Professional Services Sales Lead

About the role

The Professional Services Sales Lead will play a crucial role in driving Professional Services revenue through the sale of consulting and services offerings in a SaaS environment. This role requires a seller who can independently originate, shape, and close services opportunities, as well as attach services strategically to product deals.

Responsibilities

• Own and deliver Professional Services bookings and deal quality
• Build, qualify, and manage a robust services pipeline across new and existing customers
• Lead the sale of consulting engagements, including standalone services and product-attached services
• Partner with Business Development and Account Management to position services early and influence overall deal strategy
• Translate client needs into well-defined, high-value services engagements
• Lead SOW development, pricing strategy, and negotiations
• Ensure alignment with Delivery on scope, feasibility, resourcing, and margin expectations
• Take accountability for ensuring deal shaping respects target margins and project profitability in line with services gross margin expectations at the time of contract signature
• Drive expansion opportunities within existing accounts through additional services offerings
• Maintain accurate forecasting and pipeline visibility for services bookings
• Perform retrospective deal reviews to ensure services delivery activities remain aligned to deal scoping and shaping

Requirements

The ideal candidate will possess a Bachelor's degree in Business Administration, Marketing, Sales, or a related field, with 5+ years of experience in professional services sales, preferably in the healthcare or pharmaceutical industry. Experience in selling to C-level executives and managing complex, multi-year contracts is highly desirable. Strong communication skills, ability to build relationships, and a proven track record of closing deals are essential.

Qualifications

Proficiency in Microsoft Office Suite, Salesforce, and CRM systems is required. Familiarity with the clinical research industry and understanding of regulatory requirements such as GCP and ICH guidelines is beneficial.

Skills

Exceptional interpersonal and communication skills, with the ability to build and maintain strong relationships with clients and internal stakeholders. Strong analytical and problem-solving skills, with the ability to translate business needs into actionable services solutions. Proficiency in Salesforce and CRM systems is required.

Benefits

• Comprehensive Health Plans (HDHP, PPO, HMO) via TriNet, with CluePoints covering 90% of employee and 70% of dependent premiums
• Health Savings Account (HSA) contributions ($25 employee / $50 family per month)
• Flexible Spending Accounts (FSA) and Pre-Tax Commuter Benefits
• Life, AD&D, and Disability Insurance (100% employer-paid)
• 401(k) with up to 4.5% employer match via T. Rowe Price
• Access to voluntary benefits (MetLife & Aflac), including Critical Illness, Accident, Legal, and Identity Theft protection