and services strategy development. Strong analytical skills with the ability to translate complex data into actionable insights and recommendations

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