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 → platform business model


• Build a productized, modular, monetizable platform


• Deliver sustainable ARR growth at scale

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

Profile & Other Information

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)