Director, Market Lead Utilities

InvoiceCloud

2d • $195,000 - $240,000

About The Position

InvoiceCloud is seeking a Director, Market Lead Utilities to join its Product team and lead the company’s strategy and execution in the utilities market. This is an early role in a new market-led product organization. The position is a commercial product leadership role with shared accountability alongside the sales leader for market revenue, bookings, and retention, but no individual sales quota. The director will lead and grow product managers, build prototypes hands-on, spend close to half of their time with customers, prospects, and sellers, and direct work across teams that do not report to them.

The role sets the utilities vertical’s strategy, decides where the company should focus, builds investment cases, and owns expansion of the serviceable market. It also owns the market’s module attach rate and win rate against named competitors, and helps ensure the roadmap share allocated to the vertical reflects its revenue contribution. The director leads a cross-functional market council, sets priorities for engineering teams assigned to the market, and presents investment cases and monthly market reviews to company leadership. AI tools are used to accelerate research, modeling, and investment-case preparation, with outputs validated before informing decisions.

Requirements

• At least 8 years of product experience, including time leading a product area or a small team, with demonstrable results.
• Commercial instinct and comfort with revenue, pipeline, and win rates, with credibility among sales leaders and customers.
• Recent hands-on experience building and shipping prototypes using AI tooling, and ability to turn market insights quickly into complete concepts at module scale.
• A point of view on how artificial intelligence is changing the relevant industry, and judgment to distinguish durable shifts from passing trends.
• Willingness to make and defend strategic choices, including decisions about what not to pursue.
• Comfort influencing and directing work by people who do not report to this role.

Nice To Haves

• Experience in utilities, local government, tax, or software serving those sectors.
• Founder experience, or experience running something end to end with responsibility for the outcome.
• Experience taking a new product or module to market, including pricing and packaging.

Responsibilities

• Share accountability with the sales leader for the vertical’s revenue growth, bookings, and retention, without carrying a sales quota.
• Own the market’s module attach rate and win rate against named competitors.
• Build hands-on prototypes that turn market insights into complete module concepts customers can evaluate.
• Set the vertical strategy, establish where InvoiceCloud will focus, and decide and defend what the company will not pursue.
• Develop investment cases, including market sizing, assumptions, cross-functional needs, and trade-offs with other work.
• Expand the serviceable market and ensure the vertical’s roadmap share reflects its revenue contribution.
• Use AI tools to accelerate market research, scenario modeling, and investment-case preparation, validating outputs before decisions are made.
• Lead the market’s standing council and align sales, customer success, product marketing, product, and engineering on priorities and a quarterly plan.
• Set priorities for engineering teams assigned to the market through influence, and defend shared-platform work across markets.
• Hire, manage, and develop product managers on the team.
• Build direct relationships with customers, prospects, and sales leadership, spending close to half of the time with these groups.
• Present the case for market investments to the investment review committee.
• Deliver the monthly market review to the executive team.

Benefits

• Medical, dental, vision, life, and disability insurance.
• 401(k) plan with company match.
• Flexible Time Off (FTO), wellbeing days, paid holidays, and summer Fridays.
• Mental health resources.
• Paid parental leave and backup care.
• Tuition reimbursement.
• Employee Resource Groups (ERGs).
• Employees may be eligible for an annual bonus or commission; some roles may also be eligible for overtime pay.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed