Advisory Services Practice Lead (Remote, United States, EST/CST)

APPLICATION DEADLINE: We encourage you to apply soon if interested, this role will be taken offline based on applicant volume. 

We recognize that job searching can sometimes feel uncertain, and we want to be respectful of your time and interest. We're committed to providing updates after the review period and thank you in advance for considering M-Files as your next career opportunity.

Who We Are

M-Files is redefining how work gets done. Our context-first document management system offers purpose-built business use cases—spanning universal and industry-specific workflows—to enable secure collaboration, automate processes, and ensure governance.

Unlike traditional systems, M-Files organizes content around the context of your business, connecting documents to related people, projects, and transactions. With our unique metadata-driven architecture, organizations can model content in line with their business processes, unify information across silos, and apply AI at scale. The result is greater productivity, reduced risk, and smarter, faster decisions for over 6,000 customers in 100+ countries. 

At M-Files, our Guiding Principles unite us across diverse cultures and personalities:

1. Make It Happen – We set bold goals, take ownership, learn from mistakes, and relentlessly pursue results.
2. Help Others – We lead with kindness, assume good intentions, hold one another accountable, and celebrate wins together.
3. Love Customers – We put customers and partners at the heart of everything, delivering value with respect, fairness, and speed.

To learn more about us we encourage you to visit our company page.

To learn more about how we became a Certified Great Place to Work visit, Working at M-Files | Great Place to Work.

Summary of the Role

This is a rare opportunity to build something new inside a market-leading software company. As the Advisory Services Practice Lead, you will define the methodology, build the business case for investment, and design the organizational model that makes it scalable — including where we grow organically and where we acquire.

You will report to the SVP of Global Services and operate at the intersection of strategy, business development, and services delivery. This role suits someone who has built or led a professional services practice before — and who is energized by the ambiguity of a greenfield mandate rather than unsettled by it.

What makes this different: You are not stepping into an existing playbook. You are writing it. The scope covers methodology design, go-to-market strategy, resourcing and capability planning, partnership models, and inorganic growth — all within a company that has the customer base, the platform, and the leadership appetite to make it work.

What You'll Do

Methodology & Intellectual Property

• Design and own the delivery methodology end-to-end: value discovery frameworks, automation blueprinting, outcome measurement, and delivery governance
• Define the model for identifying, designing, and deploying AI agents as a digital workforce inside customer environments — built on the M-Files platform
• Develop the toolkits, templates, and repeatable assets that enable the methodology to scale across a distributed delivery team
• Establish quality standards and a continuous improvement loop based on field experience

Business & Investment Planning

• Build the multi-year business case for the practice: addressable market sizing, revenue model, margin targets, and investment requirements
• Develop the resourcing strategy — defining the capability profile, headcount plan, and talent sourcing approach (internal reskilling vs. external recruitment)
• Evaluate build vs. buy vs. partner options; identify and assess potential acquisition targets that would accelerate capability or market access
• Present recommendations to senior leadership and, where relevant, to the board

Go-to-Market & Partnerships

• Define the go-to-market motion: how the practice is packaged, priced, and positioned alongside the M-Files platform
• Develop partnership and channel models that extend delivery capacity without proportional headcount growth
• Work with Sales leadership to embed advisory services into the enterprise sales motion and develop reference customers

Practice Leadership

• Recruit, onboard, and develop the initial cohort of internal practitioners
• Define the career path, competency framework, and performance model for the practice
• Personally lead select high-value engagements to validate the methodology and build customer proof points

What We Are Looking For

• 7+ years of experience in management consulting, strategy consulting, or professional services — with a focus on business transformation, operating model design, or organizational change
• Demonstrated experience building or scaling a services practice, business unit, or consulting capability — including P&L ownership or significant budget responsibility
• Strong strategic planning skills: you can move from market analysis to business case to execution roadmap, and you know how to size a market and defend your assumptions
• Experience evaluating inorganic growth options — partnerships, acquisitions, or capability buys — including diligence and integration considerations
• Executive-level communication and stakeholder management; you are comfortable presenting investment proposals to a leadership team or board
• A track record of translating strategy into operating reality: you've written playbooks that delivery teams have used

Nice to have

• Experience in or around the enterprise software, SaaS, or intelligent automation space — you understand the professional services economics of a software-led business
• Exposure to AI agent frameworks, agentic workflow design, or digital workforce delivery models — either as a practitioner or as someone who has evaluated and bought these capabilities
• Familiarity with document management, process automation, or information governance domains
• Prior experience working within or alongside a high-growth technology company
• Exposure to reseller or partner-led delivery models

What We Are Looking For

• 7+ years of experience in management consulting, strategy consulting, or professional services — with a focus on business transformation, operating model design, or organizational change
• Demonstrated experience building or scaling a services practice, business unit, or consulting capability — including P&L ownership or significant budget responsibility
• Strong strategic planning skills: you can move from market analysis to business case to execution roadmap, and you know how to size a market and defend your assumptions
• Experience evaluating inorganic growth options — partnerships, acquisitions, or capability buys — including diligence and integration considerations
• Executive-level communication and stakeholder management; you are comfortable presenting investment proposals to a leadership team or board
• A track record of translating strategy into operating reality: you've written playbooks that delivery teams have used

Nice to have

• Experience in or around the enterprise software, SaaS, or intelligent automation space — you understand the professional services economics of a software-led business
• Exposure to AI agent frameworks, agentic workflow design, or digital workforce delivery models — either as a practitioner or as someone who has evaluated and bought these capabilities
• Familiarity with document management, process automation, or information governance domains
• Prior experience working within or alongside a high-growth technology company
• Exposure to reseller or partner-led delivery models

Participation in our Recruitment Process:

1. Initial Screening w/People & Culture Team Member
2. Hiring Manager (Senior Vice President, Global Services)
3. Additional Internal Stakeholder (VP, NORAM Services & Global Cloud Migration)
4. Possible Final w/Senior Level Sales or Strategy Executive(s)    

*Completed Recruitment Process Time Investment for Applicant: ~Approx. 3hrs

Why M-Files

• A genuinely greenfield mandate. Advisory services is a new practice at M-Files. You will define what it is, how it is delivered, and how the business around it is built.
• Customer base and platform to build on. M-Files serves thousands of organizations in regulated and complex industries. The demand signal is real; the platform is proven. You are not starting with a blank sheet of paper on the market side. We're also proud to have recently been recognized as a Leader in the Gartner® Magic Quadrant™ for Document Management, a significant milestone that reflects our continued innovation, customer focus, and market momentum.
• Leadership appetite for investment. This role exists because M-Files leadership has made a deliberate decision to move from project delivery to transformation delivery. The investment thesis is already endorsed — you are here to make it concrete.
• A real AI thesis. We are building AI agents on top of M-Files that act as digital workers inside customer organizations — executing knowledge-intensive tasks, operating within governed information environments, and augmenting human teams at scale. You will define how this is packaged and delivered as a service.
• Influence over inorganic strategy. Where we cannot build fast enough, we will consider buying or partnering. You will be a named voice in those conversations.
• A global, remote-first team. We operate across time zones with a high-trust, high-autonomy culture. Results matter; location doesn't.

Our guiding principles of Make It Happen, Help Others, and Love Customers shape how we work together every day. Transparent communication, collaboration, and a strong team spirit are consistently recognized as strengths across our organization, helping create an environment where people can do their best work while making a meaningful impact.

What We Offer: 

• As remote enabled company our employees enjoy the flexibility to establish their own life/work balance
• 10 paid holidays annually
• Unlimited PTO
• Matching 401K Plan (25% of employee's contribution up to the IRS max)
• Health insurance (PPO and HDHP/HSA plans offered)
• Dental insurance
• Vision insurance
• Life insurance (1x employee salary)
• Short-term disability (employer paid)
• Long-term disability (employer paid)
• Flexible Spending Plan (medical and dependent)