Director, Market Lead Utilities

Position Overview:

We are seeking a Director, Market Lead Utilities to join our Product team and own how InvoiceCloud wins the utilities market. InvoiceCloud is the leader in digital billing and payments for utilities, local government, county tax offices, and insurance carriers, and this is one of the first roles in our new market-led product organization, giving the leader the opportunity to define how it works.

The ideal candidate is a commercial product leader who wants to run a business. This role carries no quota, yet it shares accountability for the market’s revenue, bookings, and retention with the sales leader who does. You’ll lead and grow a team of product managers, build prototypes hands-on, and spend close to half your time with customers, prospects, and sellers, while directing work across teams that don’t report to you.

Success Profile:

This role is anchored in our company's leadership competencies. These competencies reflect the mindsets and behaviors that define success in this role. Below is how each competency translates into meaningful impact and outcomes for this position.

Results-Driven

• Shares accountability with the sales leader for the vertical's revenue growth, bookings, and retention, without carrying quota.
• Owns, individually, the market's module attach rate and its win rate against the named competitors in the market.
• Builds prototypes hands-on, turning a market insight quickly into a complete concept, at the scale of a whole module, that a customer can react to.

Strategic

• Sets the strategy for the vertical and takes an evidenced, clear position on where InvoiceCloud focuses and where it stops, deciding what we are not going to pursue and defending that decision.
• Builds the investment cases the market brings forward, including the sizing, the assumptions, what it takes across every function, and what it displaces.
• Owns expansion of the serviceable market and ensures the roadmap share the vertical receives matches the revenue share it produces.
• Uses AI tools to accelerate market research, scenario modeling, and investment-case preparation, validating outputs before they inform decisions.

Collaboration

• Leads the market's standing council, bringing sales, customer success, product marketing, product, and engineering to one set of priorities and one quarterly plan.
• Sets priorities for the engineering teams assigned to the market, working through influence with people who do not report to this role, and defends the shared platform build across markets.
• Hires, manages, and grows the product managers on the team.

Communicates Effectively

• Builds direct relationships with customers, prospects, and the vertical's sales leadership, spending close to half of their time outside the building with customers, prospects, and the people who sell into the market.
• Carries the case for what InvoiceCloud invests in to the investment review committee.
• Delivers the monthly review that gives the executive team its view of the market. 

Requirements:

• 8+ years in product, including time leading a product area or a small team, with results you can point to.
• Commercial instinct: comfortable with revenue, pipeline, and win rates, and credible in front of sales leadership and customers.
• Hands-on builder: you have shipped prototypes yourself, recently, using AI tooling, and can turn a market insight into a complete concept a customer can react to, quickly, at the scale of a whole module.
• A real point of view on how artificial intelligence changes the industry you are responsible for, and the judgment to tell a durable shift from a passing one.
• Willingness to make choices, including deciding what we are not going to pursue and defending that decision.
• Comfort working through influence and directing work done by people who do not report to you.
• Experience in utilities, local government, tax, or the software that serves them is a plus (we will support you if you do not have it).
• Founder experience, or having run something end to end where the outcome was yours, is a plus (we will support you if you do not have it).
• Having taken a new product or module to market, including its pricing and packaging, is a plus (we will support you if you do not have it).

Benefits:

• Medical, dental, vision, life & disability insurance
• 401(k) plan with company match
• Flexible Time Off (FTO), wellbeing days, paid holidays, and summer Fridays
• Mental health resources
• Paid parental leave & backup care
• Tuition reimbursement
• Employee Resource Groups (ERGs)