Lead the strategy and governance of the services portfolio, driving revenue and customer outcomes through collaboration with multiple teams and a focus on continuous improvement.
About the Role
The Director, Services Portfolio leads the strategy, performance, evolution, and governance of our services portfolio and function that supports pre‑sales scoping and delivery readiness. This leader ensures every offering is aligned to company objectives, customer outcomes, market trends, and delivery capabilities—owning portfolio strategy & prioritization, lifecycle management, continuous improvement, and customer feedback loops. They partner with senior leadership to set the standards, methods, and tools for discovery, services scoping and estimation, SOW development and accuracy, enablement, and the sales to services transition, while partnering with Sales, Product, Marketing, Operations, Services, Support, and Customer Success to drive revenue, attach‑rate, and predictable project outcomes.
What You'll Do:
Portfolio Strategy & Governance
· Define and maintain the services portfolio strategy and multi‑quarter roadmap; prioritize investments using customer value, commercial impact, and delivery feasibility.
· Lead portfolio lifecycle from ideation → launch → optimization → retirement; manage rationalization with data‑backed recommendations.
· Establish and chair portfolio governance (stage gates, standards, approval forums); ensure compliance (data/privacy, legal/SOW, brand).
Solutions Engineering / Scoping Excellence
· Own scoping and estimation methodology (LoE models, margin bands, risk buffers) and SOW quality standards across offerings and deal tiers.
· Direct their team in discovery, solution design, demos/PoCs, integration and migration planning, and creation of customer‑ready SOWs.
· Implement coaching and QA programs that reduce under‑scoped change orders and improve scoping accuracy and delivery readiness.
Go‑to‑Market & Services Marketing
· Partner with Services/Product Marketing to craft positioning, value propositions, messaging, and packaging/pricing for services.
· Oversee creation and upkeep of datasheets, pitch decks, systems, product codes/attributes, and SOW language; ensure sales‑ready enablement assets.
· Support launches and campaigns, internal enablement (office hours, playbooks, objection handling), and participation at customer events.
Cross‑Functional Leadership & Operations
· Run the operating cadence (deal reviews, estimation QA, SLA tracking, portfolio reviews); forecast capacity with Resource Management.
· Partner with operations teams to maintain systems of record, performance dashboards, and analytics.
What We Are Looking For:
· 10+ years in Professional Services, Product/Portfolio Management, or Solutions/Pre‑Sales for B2B SaaS; 5+ years leading managers and senior ICs.
· AI‑literate, with demonstrated experience using AI‑powered tools for market research, content generation, customer insights, workflow automation, and portfolio performance analysis—and ability to apply AI‑first approaches to streamline workflows and improve operational efficiency.
· Proven track record building and optimizing services portfolios and leading pre‑sales solutioning/scoping at scale (enterprise + mid‑market).
· Deep proficiency in GTM and launch execution, sales enablement, and creation of high‑impact content (datasheets, decks, playbooks, SOW language).
· Data‑driven operator with command of service KPIs, pricing/margin mechanics, and forecasting; comfortable with PSA/CPQ/CRM tools.
· Executive‑ready communication and cross‑functional influence; skilled at translating insights into crisp decisions and standards.
· Experience packaging repeatable services offers and accelerators; partner ecosystem exposure.
· Change management and enablement leadership across global teams.
· Drive continuous improvement and innovation—standardization, automation, accelerators, and reusable templates that reduce time‑to‑scope.
Leadership Competencies
· Strategic clarity: sets direction and measurable outcomes; ties portfolio bets to revenue and customer value.
· Systems thinking: designs methods and tooling others can reuse; raises the organizational bar.
· Talent builder: hires, develops, and retains high‑performing managers/ICs; fosters a coaching culture.
· Bias to action: moves from insight to standard quickly; measures and iterates.
Flexible Work Hours
Flexible Working Hours: We support your lifestyle- the results are what count.
Growth Opportunities
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.
Paid Parental Leave
Paid Parental Leave: To promote parent-child bonding and increase gender equity at home and in the workplace.
Paid Time Off
Open PTO: Work-life balance is important. We believe in giving our employees time to truly relax and recharge.
Remote-Friendly
Work from Anywhere: Your home, a coffee shop, a company paid WeWork.... you decide!
Billtrust provides B2B order-to-cash software and digital payment solutions that empower finance leaders to streamline invoicing and accelerate cash flow. By facilitating the transition from traditional paper invoicing to efficient electronic billing, we enable companies like Kraft Foods and New Balance to get paid faster and enhance customer satisfaction. With extensive industry expertise, we process over $1 trillion in invoices for more than 2,600 global customers, delivering significant business value.
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Director Q&A's