Professional Services Go-To-Market Lead

Who We Are

Having 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 Exciting

We 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 & Enablement

• Design and implement comprehensive services and GTM strategies that align with sales objectives and capacity planning models

• Create and maintain services SKUs, pricing models, and packaging strategies that optimize attach rates while protecting margins

• Develop and enforce discount approval thresholds and governance frameworks for service deals

• Partner with Finance to refine forecasting models for services revenue, partner allocation, and capacity planning

Sales Partnership & Deal Support

• Actively participate in strategic deal reviews to ensure appropriate services scoping and commercial structures

• Provide hands-on support for complex or high-value opportunities, working directly with sales teams to position services effectively

• Train and enable the sales organization on service value propositions, scoping methodologies, and pricing strategies

• Develop playbooks and tools that help sales teams independently position the right services mix

Partner Strategy Execution

• Collaborate closely with the Director of Partner Services to optimize partner paper versus subcontractor models

• Design commercial frameworks that increase partner-delivered implementations while maintaining quality and margin targets

• Establish clear criteria and processes for determining when work should go to partners versus internal delivery

• Track and improve metrics around partner attach rates and partner paper percentage

Operational Excellence

• Own and improve key service metrics, including attach rates, service margin, utilization targets, and NNARR sourcing

• Identify and drive process improvements that streamline service sales cycles and reduce friction

• Build reporting and analytics to provide visibility into service performance and pipeline health

• Partner with delivery teams to ensure smooth handoffs from sales to implementation

Attributes for a Successful Candidate

• 5-8+ years of experience in Professional Services, Sales Operations, or GTM roles within SaaS or consulting organizations

• Proven track record in services forecasting, planning, and services strategy development

• Deep understanding of professional services economics, including utilization models, margin drivers, and capacity planning

• Experience influencing senior stakeholders and driving cross-functional initiatives without direct authority

• Strong analytical skills with the ability to translate complex data into actionable insights and recommendations

Key Competencies

• Detail-oriented executor who can balance strategic thinking with tactical implementation

• Exceptional communication and presentation skills, comfortable engaging with C-level executives

• Strong business acumen with the ability to protect margins while ensuring customer success

• Player-coach mentality – willing to roll up sleeves while implementing strategic initiatives

• Collaborative approach with the ability to influence without authority

• Comfortable in fast-paced, high-growth environments with evolving priorities

Nice to Have 

• Experience with Big 4 or similar consulting firm ecosystems, particularly in services scoping and pricing

• Background in SaaS implementation services or technical consulting

• Familiarity with partner delivery models and channel strategies

• Understanding of GRC, audit, or compliance domains

• Experience with tools like Salesforce, professional services automation (PSA) platforms, and financial planning systems

Our Company Values

• Customer obsession: Apply relentless focus on listening to and understanding customers as the core of everything we do

• Win, together: Drive to be the best while supporting each other’s success

• Gritty resilience: Thrive in a fast-paced and dynamic environment, balancing immediate priorities with big-picture strategic goals

• Personal improvement: Stay eager to share insights, seek feedback, and continuously learn

• Constant innovation: Challenge the status quo and drive improvements

Perks*

• 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 life

• Remote and hybrid work options, plus lunch in the Cerritos office

• Comprehensive employee health coverage (all locations)

• 401K with match (US) or pension with match (UK)

• Competitive compensation & bonus program

• Flexible Vacation (US exempt & CA) or 25 days (UK)

• Time off for your birthday & volunteering

• Employee resource groups

• Opportunities for team and company-wide get-togethers!

*perks may vary based on eligibility/location

Please 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.

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