Senior Director, Services Sales & Operations

6 days ago

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Billtrust

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Billtrust makes it easier for B2B companies to get paid. We’ve been the leading innovator in AR automation for nearly two decades and continue accelerating. Our customers span 40+ industries and we lead with double digit market share in many of the industries we serve.

Outsourced Invoicing • ebilling • EBPP • EIPP • Billing Services

501 - 1000 employees

💰 $200M Post-IPO Equity on 2021-01

📋 Description

• 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 • 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. • 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. • 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. • 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.

🎯 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.