Managing Director, Sales Operations & Market Activation

Grant Thornton is seeking a Sales Operations & Market Activation Managing Director to join the team. This is a hands-on operating role focused on improving pipeline quality, increasing conversion, and ensuring priority accounts translate into revenue.

What you will do

Drive Sales Performance & Pipeline Health

• Manage performance against sales quota across Client Relationship Executives (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.

Compensation

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.

About Us

At Grant Thornton, we believe in making business more personal and building trust into every result. We offer a career path with more: more opportunity, more flexibility, and more support.

Additional Information

Grant Thornton is committed to equal employment opportunities. Reasonable accommodations are available for qualified applicants with disabilities. Please contact [email protected] for requests.