Director, AI Commercial Product Strategy

ibex•Washington, DC

About The Position

Reporting to and supporting the SVP of Wave iX, the Director of AI Commercial Product Strategy turns AI Agent capabilities into differentiated, sellable solutions that create measurable client value and revenue for ibex. The role works across Product Partners, Sales, Marketing, Wave iX Solutions, Operations, and Technology to shape the offer, support strategic pursuits, and evolve the product in response to market demand, client needs, and operational realities. The role is highly collaborative and externally oriented. It leads client discovery and executive conversations, challenges assumptions, synthesizes ambiguous information, and translates complex capabilities into clear business recommendations. It is also the primary commercial counterpart to platform-partner account teams, including Account Executives and Solutions Engineering, translating partner roadmaps and proof points into ibex-branded commercial assets and identifying co-selling opportunities. The position does not own engineering, implementation, or delivery. Technical fluency is important, but coding or engineering ownership is not required. Success is measured by AI Agent revenue, deal attachment and size uplift, pipeline influence, seller and client adoption, the quality and reuse of use cases and ROI models, and satisfaction among Sales, partners, and Solutions teams.

Requirements

Bachelor’s degree in business, finance, marketing, operations, or a related field, or equivalent practical experience.
7–10+ years of experience in enterprise software, AI, SaaS, consulting, CX technology, product marketing, solutions consulting, partnerships, enterprise sales, or a commercially oriented product role.
Meaningful track record in a customer-facing or revenue-oriented role, such as enterprise sales, sales engineering, solutions consulting, product marketing, go-to-market, partnerships, or commercial product management.
Experience with conversational AI, virtual agents, contact center technologies, or customer experience transformation.
Strong understanding of enterprise sales cycles, buying committees, qualification, business cases, and expansion motions.
Demonstrated ability to lead client discovery, deliver executive presentations, facilitate workshops, and influence decisions without direct authority.
Experience creating go-to-market strategies and sales enablement.
Ability to translate technical capabilities into business outcomes, financial value, and compelling client narratives.
Strong critical-thinking and structured problem-solving skills, including assessing incomplete information, testing assumptions, prioritizing opportunities, and making clear recommendations.
Executive presentation and storytelling skills.
Experience working across product, engineering, sales, operations, and executive stakeholders.
Technical fluency to work effectively with product, technology, and Solutions Engineering teams; hands-on coding or engineering experience is not required.

Responsibilities

Support the SVP of Wave iX with AI Agent commercial strategy and go-to-market planning.
Monitor market trends, customer needs, competitive positioning, and industry developments; make recommendations for product priorities, positioning, pipeline, and investment.
Recommend commercial offerings, packaging, routes to market, target industries, buyer personas, and priority use cases; maintain the commercial roadmap for AI Agents.
Maintain and expand the vertical playbook in partnership with the platform partner’s account team, currently covering software/high-tech, healthcare, fintech, retail/e-commerce, and telco.
Help Sales identify high-potential opportunities, qualify use cases, and focus on opportunities where ibex can create differentiated value.
Lead development of repeatable AI Agent use cases based on customer problems, buying priorities, operational constraints, and measurable outcomes.
Lead or participate in client discovery calls, executive working sessions, use-case qualification, ROI workshops, deal strategy sessions, and structured evaluations of assumptions, risks, dependencies, and expected outcomes.
Develop use-case materials covering the business challenge, AI solution, client value, ROI and financial assumptions, KPIs, reference architecture, integrations, success stories, and proof points.
Produce quarterly market updates, competitive battlecards, executive briefs, opportunity assessments, and decision memos.
Develop and maintain value propositions, pitches, executive presentations, differentiators, objection handling, industry messaging, and partner positioning.
Adapt the AI Agent story for prospects, clients, executives, Sales, Marketing, Operations, Solutions, and technology partners, while maintaining consistent messaging.
Create sales playbooks, discovery and qualification guides, ROI calculators, proposal content, demo scripts, executive presentations, and customer references.
Support priority opportunities through discovery preparation, business-case development, objection handling, executive meeting preparation, RFP responses, and deal reviews.
Measure adoption and improve commercial assets using seller and client feedback, win/loss insights, and pipeline outcomes.
Own and refine the demo sequencing playbook using live-deal feedback.
Manage partner commercial activities including joint go-to-market planning, co-selling, sales enablement, executive relationship support, marketing coordination, partner business reviews, and pipeline development.
Conduct a standing joint pipeline review with the platform partner’s account team at least monthly, covering active deals, deal stages, and enablement gaps.
Serve as the primary escalation point for partner deal-support requests, such as custom demos and ROI model builds.
Build relationships with partner Account Executives and Solutions Engineering teams to create joint client value, improve deal velocity, and identify co-selling opportunities.
Coordinate with the Digital Transformation team on technical and operational partner management.
Align Sales, Marketing, Wave iX Solutions, Operations, Technology, and strategic partners through clear communication, sound judgment, and timely decisions.
Surface trade-offs, resolve ambiguity, explain recommendations, and ensure commercial commitments align with delivery capabilities.
Coordinate with platform-partner Solutions Engineering on deal-specific technical scoping, including custom demo builds and proof-of-concept frameworks.