Senior Professional Services Executive - Sales GTM

Pipeline & Bookings Ownership

Proactively build, manage, and mature a robust Professional Services pipeline aligned to regional and vertical sales priorities
Drive services bookings by actively engaging in deal strategy, qualification, and close activities
Partner with Account Executives and Sales Leadership to position services as a critical component of every deal
Maintain accurate pipeline visibility and forecasting for services opportunities

Services Attach & Revenue Growth

Increase services attach rates across new software sales and renewals
Identify and drive expansion opportunities within existing accounts in collaboration with Customer Success Managers (CSMs), Technical Account Managers (TAMs), and Renewals
Develop and execute strategies to grow services revenue across key accounts and segments

GTM Partnership & Influence

Work closely with Vertical and Regional Sales Teams, Sales Engineers, Business Development, CSMs, and Channel/Partner teams to influence deal outcomes
Shape opportunities early by defining services scope, value proposition, and delivery approach
Ensure services are embedded into GTM motions, campaigns, and account planning efforts

Opportunity Shaping & Solutioning

Lead or support scoping discussions, SOW development, and solution design to ensure high-quality, deliverable engagements
Align services offerings to customer business outcomes, ensuring clear articulation of value
Balance commercial objectives with delivery feasibility and margin expectations

Practice Leadership & Collaboration

Partner with other Services leaders to align on capacity, capabilities, and strategic priorities
Provide feedback to improve services offerings, packaging, and go-to-market positioning
Act as a champion for a “pipeline-first” culture within the Services organization

Qualifications

• 8–12+ years of experience in Professional Services, Consulting, or Services Sales within enterprise software or data-focused organizations
• Proven track record of driving pipeline, influencing deals, and closing services bookings
• Strong understanding of enterprise sales cycles and GTM motions
• Able to collaborate and influence across cross-functional teams without direct authority
• Experience working with data, analytics, data integration, or data governance solutions is highly preferred
• Strong commercial acumen with the ability to balance growth, margin, and delivery quality
• Travel is required: Yes or No – Approximately 25%
• AI Skills/Knowledge: Understanding of how AI—particularly generative AI—drives business outcomes (e.g., automation, decision intelligence, data enrichment) and the ability to translate these into services-led value
• Experience leveraging AI tools (e.g., copilots, predictive analytics, account intelligence platforms) to improve Pipeline generation, Deal qualification, Forecast accuracy and Sales productivity
• Preferred Skills: Exposure to building or selling AI-related services such as AI readiness assessments, Data governance for AI initiatives, Model risk and compliance frameworks, and/or Data pipeline modernization for AI workloads
• Familiarity with emerging AI governance principles (e.g., model transparency, bias mitigation, data lineage) and how these translate into billable services opportunities
• Hands-on comfort using generative AI tools to accelerate Proposal/SOW development, Account research and planning, and Solution positioning and messaging