Director, Services Portfolio

Billtrust US Careers•Austin, TX

5d•Remote

About The Position

About the Role The Director, Services Portfolio leads the strategy, performance, evolution, and governance of our services portfolio and function that supports pre‑sales scoping and delivery readiness. This leader ensures every offering is aligned to company objectives, customer outcomes, market trends, and delivery capabilities—owning portfolio strategy & prioritization, lifecycle management, continuous improvement, and customer feedback loops. They partner with senior leadership to set the standards, methods, and tools for discovery, services scoping and estimation, SOW development and accuracy, enablement, and the sales to services transition, while partnering with Sales, Product, Marketing, Operations, Services, Support, and Customer Success to drive revenue, attach‑rate, and predictable project outcomes. What You'll Do: Portfolio Strategy & Governance · Define and maintain the services portfolio strategy and multi‑quarter roadmap; prioritize investments using customer value, commercial impact, and delivery feasibility. · Lead portfolio lifecycle from ideation → launch → optimization → retirement; manage rationalization with data-backed recommendations. · Establish and chair portfolio governance (stage gates, standards, approval forums); ensure compliance (data/privacy, legal/SOW, brand). Solutions Engineering / Scoping Excellence · Own scoping and estimation methodology (LoE models, margin bands, risk buffers) and SOW quality standards across offerings and deal tiers. · Direct their team in discovery, solution design, demos/PoCs, integration and migration planning, and creation of customer-ready SOWs. · Implement coaching and QA programs that reduce under-scoped change orders and improve scoping accuracy and delivery readiness. Go-to-Market & Services Marketing · Partner with Services/Product Marketing to craft positioning, value propositions, messaging, and packaging/pricing for services. · Oversee creation and upkeep of datasheets, pitch decks, systems, product codes/attributes, and SOW language; ensure sales-ready enablement assets. · Support launches and campaigns, internal enablement (office hours, playbooks, objection handling), and participation at customer events. Cross-Functional Leadership & Operations · Run the operating cadence (deal reviews, estimation QA, SLA tracking, portfolio reviews); forecast capacity with Resource Management. · Partner with operations teams to maintain systems of record, performance dashboards, and analytics. What We Are Looking For: · 10+ years in Professional Services, Product/Portfolio Management, or Solutions/Pre‑Sales for B2B SaaS; 5+ years leading managers and senior ICs. · AI‑literate, with demonstrated experience using AI‑powered tools for market research, content generation, customer insights, workflow automation, and portfolio performance analysis—and ability to apply AI‑first approaches to streamline workflows and improve operational efficiency. · Proven track record building and optimizing services portfolios and leading pre‑sales solutioning/scoping at scale (enterprise + mid‑market). · Deep proficiency in GTM and launch execution, sales enablement, and creation of high‑impact content (datasheets, decks, playbooks, SOW language). · Data‑driven operator with command of service KPIs, pricing/margin mechanics, and forecasting; comfortable with PSA/CPQ/CRM tools. · Executive‑ready communication and cross‑functional influence; skilled at translating insights into crisp decisions and standards. · Experience packaging repeatable services offers and accelerators; partner ecosystem exposure. · Change management and enablement leadership across global teams. · Drive continuous improvement and innovation—standardization, automation, accelerators, and reusable templates that reduce time‑to‑scope. Leadership Competencies · Strategic clarity: sets direction and measurable outcomes; ties portfolio bets to revenue and customer value. · Systems thinking: designs methods and tooling others can reuse; raises the organizational bar. · Talent builder: hires, develops, and retains high‑performing managers/ICs; fosters a coaching culture. · Bias to action: moves from insight to standard quickly; measures and iterates. Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Billtrust, we celebrate and support diversity and are committed to creating an inclusive environment for all employees. So, if your experience aligns but doesn't exactly match each and every qualification, apply anyway. You may be exactly what we are looking for!

Requirements

10+ years in Professional Services, Product/Portfolio Management, or Solutions/Pre‑Sales for B2B SaaS; 5+ years leading managers and senior ICs.
AI‑literate, with demonstrated experience using AI‑powered tools for market research, content generation, customer insights, workflow automation, and portfolio performance analysis—and ability to apply AI‑first approaches to streamline workflows and improve operational efficiency.
Proven track record building and optimizing services portfolios and leading pre‑sales solutioning/scoping at scale (enterprise + mid‑market).
Deep proficiency in GTM and launch execution, sales enablement, and creation of high‑impact content (datasheets, decks, playbooks, SOW language).
Data‑driven operator with command of service KPIs, pricing/margin mechanics, and forecasting; comfortable with PSA/CPQ/CRM tools.
Executive‑ready communication and cross‑functional influence; skilled at translating insights into crisp decisions and standards.
Experience packaging repeatable services offers and accelerators; partner ecosystem exposure.
Change management and enablement leadership across global teams.
Drive continuous improvement and innovation—standardization, automation, accelerators, and reusable templates that reduce time‑to‑scope.

Responsibilities

Define and maintain the services portfolio strategy and multi‑quarter roadmap; prioritize investments using customer value, commercial impact, and delivery feasibility.
Lead portfolio lifecycle from ideation → launch → optimization → retirement; manage rationalization with data-backed recommendations.
Establish and chair portfolio governance (stage gates, standards, approval forums); ensure compliance (data/privacy, legal/SOW, brand).
Own scoping and estimation methodology (LoE models, margin bands, risk buffers) and SOW quality standards across offerings and deal tiers.
Direct their team in discovery, solution design, demos/PoCs, integration and migration planning, and creation of customer-ready SOWs.
Implement coaching and QA programs that reduce under-scoped change orders and improve scoping accuracy and delivery readiness.
Partner with Services/Product Marketing to craft positioning, value propositions, messaging, and packaging/pricing for services.
Oversee creation and upkeep of datasheets, pitch decks, systems, product codes/attributes, and SOW language; ensure sales-ready enablement assets.
Support launches and campaigns, internal enablement (office hours, playbooks, objection handling), and participation at customer events.
Run the operating cadence (deal reviews, estimation QA, SLA tracking, portfolio reviews); forecast capacity with Resource Management.
Partner with operations teams to maintain systems of record, performance dashboards, and analytics.

Benefits

Work from Anywhere: Your home, a coffee shop, a company paid WeWork .... you decide!
A Culture that Lives its Values: Our values are not just words or window dressing, they guide our decisions - big and small - each and every day.
Flexible Working Hours : We support your lifestyle- the results are what count.
Open PTO: Work-life balance is important. We believe in giving our employees time to truly relax and recharge.
Sabbatical: A paid leave to reward longevity and commitment to Billtrust.
Paid Parental Leave: To promote parent-child bonding and increase gender equity at home and in the workplace.
Opportunities for Growth: Professional development can take many shapes. Join one of our seven ERGs or participate in our Mentor-Mentee, and Leadership development programs- we foster an environment where all employees can grow.
Recognition: From Billtrust Bucks and CEO Shoutouts to Culture Champion and CEO Excellence Awards, our employees are recognized for hard work and outcomes achieved.
Benefits: Medical, dental, vision, 401(k) with company match, short-term and long-term disability, flexible spending accounts, HSA, and life, cancer, and AD&D insurance.
Minimal Bureaucracy: An entrepreneurial environment of ownership and accountability allows you to get work done.