Director of Adoption Strategy & Customer Value

Jobtailor; California (MO); On-site; USD 150,000 - 210,000; Full time

Job summary

Jobtailor is seeking a senior leader to drive Adoption Strategy across the customer lifecycle. You will lead a team of managers and senior individual contributors to scale adoption motions and ensure value delivery in enterprise software deployments.

You will partner with Sales, Solution Engineering, and Product to shape pre-sales and post-sales services, establish performance standards, and create a cohesive customer journey from proof-of-value through implementation and sustained adoption.

Qualifications

• 8+ years of experience in professional services within an enterprise software company.
• Experience leading a functional team through managers, team leads, and/or senior individual contributors.
• Experience with services selling, solution shaping, scoping, and SOW development.
• Ability to connect proof-of-value, implementation, and adoption into a cohesive customer journey with clear ownership and measurable outcomes.
• Sufficient AI fluency to make sound methodology and delivery decisions.

Responsibilities

• Lead and develop the Adoption Strategy team, including managers and senior individual contributors.
• Establish expectations, coaching practices, career paths, and performance standards.
• Operationalize and scale the Adoption Strategy operating model.
• Improve consistency, quality, velocity, and repeatability of existing motions and methodologies.
• Oversee pre-sales services strategy, including services selling, solution shaping, scoping, entitlement decisions, SOW development, and alignment with Sales and Solution Engineering.
• Establish standards for proof-of-value motions.
• Define customer objectives, success criteria, delivery plans, and conversion paths.
• Oversee implementation strategy and execution after deal close.
• Ensure continuity from proof of value through implementation and sustained adoption.
• Create operating mechanisms across the customer lifecycle, including adoption stages, engagement criteria, handoff protocols, governance forums, escalation paths, and accountability.
• Serve as senior escalation leader for complex or at-risk customer engagements.
• Provide executive coverage and help navigate commercial, delivery, product, and adoption challenges.
• Define and own the function’s performance framework.
• Partner with the VP of Customer Value and peer functional leaders to evolve the Customer Value operating model.
• Integrate Adoption Strategy with implementation consulting, customer success, platform support, and partner motions.
• Improve methodologies, tooling, and use of AI to reduce manual coordination, improve decision quality, and accelerate customer time-to-value.

Skills

Executive Presence

Coaching Practices

Influencing Stakeholders

Operational Rigor

Strong Commercial Judgment

Lead Functional Teams

AI Fluency

Proof-Of-Value Motion Development

Solution Shaping

Scoping

Implementation Strategy

Customer Success Methodologies

Operations Management

Job description

Jobtailor is seeking a senior leader to drive Adoption Strategy across the customer lifecycle. You will lead a team of managers and senior individual contributors to scale adoption motions and ensure value delivery in enterprise software deployments.

You will partner with Sales, Solution Engineering, and Product to shape pre-sales and post-sales services, establish performance standards, and create a cohesive customer journey from proof-of-value through implementation and sustained adoption.