Head of eServices Platform (PaaS / ARR Transformation)

Purpose

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

Mandate

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

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, and commercial functions.
• 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).