Job Description
Grant Thornton is seeking a Sales Operations & Market Activation Managing Director to join the team. The Managing Director will drive execution across the global commercial organization, focusing on improving pipeline quality, increasing conversion, and translating priority accounts into revenue.
What you will do
Drive Sales Performance & Pipeline Health
- Manage performance against sales quota across client relationship executives.
- 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 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.
Compensation
Base salary range: $225,000 – $405,000. Pay within this range is at Grant Thornton’s discretion and is based on factors such as job‑related knowledge, experience, business needs, progression, location, and internal equity.
Benefits
Grant Thornton offers a comprehensive benefits package including medical, dental, vision, 401(k) with employer match, paid time off, and other personal‑wellness programs.
EEO Statement
It is the policy of Grant Thornton to promote equal employment opportunities. All personnel decisions—recruiting, hiring, training, working conditions, promotion, transfer, compensation, benefits, evaluations, and termination—are made without regard to race, color, religion, national origin, sex, age, marital or civil union status, pregnancy, sexual orientation, gender identity or expression, citizenship status, veteran status, disability, or any other characteristic protected by applicable law. Grant Thornton complies with the Americans with Disabilities Act and provides reasonable accommodation when requested by a qualified applicant or employee, unless undue hardship occurs. Policies regarding criminal histories, lie‑detector tests, and other state‑specific requirements are also followed as mandated by law.
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