Director, Services Value & Scoping

The Director, Services Value & Scoping is the key operational control point responsible for maximizing Services Gross Margin and accelerating client time-to-value within our PE-backed SaaS organization. This strategic leader is accountable for scoping precision and standardization across our multi-product portfolio to directly mitigate project variance (budget and schedule) and ensure financial discipline from pre-sales through delivery. While responsible for setting direction and driving initiatives, the Director will also be expected to roll up their sleeves and execute key deliverables directly, especially during early phases of team development or high-priority projects. 

• Owns the pre-sales process for Professional Services, including defining when Services Sales is involved in the sales cycle.
• Instantiate and govern a Standardized Scoping Methodology across the multi-product portfolio to ensure coverage of required effort and dependencies, directly reducing variance in budget and schedule.
• Lead the governance structure to ensure adherence to the standardized scoping methodology across all products and sales regions, holding stakeholders accountable for variance reduction.
• Establish and report on a Services Profitability Scorecard for the executive team, clearly linking scoping accuracy, pricing strategy, and resource utilization to key financial metrics (e.g., Services Gross Margin, Project EBITDA).
• Owns pre-sales tools including estimation calculators, sales collateral, and value frameworks.
• Collaborates across teams to define project requirements, timelines, and pricing models. Has ownership for ensuring deals meet Product, Service Delivery, and Financial feasibility gates.
• Owns value and ROI metrics for Services deals, including a feedback loop for continuous improvement
• Drive sales enablement initiatives that empower the Commercial Team to confidently sell services. This includes developing training programs, packaged offerings tied to business goals, and proof points such as calculators and success stories—reducing friction and accelerating deal cycles.
• Serve as a subject matter expert in client-facing discussions to articulate scope, value, and delivery expectations.
• Partner with delivery leaders to ensure scoped projects are executable and aligned with delivery capabilities, while positioning services as a strategic value-add that strengthens customer outcomes.
• Partner with Finance to align pricing strategies with resource utilization and profitability goals.
• Analyze historical implementation data and key metrics to refine effort estimates and improve forecasting.
• Lead, mentor, and manage a team to achieve departmental and organizational goals.
• Foster a culture of accountability, innovation, and continuous improvement.
• Ability to balance strategic leadership with tactical execution; this role will require direct ownership of deliverables alongside team leadership.

• Bachelor’s degree in Business, Healthcare Administration, Information Systems, or related field.
• 7+ years of experience in professional services, or implementation leadership.
• Proven ability to establish value based selling processes, including articulating business outcomes and ROI for service offerings
• Proven ability to align service positioning with revenue growth and customer success.
• Experience driving standardization of tools and methods for pre-sales activities
• Proven ability to scope complex software projects and translate client needs into actionable plans.
• Exceptional analytical and financial modeling skills with a proven track record using scoping data (eg, historical variance, effort-to-outcome correlation) to influence upstream strategy for Product, Delivery, and Pricing.
• Excellent communication and stakeholder management abilities.
• Ability to thrive in a fast-paced, matrixed environment.
• Comfort engaging with senior stakeholders to gain alignment on pricing, scope, and delivery strategies.

Desired Skills and Qualifications:

• Strong preference for HealthTech and experience in a PE-backed, high growth multi-product SaaS environment
• Strong understanding of hospital operations, clinical workflows, and healthcare IT systems.
• Strong analytical and collaboration skills.
• A passion for driving client success through precision and clarity in project planning.
• Ability to design structured service offerings tied to client business objectives.
• Skilled in leading workshops or sessions that build confidence in selling services.
• Understanding of challenges and nuances in delivering services in Healthcare organizations