Professional Services Commercial Lead
Owns end-to-end commercial execution for professional-services engagements, drafting SOWs and coordinating pricing, approvals, risk resolution, and delivery handoffs. Requires 7+ years of relevant B2B experience and substantial hands-on SOW drafting expertise.
About the job
Responsibilities
- Own assigned professional-services deals from intake through approval, signature, and operational handoff.
- Draft and revise statements of work (SOWs), work orders, and change orders using approved templates and playbooks.
- Partner with Legal on non-standard contractual terms and redlines.
- Validate rate cards, fees, hours, resourcing inputs, discounts, margin inputs, billing milestones, and deal data against approved guardrails.
- Reconcile SOWs to quotes and route exceptions with clear recommendations.
- Coordinate reviews and approvals across Deployment, Sales, Legal, Finance, Technical Revenue, Billing, and Order Management.
- Identify and resolve delivery and commercial risks, including unclear scope, acceptance criteria, infeasible commitments, scope creep, inconsistent documents, and billing or revenue implications.
- Maintain accurate deal records, approval evidence, and status updates.
- Improve SOW templates, commercial playbooks, approval paths, and workflows.
Requirements
- 7+ years of relevant B2B experience in deal desk, commercial contracts, contract management, professional-services operations, sales operations, order management, or a similar function.
- 3+ years of hands-on experience drafting and revising customer-facing SOWs for professional-services engagements.
- Experience with pricing validation, commercial intake, approval, and routing workflows.
- Ability to translate technical or service requirements into contract-ready scope, deliverables, milestones, dependencies, acceptance criteria, and change controls.
- Sound judgment and independent ownership of complex or non-standard deals.
- Working knowledge of quote-to-cash and the effects of SOW structure and pricing on delivery, billing, revenue recognition, and customer experience.
- Clear, concise communication and excellent attention to detail.
- Ability to manage multiple time-sensitive deals and influence partners without formal authority.
Nice-to-haves
- Contract-management experience supporting customer-facing professional services, consulting, implementation, or managed services.
- Experience in cloud, enterprise SaaS, AI, or complex technology environments.
- Familiarity with fixed-fee, milestone-based, and time-and-materials engagements.
- Experience with Salesforce or CPQ, contract-lifecycle-management tools, e-signature platforms, and approval workflow systems.
- Experience improving SOW templates, commercial playbooks, or deal workflows.
Compensation
- Annual salary: $211,000–$234,000.
Skills
Statement Of Work, Contract Management, Deal Desk, Pricing Validation, Quote-To-Cash, Salesforce, CPQ, Contract Lifecycle Management, E-Signature Platforms, Approval Workflows, Revenue Recognition, Professional Services
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