About this role.
This is a senior professional services sales role focused on growing services bookings through new-logo attachments and stand-alone engagements within existing accounts. The executive partners closely with account executives, solution architects, delivery leaders, partners, and customer-facing teams to scope services and create value-based proposals and SOWs. Success depends on owning a services quota, building a reliable pipeline, forecasting accurately, and positioning advisory, implementation, enablement, and optimization services for strategic customers. The role requires at least five years of relevant experience, strong enterprise SaaS sales exposure, SOW negotiation capability, and a consultative customer-advisor approach.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I assess the customer’s desired outcomes, implementation complexity, internal capability, timeline, and adoption risks. I position services where they reduce time to value, de-risk delivery, or help the customer achieve outcomes that software alone cannot deliver.
I start with discovery involving the customer, account team, solution architect, and delivery leadership. I translate agreed business outcomes into clear scope, deliverables, assumptions, milestones, roles, acceptance criteria, and commercial terms, then validate feasibility before presenting a value-based proposal.
I maintain defined qualification criteria, validate buying process and budget early, and regularly review delivery capacity and dependencies. My forecast reflects verified customer commitments, stakeholder alignment, commercial status, and realistic close dates rather than optimistic activity levels.
I would review adoption signals, product usage, customer objectives, support trends, and upcoming business changes with the account team. From there, I would lead an outcome-focused conversation and propose a targeted advisory, optimization, enablement, or implementation engagement tied to a measurable customer priority.
I treat sustainable bookings as a result of selling the right engagement, not simply maximizing scope. By being transparent about outcomes, prerequisites, risks, and delivery effort, I build customer trust while creating opportunities that are commercially sound and more likely to deliver referenceable success.
Joining Collibra’s Professional Services team
As our Professional Services Sales Executive, you will be responsible for all aspects of the services sales and bookings. You will have an integral position within Collibra, comprehensively aligned with Regional Sales counterparts, Customer Engineers, Partner Team and Services Delivery.
Professional Services Sales Executives at Collibra are responsible for
- Drive PS Sales: Own a quota for Professional Services bookings, both as new business attach and through stand-alone services engagements.
- New Logo Support: Partner with Account Executives to craft compelling services proposals, ensuring services are positioned to accelerate adoption and complement the customer’s ambitions.
- Stand-Alone Services: Proactively identify and pursue opportunities for services engagements within existing accounts, including advisory, implementation, enablement, and optimisation services.
- Proposal Development: Collaborate with Solution Architects and Delivery leaders to scope services, build statements of work (SOWs), and create value-based proposals.
- Customer Engagement: Act as a trusted advisor, articulating how services can solve business challenges and improve SaaS adoption.
- Pipeline Management: Build and maintain a healthy pipeline of services opportunities, accurately forecast, and meet or exceed quota.
- Cross-Functional Collaboration: Work with Professional Services, Field Sales, Support and Product teams to ensure customer needs are met and field feedback incorporated.
- Market Insight: Stay current on SaaS industry trends, customer challenges, and competitive offerings to inform sales strategies.
You have
- Bachelor’s Degree at minimum and 5+ years relevant industry experience
- Experience scoping, writing and negotiating SOWs
- Experience supporting software license sellers – being an integral part of a joint sales / account team
- Experience selling Professional Services programs to strategic customers (FTSE 100) and carrying / achieving quota
- A proven and successful track record of working within a Senior Professional Services Manager capacity in a fast growing, rapidly changing environment
- Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges, drive measurable outcomes, or streamline workflows.
You are
- Fluent (both written and verbal) in English
- A strong and proven customer advocate
- An independent and well-organized, journey-oriented thinker
- A team builder centered on collaboration and strong relationships
- Accustomed to a fast-paced environment
Measures of success
- Within your first month, you will meet the team and cross-functional partners, establish those relationships and learn the Collibra services offerings.
- Within your third month, you will begin managing territory accounts and engaging with new and existing customers aligned with sales teams to drive business growth.
- Within your sixth month, you will be leading your territory and acting as the subject matter expert on Professional Services offerings and solution capabilities.
Benefits at Collibra
Collibra recognizes and values that everyone has different needs, interests, and life goals. We built our benefits program with flexibility in mind to support you and your loved ones through a diverse range of circumstances and life events. These flexible offerings sit on a foundation of competitive compensation, health coverage, and time off. Learn more about Collibra’s benefits.
We create inclusion and belonging through how we onboard, meet, connect, engage, and communicate. Learn more about diversity, equity, and inclusion at Collibra.
At Collibra, we’re proud to be an equal opportunity employer. We realize the key to creating a company with a world-class culture and employee experience comes from who we hire and creating a workplace that celebrates everyone.
With this, we proudly consider qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, sexual orientation, pregnancy, sex, gender identity, gender expression, genetic information, physical or mental disability, HIV status, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status or any other legally protected category. If you have a need that requires accommodation, let us know by completing our Accommodations for Applicants form.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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