Overview
Collibra helps organizations take command of data and AI. Our Professional Services team plays a critical role in helping customers realize value faster, accelerate adoption, and build the foundation for long-term success. As a Professional Services Sales Executive, you will be responsible for growing Collibra’s Professional Services business across new and existing customers.
Responsibilities
- Drive Professional Services revenue growth and own the booking quota for new and existing customers.
- Build and maintain a healthy pipeline of services opportunities.
- Accurately forecast bookings and associated revenue against established targets.
- Drive services attachment on new software opportunities and expansions within existing accounts.
- Partner on strategic customer opportunities and work closely with Account Executives throughout the sales cycle to position services as a critical component of customer success.
- Engage with customer stakeholders to understand business objectives, challenges, and desired outcomes.
- Articulate the value of advisory, implementation, enablement, and optimization services.
- Present and defend services recommendations with executive and business stakeholders.
- Develop services solutions and partner with Solution Architects and Delivery leaders to scope engagements.
- Create statements of work, commercial proposals, and engagement plans.
- Align proposed services to customer goals, business priorities, and expected outcomes.
- Ensure proposed engagements are commercially sound and deliverable.
- Grow existing customer relationships, identify opportunities to expand Professional Services, and develop trusted relationships across business and technical teams.
- Drive adoption-focused engagements that increase customer value realization.
- Collaborate with Customer Success to identify and pursue strategic services opportunities.
- Collaborate across the business, partnering closely with Professional Services, Sales, Customer Success, Product, and Support teams.
- Share customer feedback and market insights to shape services offerings and go-to-market strategies.
- Contribute to the continued growth and evolution of Collibra’s Professional Services business.
Onboarding & Performance Expectations
- Within your third month, independently support active customer opportunities, build a qualified services pipeline within your assigned territory, and consistently position services alongside software opportunities.
- Within your sixth month, achieve or exceed services pipeline and bookings targets, be recognized by account teams as a trusted services sales partner, and drive measurable growth in Professional Services revenue and attachment rates.
Qualifications
- 7+ years of experience in enterprise software, consulting, Professional Services sales, or solution sales.
- Track record of meeting or exceeding quota in a customer-facing sales role.
- Experience selling Professional Services engagements to enterprise organizations.
- Experience partnering with software Account Executives and Sales Leadership throughout complex sales cycles.
- Proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges and drive measurable outcomes.
- Experience scoping, pricing, negotiating, and closing Statements of Work.
- Strong executive presence and ability to engage business and technical stakeholders.
- Experience navigating complex enterprise buying processes.
- Bachelor’s degree or equivalent practical experience.
- Customer-focused and commercially minded.
- Skilled at building relationships and influencing decision-makers.
- Comfortable operating in a fast-paced, high-growth environment.
- Strong communicator who can translate business challenges into services solutions.
- Collaborative and highly effective in cross-functional environments.
- Self-motivated, organized, and accountable for results.
