Director of Strategic Growth

TPMA is centralizing business development under one accountable owner. That seat carries the quota, runs the pipeline, and decides where the firm's selling energy goes. It's a hands-on role for a seller who wants ownership and has something to prove. You won't be doing it alone—our experts will join you in deals, and you'll get structured onboarding and weekly coaching from our sales partner, Stompbox. The executive team is committed to making this key role succeed.

TPMA owns a 37-year history with strong delivery and loyal repeat clients. In recent years, business development has been shared across leaders who also run practices and deliver client work, and we've seen the limits of that model. We're recommitting to a single owner with real authority, and we're investing behind the seat: a new HubSpot instance, a weekly pipeline rhythm, outside sales coaching during the onboarding period, and an executive team aligned on focusing our energy where we win.

Responsibilities

• Revenue and Deal Execution
  • Own the new business number and a personal pipeline of opportunities for high-impact consulting.
  • Run full-cycle pursuit on relationship-driven deals: discovery, shaping the opportunity, proposal strategy, and close.
  • Bring subject matter experts and consulting leaders into deals at the right moments while you run the pursuit.
  • Grow revenue from clients who already know us. Repeat and expansion business is a real opportunity for firm and client growth.
• Pipeline Generation and Qualification
  • Build pipeline in our best-fit segments through relationships, referrals, partners, and targeted outreach.
  • Own go/no-go decisions on opportunities, including RFPs. Our win rate improves when we pursue the right ones, and you'll have the authority to say no.
  • Disqualify fast. The goal with a cold opportunity is figuring out quickly whether it deserves our time and on terms that serve the client and firm but always leaving the client with great options for solutions to their challenge.
• Sales Process and Visibility
  • Run the weekly pipeline review and keep an honest, current picture of every deal in HubSpot.
  • Ensure team adherence to deal stages, milestones, and exit criteria so the pipeline can be trusted.
  • Track what's working (win rates, cycle times, pipeline coverage) and report it straight.
• Working as One Team
  • Partner with our proposal team on pursuits. You set the strategy and own the relationship.
  • Pull executives and subject matter experts into closing conversations in a way that's positive, productive, and focused on the task at hand.
  • Help build a culture where the whole firm sells as one team.

Requirements

• You're a builder with something to prove. You'd rather roll up your sleeves and do the work than philosophize about strategy, and you see coaching as a way to win more.
• 3-7+ years of full-cycle B2B sales experience, ideally selling services or consulting.
• Experience selling consultative, multi-stakeholder deals with long sales cycles and managing several deals at various stages simultaneously.
• Stay organized: your CRM is current and your follow-up is tight.
• Comfortable telling a prospect an opportunity isn't a fit and giving them a valued suggestion for off-ramp.
• Learn quickly and apply feedback without ego.
• Have worked in a small or growing company and can handle organized chaos.
• Expertise in complex consultative selling and executive client engagement.
• Display executive presence with the ability to influence C-suite leaders.

A note on connections: we aren't hiring for a network of industry contacts. If you can speak the language of economic development, workforce boards, and public-sector buyers, that fluency is a genuine plus. Selling skills and coachability come ahead of everything else.

Qualifications

• Required
  • 3+ years of relevant full-cycle sales or business development experience.
  • Formal training in consultative selling, or a demonstrated command of it.
  • A track record of independently building and managing a pipeline.
  • Strong written and verbal communication skills.
  • Experience using a CRM to run your book (HubSpot a plus).
  • A track record of generating new revenue through proactive relationship development and consultative selling, not primarily through responding to cold RFPs or blind inbound requests.
  • Ability to lead, coach, and develop a team by providing regular feedback, setting clear performance expectations, and fostering accountability.
• Preferred
  • Experience selling professional services or consulting.
  • Familiarity with public-sector or institutional buyers such as state and local government, higher education, and community-based organizations of various types.
  • Fluency in workforce development and economic development language.