Managing Director, Services

This is a fully remote position, open to applicants in Kenya, +3 more countries.

📋 Description

• Lead and cultivate the Services leadership team, which includes the Head of Implementation, Director of Engineering, and senior engagement/consulting leads.

• Take ownership of recruitment, performance management, and career development for the Services leadership team.

• Maintain operational rhythms such as OKRs, review cadences, and portfolio check-ins.

• Advocate for the adoption of the Implementation Playbook, productization initiatives, and AI tools.

• Collaborate with the Head of Product to ensure alignment between service delivery and the OpenFn platform.

• Assist in pre-sales scoping, allocation of Expert Days, pricing strategies, and margin protection.

• Provide senior technical and delivery approval during deal negotiations.

• Consult with Growth on deliverability and over-commitment risks.

• Support RFP responses and proposal development for complex government and NGO projects.

• Advise government ministries, NGOs, and implementation partners on OpenFn-based programs, digital transformation, and AI adoption.

• Represent OpenFn in client discussions, escalations, strategic accounts, conferences, and partner workshops.

• Oversee implementation strategy, delivery quality, adherence to SLAs, and delivery capacity.

• Hold financial accountability for the Services portfolio, including gross margin, operating costs, and delivery efficiency.

• Supervise traditional implementation projects and expert-days within subscription packages.

• Collaborate with the Head of Implementation on financial governance at the portfolio level, including dashboards, margin monitoring, and invoicing practices.

• Assist in designing, validating, and operationalizing OpenFn’s subscription-centered delivery and revenue model.

• Engage with the Global Strategy Team and contribute to business model design.

• Define the division of responsibilities between Growth and Services.

• Provide input on subscription pricing, scoping frameworks, and delivery playbooks.

• Identify operational and structural gaps and adapt team processes accordingly.

⛳️ Requirements

• 12+ years of experience in technical or professional services delivery in B2B/B2G environments.

• 5+ years in a technology organization focused on the public sector.

• 3+ years leading a technical or professional services delivery team within a B2B or public-sector-focused technology organization.

• Experience in delivering large-scale technology implementations for government partners is highly advantageous.

• Proven track record of owning portfolio-level financial accountability, including gross margin, operating costs, and delivery efficiency against targets.

• Strong financial literacy with the ability to translate financial goals into team operational practices.

• Demonstrated experience in managing and developing a team of managers or technical delivery leads.

• Skilled in scoping and negotiating complex, multi-stakeholder deals.

• Willingness to travel internationally at least once per quarter.

• Familiarity with project-based services and subscription-based recurring revenue models.

• Experience acting as the senior technical/delivery representative in commercial negotiations and public sector contracts.

• Experience working with or managing external implementation partners.

• Excellent written and verbal communication skills in English.

• Proficiency in French or Spanish is a significant advantage.

• Background in international development, digital public goods, govtech, or global health is a strong plus.

• Ability to thrive in a lean, fully-remote, distributed organization.

• Capability to work from home or a shared office space with fast, stable internet, preferably in a country within Africa/Europe time zones.

🏝️ Benefits

• Financial compensation aligned with experience.

• Flexible working hours.

• Fully remote position, with team gatherings across Europe and Africa.

• Exposure to industry and technology trends as well as leading health and humanitarian interventions.

• Opportunities for leadership and career advancement.

• Significant contributor to company strategy and direction.

• Chance to influence strategy and impact millions of lives through open-source software in a small, mission-driven organization.