Senior Director, Services Sales & Operations

Billtrust is seeking a dynamic and strategic Senior Director of Services Sales and Operations to lead our Professional Services Sales team. This role is responsible for driving revenue growth, optimizing sales operations, and ensuring customers maximize the value of their software investment through our professional services. The Senior Director will collaborate closely with Account Executives, Sales Engineers, and Professional Services team

What You'll Do:

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.

What You'll Bring:

• 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.

The expected base salary range for this position is $200,000-$220,000 annually.
Compensation may vary depending on several factors, including a candidate’s qualifications, skills, experience, competencies, and geographic location. Some roles may qualify for extra incentives like equity, commissions, or other variable performance-related bonuses. Further details will be provided by our Talent Acquisition team during the interview process.