EPM Services Sales Lead

About the role

You will architect and own the EPM Services sales strategy for the North American and European markets, directly shaping how Pigment's AI platform redefines business planning for enterprise customers. You will lead a team of specialized consultants and sales engineers, guiding them through the entire customer journey from initial discovery to solution validation and contract execution. You will act as the primary commercial authority on EPM transformation, translating complex client business challenges into clear, value-driven narratives centered on Pigment's platform capabilities. You will collaborate closely with Product, Engineering, and Customer Success to provide structured feedback that influences the future roadmap of the platform and its services offering. You will own the end-to-end sales cycle for large strategic deals, managing multi-threaded relationships with executives and key stakeholders across finance, operations, and IT. You will leverage data and market insights to identify new vertical opportunities and prioritize segments where Pigment's AI planning solution delivers the strongest competitive differentiation. You will mentor junior team members on best practices for solution selling, stakeholder mapping, and executive-level communication within the EPM domain. You will represent Pigment at industry conferences and client workshops, establishing the company as the definitive thought leader in modern EPM services and AI-driven planning.

Key facts

What you'll do

Drive the development and execution of a comprehensive EPM Services sales strategy that targets Fortune 500 enterprises seeking to modernize their planning, budgeting, and forecasting processes using Pigment's AI platform.

Architect and own the end-to-end commercial narrative for EPM service engagements, positioning Pigment not as a software vendor, but as a strategic transformation partner capable of aligning people, data, and processes.

Lead and develop a team of EPM consultants and sales engineers, providing coaching on solution selling, discovery frameworks, and value-based pricing discussions for high-stakes planning initiatives.

Qualify and prioritize enterprise opportunities using a rigorous framework that assesses strategic fit, technical complexity, and long-term value for both the client and Pigment.

Collaborate with Product and Engineering teams to define and validate new EPM service offerings, ensuring that solution bundles address real client pain points around agility, scalability, and integration in business planning.

Establish and maintain executive-level relationships with Chief Financial Officers, Heads of Finance, and Planning Directors, articulating the ROI of migrating from legacy EPM tools to a unified, AI-native planning environment.

Partner with Customer Success to design and validate onboarding and adoption playbooks that ensure rapid time-to-value and high retention for clients migrating to Pigment's platform as their core EPM solution.

Analyze competitive landscapes and market trends to refine the positioning of Pigment's EPM services against traditional planning tools and emerging AI-native alternatives.

Develop and own key performance indicators for the EPM Services practice, including win rates, average deal size, sales cycle length, and client satisfaction scores tied to service delivery.

Create and distribute sales assets, including battle cards, ROI calculators, and detailed use cases, that enable the broader sales organization to sell high-margin EPM service packages with confidence.

Act as the technical and commercial trusted advisor during complex procurement processes, ensuring that contract terms reflect the strategic nature of enterprise planning transformation engagements.

Identify and expand existing relationships within target accounts, driving expansion revenue through upsells of advanced analytics, industry-specific templates, and premium support services within the Pigment ecosystem.

Represent Pigment in external forums such as industry analyst briefings, finance leadership roundtables, and EPM community events to reinforce the company's vision for AI-led planning.

Continuously iterate on the sales methodology and learning playbooks based on feedback from closed deals, enabling the team to adapt quickly to evolving client expectations and market dynamics in the EPM space.

Requirements

You have a Bachelor's degree in Business, Finance, Computer Science, or a related field, or equivalent practical experience that demonstrates your analytical and commercial capabilities.

You possess a minimum of eight years of progressive experience in enterprise software sales, with a proven track record of managing complex, multi-year sales cycles in the finance or planning software vertical.

You have at least five years of direct experience in EPM, FP&A, or Corporate Performance Management, including familiarity with tools such as Oracle Hyperion, Anaplan, IBM Planning Analytics, and SAP BPC.

You have successfully led and managed a team of at least five sales or consulting professionals, demonstrating experience in coaching, performance management, and talent development within a SaaS environment.

You have a documented history of exceeding sales quotas and delivering predictable revenue growth in previous roles, with a strong ability to influence stakeholders without direct authority.

You hold a Bachelor's or Master's degree in a relevant field, and you bring a minimum of ten years of cumulative experience in sales or business consulting within the enterprise software sector.

You are fluent in English, both written and verbal, with the ability to communicate effectively with technical and executive audiences across North America and Europe.

You are comfortable working in a fast-paced, high-growth SaaS environment where priorities evolve rapidly and adaptability is essential for managing multiple concurrent deals.

Nice to have

Experience selling AI-enabled solutions or data platform products into enterprise environments, with a focus on demonstrating tangible business outcomes.

Background working with startups or scale-ups that have raised significant venture capital, understanding how investor expectations influence strategic planning decisions.

Knowledge of data visualization and integration tools commonly used in modern planning stacks, such as Tableau, Power BI, or Looker, and how they connect to planning platforms.

Practical notes

This role is based in Paris and requires a minimum of three days per week in the office to ensure close collaboration with cross-functional teams and clients.

Travel is expected within Europe and North America for key client engagements, industry events, and internal training sessions, typically amounting to 30 to 40 percent of working time.

Candidates must be eligible to work in France and must obtain any necessary work visas or permits if relocating from outside the European Union.

The position is full-time, and successful candidates are expected to be available during standard business hours to support clients across different time zones.

This role is covered under Pigment's standard employment policies and benefits package as applicable to French full-time employees.