Services Sales & Operations Lead

You will

As a Services Sales & Operations Lead, you will own the day-to-day intake and scoping for lower-complexity custom deals and standard package attachments, ensuring operational discipline, fast deal turnaround, and margin integrity. As you master high-volume deal flow and operational governance, you will gain hands-on mentorship and development opportunities to shadow and lead increasingly complex, strategic enterprise deal solutioning.

Objectives of the Role

• Govern & Enforce Standard Attach Rules: Ensure baseline services attach requirements are systematically enforced across renewal and expansion workflows.
• Accelerate Velocity on Lower-Complexity Deals: Own the triage, rapid scoping, pricing, and statement-of-work (SOW) generation for higher-volume, lower-complexity custom services opportunities.
• Drive Renewals Alignment: Partner proactively with Customer Success and Account Executives to identify renewal services opportunities, defend baseline attach, and package add-on services.
• Bridge Commercial Scoping & Sales Operations: Maintain scoping SLAs, pipeline accuracy in CRM/PSA tools, and adherence to standard pricing/margin guidelines.
• Growth & Progression Pathway: Build foundational expertise in LiveRamp delivery models and margin mechanics to advance into complex, multi-product enterprise solutioning.

Key Responsibilities

• Services Deal Desk & High-Velocity Scoping (Services Sales)
• Serve as the primary commercial and scoping point of contact for high-velocity, lower-complexity custom services requests (CSRs/UWRs).
• Translate customer objectives and technical requirements into standard services packages, custom scoping estimates, and executable Statements of Work (SOWs) / Order Forms.
• Lead client-facing discovery calls for standard and low-to-mid complexity deals to position services value and establish clear boundaries of delivery scope.
• Partner with Account Executives (AEs) and Customer Success Managers (CSMs) during negotiation to defend services rates, baseline scoping assumptions, and staffing models.
• Shadow senior solution architects on complex, multi-faceted enterprise deals to progressively build skills in advanced architecture, custom statement design, and strategic deal positioning.
• Renewals & Baseline Services Attach Governance (Sales Operations)
• Monitor renewal cycles and pipeline milestones to identify target accounts requiring standard services attach or technical health check packages.
• Enforce baseline services attach criteria, operational guardrails, and margin thresholds across standard sales and renewal motions.
• Identify deal desk exceptions and non-standard terms; manage the approvals workflow between Sales, Services Leadership, and Legal.
• Review renewal trends, Greenspace, and Clawback data to identify gaps where missing services attach led to churn or delayed time-to-value.
• Keep scoping templates, baseline package definitions, standard work breakdowns, and rate cards up to date.
• Operational Discipline, Tooling & Enablement
• Track deal intake velocity, turnaround SLAs, conversion rates, and attach metrics within Salesforce and PSA systems (e.g., Mavenlink/Kantata, Smartsheet).
• Inform AEs, CSMs, and Solution Engineers on standard services SKUs, self-serve scoping tools, baseline attach triggers, and engagement rules of engagement.
• Partner with Services Delivery leads to ensure sold scopes seamlessly transition to staffing and onboarding without margin slippage or operational surprises.
• Consistently capture field feedback to refine scoping calculators, standard package collateral, and sales enablement assets.

Your team will

Play a critical operational and commercial role bridging Go-To-Market (Sales, CSMs, Account Directors) and Professional Services Delivery. The team focuses on both services selling and services sales operations designed to handle high-velocity, high-volume scoping, drive standard services attach across renewal cycles, and govern baseline attach rules.

About you

• Experience: 3-5 years of professional experience in services sales, services pre-sales, professional services operations, or deal desk within a SaaS, cloud, or technical consulting environment.
• Deal Scoping & Commercial Fluency: Proven experience reviewing requirements, estimating resource models, and drafting standard SOWs or professional services proposals.
• Governance & Process Mindset: Demonstrated ability to uphold sales operational rules, enforce standard discounting/attach policies, and manage approval queues without stalling deal velocity.
• Renewals & Expansion Acumen: Solid understanding of SaaS retention dynamics and how professional services directly impact product adoption, customer health, and contract renewals.
• Growth Mindset: High appetite to manage the operational blocking-and-tackling of high-volume deals while actively developing the skills needed to tackle large-scale enterprise custom solutioning.
• Systems Proficiency: Strong working knowledge of Salesforce (SFDC) workflows, CPQ/deal desk environments, and PSA/resource planning tools (e.g., Kantata/Mavenlink, Smartsheet, FinancialForce).

Pay and benefits

The approximate annual base compensation range is $104,000 to $147,000. The actual offer, reflecting the total compensation package and benefits, will be determined by a number of factors including the applicant's experience, knowledge, skills, and abilities, geography, as well as internal equity among our team.

This is a hybrid, 2 days a week in-office position in San Francisco, New York City, Seattle or Little Rock.

Benefits

• People: Work with talented, collaborative, and friendly people who love what they do.
• Fun: We host in-person and virtual events such as game nights, happy hours, camping trips, and sports leagues.
• Work/Life Harmony: Flexible paid time off, paid holidays, options for working from home, and paid parental leave.
• Comprehensive Benefits Package: LiveRamp offers a comprehensive benefits package designed to help you be your best self in your personal and professional lives. Our benefits package offers medical, dental, vision, life and disability, an employee assistance program, voluntary benefits as well as perks programs for your healthy lifestyle, career growth and more.
• Savings: Our 401K matching plan-1:1 match up to 4% of salary-helps you plan ahead.