Services Sales Lead

About the role

Ridgeline is actively seeking a Services Sales Lead to become a vital part of our dynamic team. This on-site role is designed for a seasoned professional who can drive the development and closure of service deals that align with Ridgeline's strategic objectives. The ideal candidate will work closely with multiple internal teams - including Sales, Solutions Consulting, and Consulting - to craft compelling service strategies, scope projects effectively, and ensure the successful delivery of client engagements. This position offers an exciting opportunity to influence the growth of our services offerings while working in a collaborative environment that emphasizes innovation, operational excellence, and client success. The Services Sales Lead will play a key role in shaping customer relationships, translating client needs into actionable plans, and ensuring that our service delivery meets high standards of quality and efficiency.

Key facts

What you'll do

• Collaborate with Sales, Solutions Consulting, and Consulting teams to develop comprehensive services strategies and deal structures tailored to client needs.
• Lead and facilitate scoping sessions with prospective clients to gather detailed information about their operational models, specific requirements, and success criteria for project launches.
• Draft, review, and continually refine Statements of Work (SOWs) that clearly define project scope, deliverables, timelines, milestones, and success metrics, ensuring alignment with client expectations and internal standards.
• Design and recommend implementation strategies that effectively translate customer objectives into practical delivery plans, resource allocations, and operational workflows.
• Work closely with Legal, Finance, and Product teams to ensure that pricing models, contractual terms, and scope are accurate, scalable, and compliant with company policies.
• Convert customer requirements and project insights into detailed delivery frameworks, including resource planning, timeline management, and risk mitigation strategies, in collaboration with Consulting teams.
• Lead negotiations on scope, pricing, and contractual terms, ensuring clarity and mutual agreement between Ridgeline and the client.
• Maintain a clear view of the service pipeline, monitor deal progress, and provide accurate forecasting to support capacity planning and resource allocation.
• Act as a trusted advisor to clients during the sales process, demonstrating Ridgeline's value proposition and aligning service offerings with client business goals.
• Support the onboarding of new clients by ensuring a smooth transition from sales to delivery, including handoffs to consulting and delivery teams.
• Contribute to continuous improvement initiatives by providing feedback on service offerings, sales processes, and client interactions to enhance overall efficiency and client satisfaction.
• Stay informed about industry trends, competitive landscape, and emerging technologies, including AI, to inform service strategies and client discussions.
• Participate in cross-functional meetings and strategic planning sessions to align sales initiatives with broader company objectives.
• Assist in developing sales collateral, proposals, and presentations that effectively communicate Ridgeline's service capabilities and value.
• Foster strong relationships with clients, partners, and internal teams to ensure ongoing success and opportunities for upselling or expanding service engagements.

Requirements

• A minimum of 7 years of experience in consulting, implementation strategy, or account management within financial services software organizations.
• At least 5 years of experience in shaping deal strategies, managing Statements of Work, and leading enterprise technology projects.
• Deep understanding of the asset management industry, including its operational models, challenges, and regulatory environment.
• Proven ability to define project scope, develop pricing strategies, and negotiate contracts for enterprise services.
• Demonstrated success in presenting SaaS solutions and service strategies to both executive-level and operational stakeholders.
• Strong familiarity with consultative and value-based solution design methodologies.
• Excellent interpersonal skills, with the ability to communicate complex ideas clearly and persuasively.
• Exceptional presentation and negotiation skills, capable of managing high-stakes discussions with clients and internal teams.
• Ability to collaborate effectively across functions, including Legal, Finance, Product, and Delivery teams.
• Self-motivated, organized, and capable of managing multiple priorities in a fast-paced environment.
• Willingness to travel up to 35% to meet with clients and attend industry events.
• An interest in leveraging AI tools and modern technology to enhance customer interactions and service delivery.

Nice to have

• Experience working with AI-driven solutions in sales or service delivery contexts.
• Prior exposure to the financial technology sector beyond asset management, such as banking or insurance.
• Familiarity with digital transformation initiatives and how AI can be integrated into client workflows.

Skills & tools

• Proficiency in SaaS sales strategies and enterprise technology implementation processes.
• Strong analytical skills for pipeline management, forecasting, and deal analysis.
• Familiarity with project management tools and methodologies to track deal progress and project delivery.
• Ability to interpret technical and business data to inform decision-making and strategy development.
• Competence in developing compelling proposals, presentations, and sales collateral.
• Knowledge of CRM systems and sales enablement tools to manage client relationships and deal pipelines effectively.

Practical notes

The total cash compensation for this position ranges from $190,000 to $237,000 OTE, depending on the candidate's experience and qualifications. Final compensation will be determined based on various factors, including demonstrated expertise and fit for the role. Ridgeline offers significant opportunities for career advancement and the chance to influence the development of our product offerings. Employees are eligible to participate in the Company Stock Plan, providing an ownership stake in the company's future success. Our benefits package includes unlimited vacation, educational and wellness reimbursements, and zero-cost employee insurance plans. We are committed to supporting our team's well-being and professional growth. For further details on our benefits and company culture, please visit our Careers page.

About the company

Long narrow elevated forms define our work, with steep sides falling from a narrow crest. Height above surroundings ranges minimally to great spans. Origins vary, formed by deposit, erosion, or tectonics, using bedrock, sediment, lava, or ice. Ridges stand alone or link within larger systems. Smaller elements often branch from these features. Understanding these variables guides our approach. Site conditions, structure, and material shape each project. Clients gain precise mapping and clear analysis. Current needs drive solutions that respect natural layout and scale, supporting decisions with clear, factual terrain interpretation.