Services Strategy & Operations 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 Services Strategy & Operations Lead to help scale and operationalize our Professional Services go-to-market motion. In this high-impact IC role, you will own how we package and price services, improve attach rates and margins, and partner with Sales, Finance, and Partner Services to ensure the right services are included in every deal. You will influence senior stakeholders and directly shape the commercial success of our services organization.

Key Responsibilities

Strategic Services Planning & Enablement

• Build and maintain service SKUs, pricing models, and packaging strategies

• Develop and enforce discount guardrails and governance frameworks

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

Sales Partnership & Deal Support

• Participate in strategic deal reviews to ensure accurate scoping and margin protection

• Provide hands-on support for complex or high-value opportunities

• Create playbooks, tools, and training to enable Sales to position services confidently

Partner Strategy Execution

• Collaborate with Partner Services leadership to increase partner-delivered implementations

• Define criteria for partner vs. internal delivery and track attach rates

• Drive improvements in partner-paper percentage and quality

Operational Excellence

• Monitor and improve attach rates, margin, utilization, and NNARR sourcing

• Identify process improvements to streamline the service sales cycle

• Build reporting and analytics for visibility into service performance and pipeline health

Attributes for a Successful Candidate

• 5–8+ years in Professional Services, Services Strategy, Sales Operations, or GTM roles within SaaS or consulting

• Hands-on experience creating service SKUs, pricing/packaging models, and margin frameworks that drove measurable attach-rate or utilization improvements

• Strong command of service economics (margin drivers, utilization models, capacity planning) with the ability to turn insights into action

• Influential communicator skilled at aligning Sales, Finance, and Delivery leadership to execute cross-functional initiatives

• Analytical and data-driven, able to build business cases and governance frameworks that withstand executive scrutiny

• Thrives as a senior IC — balancing strategic design with tactical execution and rolling up sleeves when needed

• Comfortable presenting to senior stakeholders and shaping decisions in a high-growth, fast-paced environment

Nice to Have

• Experience in consulting commercialization (pricing, packaging, service design) from Big 4 or similar

• Background in SaaS implementation services or PS operations

• Familiarity with partner delivery models and partner-paper frameworks

• Knowledge of GRC, audit, or compliance

• Proficiency with Salesforce, PSA platforms, or financial forecasting tools

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