Life at Plume
At Plume, we believe that technology isn't about moving faster, it's about making life’s moments better. Which is why we’ve built the world's first, and only, open and hardware-independent service delivery platform for smart homes, small businesses, enterprises, and beyond. Our SaaS platform uses WiFi, advanced AI, and machine learning to create the future of connected spaces—and human experiences—at massive scale.
We now deliver services to over 60 million locations globally and have managed over 3 billion devices on our platform. We’re expanding rapidly, pioneering a new category, and we achieved our Series F funding in just four years. Our customers include many of the world's largest Internet Service Providers (ISPs) who look to Plume to help them evolve their smart home offerings while gleaning insights from their own data.
With a bias for action and a love for being trailblazers, the team at Plume embodies a combination of relentless curiosity and imaginative innovation. We challenge ourselves to think in ways that other companies don't, work to do what should be done (rather than what can), and if we can’t do it exceptionally well, we don’t do it. It’s how we've assembled a team of world-class builders, thinkers, and doers. And it’s how we’re reinventing what’s possible every day.
Role Summary
The VP/SVP & General Manager, Global Delivery will build Plume’s Professional Services capability from the ground up, establishing the commercial model, operating framework, processes, and organization required to scope, price, contract, and deliver professional services globally.
This is a hands-on, entrepreneurial leadership role with direct P&L responsibility. Today, many implementation and services activities are incorporated into broader customer engagements. This leader will create a scalable and commercially disciplined Professional Services model that clearly defines what services Plume provides, how those services are scoped and priced, and how they are delivered.
The role will own the framework connecting the customer lifecycle from Pre-Sales through implementation and ultimately into Customer Success. This includes creating standardized intake and scoping processes, service offerings, rate cards, pricing methodologies, Statements of Work (SOWs), delivery governance, and clear cross-functional handoffs.
This leader will initially focus on building the model, processes, and commercial foundation before scaling the organization based on customer demand and Professional Services revenue.
Key Responsibilities
Build the Professional Services Business
- Build Plume’s global Professional Services model and operating framework from the ground up.
- Define Plume’s portfolio of Professional Services offerings and establish clear boundaries between standard product delivery and paid services.
- Develop standardized service packages, rate cards, pricing methodologies, and commercial frameworks.
- Establish repeatable processes and templates for scoping, estimating, pricing, and developing Statements of Work (SOWs).
- Define how Professional Services opportunities are evaluated, approved, contracted, delivered, and measured.
- Create the governance and operating mechanisms necessary to scale Professional Services globally.
Own the Professional Services P&L
- Own the Professional Services P&L, with accountability for revenue, margin, utilization, costs, and investment decisions.
- Establish financial and operational targets for the Professional Services business.
- Partner with Sales and Finance to develop pricing and discounting strategies that balance customer needs with appropriate services economics.
- Develop resource and capacity planning models aligned with services revenue and customer demand.
- Determine the appropriate organizational structure and headcount required as the business scales.
- Establish reporting and metrics that provide visibility into the financial and operational performance of Professional Services.
Establish the End-to-End Delivery Process
- Create a standardized intake process for Professional Services and implementation requirements.
- Partner with Pre-Sales to translate customer requirements and proposed solutions into clearly defined implementation scopes.
- Ensure requirements, assumptions, dependencies, deliverables, timelines, and resource needs are understood before customer commitments are finalized.
- Establish clear handoffs from Pre-Sales into Engineering Delivery and Solutions Engineering for implementation.
- Develop governance around scope changes, delivery commitments, customer expectations, and technical dependencies.
- Define the transition from implementation into Customer Success and steady-state customer operations.
- Drive consistent, predictable, and high-quality execution across customer engagements.
Cross-Functional Leadership
- Partner closely with Sales, Pre-Sales, Solutions Engineering, Customer Success, Product, Engineering, Finance, and Operations.
- Ensure customer commitments are aligned with product capabilities, engineering capacity, and delivery readiness.
- Bring greater commercial and operational discipline to implementation requirements during the sales process.
- Provide executive leadership and escalation support for complex or strategic delivery engagements.
- Identify recurring customer requirements and delivery challenges and translate them into actionable feedback for Product and Engineering.
- Establish clear accountability across teams throughout the customer implementation lifecycle.
Build & Scale the Organization
- Initially operate as a hands-on builder, establishing the Professional Services model, processes, and commercial foundation.
- Develop the organizational strategy and hiring plan needed to support the business as Professional Services revenue grows.
- Build a focused global team based on customer demand, revenue opportunity, and business requirements.
- Define roles, responsibilities, utilization expectations, performance metrics, and operating standards.
- Evaluate the appropriate mix of internal resources, partners, and other delivery models to support global scale.
- Build a high-performing organization with strong commercial, technical, and customer-facing capabilities.
Qualifications
- 15+ years of leadership experience across Professional Services, Engineering Delivery, Technical Services, Consulting, or related customer-facing technical organizations.
- Significant experience within modern SaaS, cloud software, enterprise software, or technology environments.
- Demonstrated experience building or significantly transforming a Professional Services business, including establishing the operating and commercial model.
- Experience developing service offerings, scoping methodologies, rate cards, pricing models, SOWs, and delivery processes.
- Proven P&L ownership with accountability for Professional Services revenue, margin, utilization, and investment decisions.
- Strong understanding of the customer lifecycle from Pre-Sales scoping through implementation and transition to Customer Success.
- Experience developing scalable intake, estimation, resource planning, and delivery governance processes.
- Strong commercial acumen with experience partnering with Sales and Finance on pricing, contracting, discounting, and deal structure.
- Demonstrated ability to build in an environment where processes, systems, and organizational structures are still being established.
- Experience building and leading high-performing global teams.
- Executive-level communication skills and the ability to influence across Sales, Product, Engineering, Finance, and Customer Success.
- Experience within telecommunications, broadband, networking, WiFi, or service provider environments is preferred but not required.
Success Measures
- Successful establishment and adoption of a standardized global Professional Services model.
- Professional Services revenue, margin, and overall P&L performance.
- Consistency and accuracy of customer scoping, pricing, and SOW development.
- Delivery efficiency, resource utilization, and capacity planning.
- On-time and on-budget execution of Professional Services engagements.
- Improved visibility into implementation costs and resource requirements.
- Reduction in unplanned or unscoped delivery work.
- Effective handoffs across Pre-Sales, Engineering Delivery, Solutions Engineering, and Customer Success.
- Development of a scalable Professional Services organization aligned with customer demand and revenue growth.
Initial Priorities
During the first several months, this leader will focus on establishing the foundation of Plume’s global Professional Services capability, including:
- Assessing the current state of services and implementation activities embedded within customer engagements.
- Defining which customer requirements should be included within standard delivery versus structured as paid Professional Services.
- Developing Plume’s Professional Services offerings, rate cards, pricing methodologies, and commercial model.
- Creating standardized intake, scoping, estimation, and SOW templates.
- Establishing clear ownership and handoffs across Pre-Sales, Engineering Delivery, Solutions Engineering, and Customer Success.
- Establishing the Professional Services P&L, financial targets, utilization expectations, and operating metrics.
- Developing a resource model and organizational plan that scales alongside Professional Services revenue.
About Plume
As the creator of the only open, hardware-independent, cloud-controlled experience platform for ISPs and their subscribers, Plume partners with over 400 ISP customers, including some of the world’s largest such as Charter, Liberty Global, and J:COM.
Using OpenSync, the most widely supported open-source, silicon-to-cloud framework for smart spaces, Plume’s software-defined network allows ISPs to decouple their service offerings from hardware and rapidly curate and deliver new services over a multi-vendor, open-platform architecture.
Plume is an equal opportunity workplace that maintains a continuing policy of nondiscrimination in all employment practices and decisions, ensuring equal employment opportunities for all qualified individuals without regard to race, color, creed, religion, sex, national origin, age, physical or mental disability, sexual orientation, gender identity, marital status, pregnancy, childbirth or related individual conditions, medical conditions (as defined by state law), military or veteran status, or any other characteristic protected by federal, state or local law.
