Director of Services

We're Duckbill, a small startup building solutions that enterprise teams rely on. We're looking for a Director of Services to build and lead our forward-deployed FinOps team that embeds with customers to solve complex cloud financial challenges.

We've built something that enterprise customers genuinely value—they're paying us, renewing, and referring others. We've been running services for many years, helping enterprises navigate complex cloud financial management challenges. Now we're scaling: formalizing Duckbill Services as a forward-deployed FinOps team that works directly within customer environments while systematically feeding insights back into our product development.

This isn't about delivering standard consulting engagements. You'll scale a team of specialist experts—FinOps practitioners, finance professionals, procurement specialists, and cloud cost engineers—who operate autonomously in enterprise environments and capture intelligence that drives our software roadmap.

As our first dedicated services leader, you'll take our proven services capabilities and build them into a scalable function. We have customer demand, years of successful engagements, and a clear vision, but now it's time to build the team, processes, and systematic feedback loops that turn customer engagements into competitive advantages.

We work together in the office in San Francisco three days per week, so you must be located in the SF Bay Area and willing to work in the office on a regular basis.

• Build the team: Recruit specialist experts who can operate independently in complex enterprise environments across FinOps, finance, procurement, and cloud cost management

• Design systematic intelligence capture: Create processes that translate field work into product features and competitive advantages

• Lead customer relationships: Navigate C-suite conversations, negotiate complex service agreements, and manage executive stakeholder relationships

• Scale delivery excellence: Build repeatable frameworks for high-impact customer engagements that create lasting competitive moats

• Manage complex negotiations: Lead contract discussions and structure engagements that align customer success with our strategic objectives

• Drive product integration: Work closely with Product to establish feedback loops that ensure customer insights systematically inform our roadmap and development

• Enable sales success: Partner with Sales to structure service offerings that accelerate deal closure and expand customer relationships

• 5+ years leading professional services organizations, preferably in B2B SaaS

• Expertise in cloud financial management, FinOps, or related consulting

• Track record building services teams from early stage to scale

• Experience using services to enhance software adoption and expansion

• Proven ability to negotiate complex service agreements and manage executive stakeholder relationships

• Comfortable presenting to and influencing C-level executives on strategic initiatives

• A desire to work in a small, early-stage startup

• Direct impact: Your work directly influences our product roadmap and creates sustainable competitive advantages

• Customer partnership: Work with enterprise customers who are genuinely invested in our success

• Growth opportunity: Build and lead our services function as we scale into a global capability

• Meaningful equity: Significant ownership stake with real upside potential

Compensation for this role is a salary range of $180,000 to $220,000 plus early-stage equity, commission, and/or bonuses. We provide a 401(k), as well as healthcare, vision, and dental benefits, with premiums fully covered by the company. Dependents are covered 50%. We offer 4 weeks of PTO.

We are a small and growing team, which means you get the opportunity to be on the ground floor of building both the product and company. Our team includes some of the most experienced domain experts in the industry, and our customers are among the biggest cloud spenders in the world, which means the scale and complexity of the challenges we solve are truly at the cutting edge. We're currently in a semi-stealth mode while we're focusing on building the initial product.