Managing Director, Sales Operations & Market Activation

Sales Operations & Market Activation Managing Director

Grant Thornton is seeking a Sales Operations & Market Activation Managing Director to join the team. Approved office locations can be found below.
The Managing Director, Sales Operations & Market Activation drives execution across the global commercial organization. This is a hands-on operating role focused on improving pipeline quality, increasing conversion, and ensuring priority accounts translate into revenue.
Partnering closely with market leaders, Client Relationship Executives (CREs), and functional leaders across demand generation, solution development and proposal delivery, this role ensures consistent execution, accountability, and growth across regions and service lines.
What you will do:
Drive Sales Performance & Pipeline Health
Manage performance against sales quota across CREs
Establish and enforce standards for pipeline quality, accuracy, coverage, and conversion
Identify performance and pipeline gaps early and drive corrective action
Improve consistency and predictability of results across markets
Activate Priority Accounts & Accelerate Deals
Ensure priority accounts have clear growth plans and active pursuit strategies
Track pipeline and revenue progression; refocus effort where momentum stalls
Step into critical pursuits to remove blockers and increase deal velocity
Align the right teams and solutions to opportunities and prevent internal misalignment
Enable Market Leadership & Accountability
Provide regional market leaders with performance visibility and actionable insights
Translate strategy into repeatable market-level execution
Reinforce accountability across teams and markets
Drive Cross-Solution Growth
Increase multi-solution penetration within priority accounts
Ensure firm capabilities consistently appear in live pursuits
Align sales activity to strategic offerings
Oversee Demand Generation, Solutions & Proposals (Governance & Alignment)
Provide oversight across demand generation, solution development (Audit, Tax, Advisory), and proposal delivery
Ensure alignment to priority accounts, active pipeline, and revenue outcomes
Pressure-test campaign effectiveness, solution relevance, and proposal quality, speed, and win rates
Redirect focus when activity is not translating into pipeline or revenue
Drive coordination across teams without adding unnecessary process
Remove Barriers to Growth
Identify and address behaviors limiting client access or account expansion
Promote multi-threaded client engagement
Ensure cross-firm collaboration and reduce siloed execution
Lead the Commercial Operating Rhythm
Own the commercial operating cadence
Lead weekly pipeline and performance reviews
Drive monthly market performance assessments
Ensure every review results in clear decisions, actions, and accountability
Qualifications
Bachelor's degree, MBA preferred
12+ years of experience in sales, commercial operations, or growth leadership
Proven ability to improve pipeline quality and revenue performance
Experience operating across sales, marketing, and solution teams
Strong understanding of complex, multi-solution environments (Audit, Tax, Advisory preferred)
Experience working across regions or global teams
Ability to influence senior stakeholders without direct authority
What Success Looks Like
Accurate, actionable, and improving pipeline
Measurable growth in priority accounts
More predictable sales performance across markets
Demand generation directly tied to pipeline creation
Faster, higher-quality proposals with improved win rates
The base salary range for this position is between $225,000 and $405,000. Placement within the pay range is at Grant Thornton's discretion, and it is based on multiple factors, including but not limited to, job-related knowledge/skills, experience, business needs, progression within the role, geographic location, and internal equity. At Grant Thornton, compensation decisions are dependent upon the facts and circumstances of each position and candidate.