Head of eServices Platform (PaaS / ARR Transformation)

Job Description

Purpose

Transform eServices (incl. Compass) into a scalable PaaS platform business generating recurring revenue.

• Shift from service delivery model → platform business model
• Build a productized, modular, monetizable platform
• Deliver sustainable ARR growth at scale

Mandate

Own and scale the eServices platform into a PaaS business driving ARR growth, productization, and global adoption.

Key Missions

Scope of responsibility

Platform Business Ownership

• Define and execute PaaS strategy and roadmap
• Own business model transition to subscription / usage-based revenue
• Integrate Compass into a unified platform offering

Productization & Platformization

• Convert services into standardized, API-enabled platform capabilities
• Drive scalability, reuse, and industrialization
• Reduce bespoke delivery in favor of modular offerings

Revenue & Performance (full accountability)

• Own:
  • ARR and ARR growth
  • Bookings, renewals, expansion
  • Platform gross margin
• Drive monetization levers: pricing, packaging, upsell

Go-to-market & adoption

• Define value proposition by segment
• Enable Sales with platform-led selling model
• Drive large-scale adoption and usage

Operating model transformation

• Shift to:
  • self-service platform capabilities
  • standardized onboarding
  • scalable delivery model
• Align product, tech, sales, and operations

Ecosystem development

• Build internal and external ecosystem around the platform
• Enable integration, partnerships, extensibility

Key KPIs

Business performance

• ARR / ARR growth
• Recurring vs non-recurring revenue mix
• Platform gross margin

Adoption & scale

• Active clients on platform
• Usage metrics (transactions, APIs, modules)
• Time-to-onboard

Expansion

• Net revenue retention
• Upsell / cross-sell ratio

Efficiency

• Cost-to-serve reduction
• % standardized vs bespoke delivery

Customer Experience

• Platform NPS
• SLA performance at scale

Experience

• Proven track record in:
  • PaaS / SaaS / platform businesses
  • Recurring revenue models
  • Business transformation at scale

Core Capabilities

• Strong P&L ownership mindset (ARR-driven)
• Ability to bridge:
  • Product
  • Technology
  • Commercial
• Experience in platform productization and scaling

Leadership

• Acts as platform GM, not service manager
• Drives end-to-end accountability (build → sell → deliver → monetize)
• High influence across cross-functional teams

Success factors

• Clear ownership of platform P&L
• Strong alignment across Product, Tech, Sales, Operations
• Relentless focus on:
  • standardization over customization
  • adoption over delivery volume
  • recurring revenue over one-off deals

Key risk to manage

• Remaining stuck in a service mindset (delivery-focused) instead of → shifting fully to platform business (product + ARR-driven)