Director of Accounting Services
BELAY
Services Sales Director
Demandbase
full-time
Posted on:
Origin: • 🇺🇸 United States
Visit company websiteSalary
💰 $120,000 - $150,000 per year
Job Level
Lead
About the role
- We are seeking a highly motivated, strategic, and deeply consultative Services Sales leader to play a pivotal role in expanding our revenue growth. This position will be focused on supporting both new business acquisition and existing customer expansion motions by positioning and selling professional services including onboarding, training programs, ongoing strategy/analytics support, and custom white glove packages.
- The Services Sales professional will foster collaborative relationships with cross-functional teams across Sales, Customer Success, and Solution Consulting. The primary objective will be to ensure customers achieve measurable business outcomes through tailored services engagements and the adoption of Demandbase products.
- Drive the sales cycle for Professional Services offerings: onboarding services, training, and a broader suite of professional services to both new logos and existing customers.
- Act as a trusted partner collaborating closely with software sales teams throughout the sales cycle to scope, architect, and position service offerings as a value driving component of a complete, integrated solution.
- Identify, qualify, and capitalize on upsell and cross-sell opportunities for services during ongoing expansion conversations, renewals, and account reviews.
- Assist with strategic account plans specifically for services, aligning with overall company revenue objectives.
- Deal Structuring: Partner with Finance and Legal to structure customer-aligned services deals that balance value and profitability.
- Engage with customers to uncover their unique business challenges, strategic objectives, and desired outcomes. Translate these insights into Services proposals/SOWs that clearly convey the outcomes/values customers can expect to achieve.
- Master the art of objection handling, addressing customer concerns with informed solutions and reinforcing the value proposition of our services.
- Work hand-in-hand with Account Executives, Customer Success Managers, and the Professional Services Delivery teams to ensure a seamless handoff from pre to post sales, ensuring high quality customer service and outcomes.
- Collaborate with Services leadership to develop, refine, and maintain a robust portfolio of packaged services offerings and comprehensive Statements of Work (SOWs) that are consistently aligned with evolving customer needs, market demands, and desired business outcomes.
- Contribute to the ongoing development and refinement of sales collateral and training materials for internal teams to enhance services selling capabilities
- Maintain accurate pipeline management and forecast reporting for Professional Services opportunities within the Salesforce.
- Consistently meet or exceed assigned services sales quotas and growth targets
- Analyze sales data to identify trends, opportunities for improvement, and inform future sales strategies.
- Provide regular updates to leadership on services sales performance, market feedback, and competitive intelligence.
Requirements
- 7+ years of progressive sales or services sales experience within a dynamic SaaS, enterprise technology, or professional consulting environment.
- Demonstrated history of consistently meeting or exceeding demanding sales targets, with a strong preference for candidates who have a successful background in selling high-value professional services.
- Proven ability to collaborate effectively across sales, customer success, services, and product management, to align service offerings with customer needs
- Hands-on experience and proficiency with Salesforce or similar industry-leading CRM systems for pipeline management, forecasting, and reporting.
- Strong understanding of general business principles, SaaS business models, operational financial metrics, and how professional services contribute to a customer's strategic objectives and ROI.
- Excellent analytical and problem-solving skills, with the ability to diagnose customer challenges and propose effective service solutions.
- Ability to guide customers through organizational change tied to technology and services adoption.
