Services Sales Lead

Are you a trusted advisor who excels at shaping deal strategy, outlining implementation approaches, and championing customer success stories that demonstrate measurable value? Do you thrive on collaborating across Sales, Product, and Consulting to craft solutions that bring customer outcomes to life? If so, join our team as a Services Sales Lead on Ridgeline’s Customer Experience (CX) team. You will help shape how investment management firms adopt Ridgeline’s platform - from initial conversations through final Statement of Work (SOW) and seamless handoff to the implementation and product teams.

In this pivotal role, you’ll lead the services component of our sales process, partnering with Sales, Legal, Product, Finance, and Consulting to scope, price, and position implementation strategies that align with each customer’s goals. You’ll facilitate discovery sessions, advise on value-driven deployment recommendations, and draft SOWs that reflect clear, measurable outcomes. You’ll also play a key role in Ridgeline’s shift toward value engineering, helping shape and communicate the measurable value our live customers have achieved to influence deal outcomes.

We’re looking for someone who is passionate about customers, eager to champion their stories, and skilled at illuminating the real-world implementation experience—bridging what success looks like from initial sale through delivery and beyond.

At Ridgeline, how we work matters as much as what we build. Ridgeliners act like owners, choose growth over comfort, and communicate with transparency. We assume positive intent, bias toward action, and bring solutions - not just problems. We celebrate wins, learn from setbacks, and thrive in a resilient, collaborative, high-performing culture.

The impact you have:

• Shape services strategy and deal structure in partnership with Sales, Solutions Consultants, and Consulting teams
• Lead scoping sessions to uncover customer requirements, operating models, and success criteria for go-live
• Draft and refine Statements of Work (SOWs) that clearly define scope, deliverables, timelines, and success metrics
• Devise implementation strategies that balance customer goals, delivery feasibility, and Ridgeline’s best practices
• Collaborate with Legal, Finance, and Product to ensure accuracy and scalability in pricing and scope
• Translate customer requirements into actionable delivery frameworks and resourcing plans in partnership with Consulting
• Communicate customer value stories that demonstrate measurable impact, highlight implementation experiences, and strengthen deal positioning
• Champion customer success narratives, partnering with internal teams to shed light on post-sale outcomes and lessons learned
• Influence scope, pricing, and contract discussions to ensure clarity, accountability, and customer alignment
• Maintain pipeline visibility and accurate forecasting for services capacity
• Continuously refine SOW templates, pricing models, and scoping playbooks to drive efficiency and consistency across deals
• Ensure seamless transitions from Sales to Consulting teams, supporting staffing and readiness
• Represent Ridgeline at customer events and contribute to services-related materials for conferences
• Demonstrate ownership by proactively identifying opportunities to improve services strategy and execution
• Embody a collaborative, resilient mindset in all cross-functional interactions

What we look for:

• 7+ years in consulting, implementation strategy, or account management within financial services software companies
• 5+ years of experience shaping deal strategies and/or managing to Statements of Work for enterprise technology engagements
• Deep understanding of asset management industry dynamics
• Experience contributing to or leading scope definition, pricing, and contracting discussions for enterprise services
• Proven ability to present SaaS solutions and service strategies to executive and operational audiences
• Familiarity with consultative and value-based solution design and value engineering methodologies
• Exceptional interpersonal, presentation, and communication skills
• Proven cross-functional collaborator with internal teams and external partners
• Self-starter with excellent organizational and time management skills
• Willingness to travel up to 50%
• Passion for leveraging AI tools and modern technology in customer interactions

Bonus:

• Knowledge of Agile methodologies and software development lifecycle
• Familiarity with cloud platforms like AWS, serverless architecture, and APIs
• Insight into asset management trends and the competitive landscape
• Experience optimizing service models or contributing to delivery framework improvements

About Ridgeline
Ridgeline is the industry cloud platform for investment management. It was founded by visionary tech entrepreneur Dave Duffield (co-founder of both PeopleSoft and Workday) to apply his successful formula of solving operational business challenges with bold innovation and human connectivity to the unique needs of the investment management industry.

Ridgeline started with a clean sheet of paper and a deep bench of experts bound by a set of core values and motivated to revolutionize an industry underserved by its current tech offerings. We are building a new, modern platform in the public cloud, purpose-built for the investment management industry and we are prioritizing security, agility, and usability to empower business like never before.

With a growing campus in Reno and offices in New York, Lake Tahoe, and the Bay Area, Ridgeline is proud to have built a fast-growing, people-first company that has been recognized by Fast Company as a “Best Workplace for Innovators,” by The Software Report as a “Top 100 Software Company,” and by Forbes as one of “America’s Best Startup Employers.”

Ridgeline is proud to be a community-minded, discrimination-free equal opportunity workplace. Ridgeline processes the information you submit in connection with your application in accordance with the Ridgeline Applicant Privacy Statement. Please review the Ridgeline Applicant Privacy Statement in full to understand our privacy practices and contact us with any questions.

Compensation and Benefits
The typical starting salary range for new hires in this role is $163,000 - $194,000 OTE. Final compensation amounts are determined by multiple factors, including candidate experience and expertise and may vary from the amount listed above.

As an employee at Ridgeline, you’ll have many opportunities for advancement in your career and can make a true impact on the product.

In addition to the base salary, 100% of Ridgeline employees can participate in our Company Stock Plan subject to the applicable Stock Option Agreement. We also offer rich benefits that reflect the kind of organization we want to be: one in which our employees feel valued and are inspired to bring their best selves to work. These include unlimited vacation, educational and wellness reimbursements, and $0 cost employee insurance plans. Please check out our Careers page for a more comprehensive overview of our perks and benefits.

#LI-Remote

#LI-Hybrid