Professional Services Go-To-Market Lead

Who We AreHaving surpassed $200M ARR and continuing to grow, AuditBoard is the leading audit, risk, ESG, and InfoSec platform on the market. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: AuditBoard is top-rated on G2.com and Gartner Peer Insights. At AuditBoard, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the sixth year in a row, as ranked by Deloitte! Why This Role is ExcitingWe are seeking a strategic and commercially savvy Professional Services Go-To-Market Lead to transform how we position, scope, and sell our professional services offerings. This individual contributor role will be instrumental in driving optimal commercial outcomes by partnering with our sales organization to ensure the right services are attached to deals, with appropriate guardrails and pricing structures that support both customer success and business margin targets. As a key member of the Professional Services team, you'll work at the intersection of sales, service delivery, and partner strategy to mature our services GTM motion. You'll influence senior stakeholders across Sales, Finance, and Partner Services to drive strategic initiatives that directly impact services attach rates, margin improvement, and partner leverage models. Key Responsibilities Strategic Services Planning & EnablementDesign and implement comprehensive services and GTM strategies that align with sales objectives and capacity planning modelsCreate and maintain services SKUs, pricing models, and packaging strategies that optimize attach rates while protecting marginsDevelop and enforce discount approval thresholds and governance frameworks for service dealsPartner with Finance to refine forecasting models for services revenue, partner allocation, and capacity planningSales Partnership & Deal SupportActively participate in strategic deal reviews to ensure appropriate services scoping and commercial structuresProvide hands-on support for complex or high-value opportunities, working directly with sales teams to position services effectivelyTrain and enable the sales organization on service value propositions, scoping methodologies, and pricing strategiesDevelop playbooks and tools that help sales teams independently position the right services mixPartner Strategy ExecutionCollaborate closely with the Director of Partner Services to optimize partner paper versus subcontractor modelsDesign commercial frameworks that increase partner-delivered implementations while maintaining quality and margin targetsEstablish clear criteria and processes for determining when work should go to partners versus internal deliveryTrack and improve metrics around partner attach rates and partner paper percentageOperational ExcellenceOwn and improve key service metrics, including attach rates, service margin, utilization targets, and NNARR sourcingIdentify and drive process improvements that streamline service sales cycles and reduce frictionBuild reporting and analytics to provide visibility into service performance and pipeline healthPartner with delivery teams to ensure smooth handoffs from sales to implementationAttributes for a Successful Candidate5-8+ years of experience in Professional Services, Sales Operations, or GTM roles within SaaS or consulting organizationsProven track record in services forecasting, planning, and services strategy developmentDeep understanding of professional services economics, including utilization models, margin drivers, and capacity planningExperience influencing senior stakeholders and driving cross-functional initiatives without direct authorityStrong analytical skills with the ability to translate complex data into actionable insights and recommendationsKey CompetenciesDetail-oriented executor who can balance strategic thinking with tactical implementationExceptional communication and presentation skills, comfortable engaging with C-level executivesStrong business acumen with the ability to protect margins while ensuring customer successPlayer-coach mentality - willing to roll up sleeves while implementing strategic initiativesCollaborative approach with the ability to influence without authorityComfortable in fast-paced, high-growth environments with evolving prioritiesNice to Have Experience with Big 4 or similar consulting firm ecosystems, particularly in services scoping and pricingBackground in SaaS implementation services or technical consultingFamiliarity with partner delivery models and channel strategiesUnderstanding of GRC, audit, or compliance domains Experience with tools like Salesforce, professional services automation (PSA) platforms, and financial planning systemsOur Company ValuesCustomer obsession: Apply relentless focus on listening to and understanding customers as the core of everything we doWin, together: Drive to be the best while supporting each other’s successGritty resilience: Thrive in a fast-paced and dynamic environment, balancing immediate priorities with big-picture strategic goalsPersonal improvement: Stay eager to share insights, seek feedback, and continuously learnConstant innovation: Challenge the status quo and drive improvementsPerks*Launch a career at one of the fastest-growing SaaS companies in North America! Live your best life (LYBL)! $200/mo for anything that enhances your lifeRemote and hybrid work options, plus lunch in the Cerritos officeComprehensive employee health coverage (all locations)401K with match (US) or pension with match (UK)Competitive compensation & bonus programFlexible Vacation (US exempt & CA) or 25 days (UK)Time off for your birthday & volunteeringEmployee resource groupsOpportunities for team and company-wide get-togethers!*perks may vary based on eligibility/locationPlease note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information. We love building strong partnerships, but please note that AuditBoard cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation. #LI-Remote Apply To This Job